Account Executive

BOSS ERP Consulting; Lombardia; On-site; EUR 60,000 - 90,000; Full time

Job summary

BOSS ERP Consulting is seeking a high-performing Account Executive to drive revenue growth and market expansion across Italy. You will own the end-to-end sales cycle, build a robust reseller network, and manage complex tenders in both public and private sectors.

The role requires a proven track record in B2B technology sales, fluent Italian and strong English, plus the ability to operate in a fast-paced environment and deliver data-driven results.

Qualifications

• 5+ years in B2B technology sales with a track record of revenue growth.
• Experience in channel/reseller sales models and complex tenders.
• Native or fluent Italian with strong professional English.
• Excellent negotiation, presentation and stakeholder engagement skills.
• Proven ability to manage multiple opportunities and forecast accurately.

Responsibilities

• Develop new business opportunities and expand customer relationships across Italy.
• Own and manage the full sales cycle from prospecting to contract signature.
• Lead tenders, RFPs and strategic bids in public and private sectors.
• Build and enable a high-value reseller network and partner relationships.
• Provide market intelligence, maintain pipeline accuracy and report on performance.

Skills

Italian fluency

English proficiency

B2B tech sales

Channel sales

Negotiation

Presentation skills

CRM usage

Tools

Salesforce

Gong

Job description

We are looking for candidates who meet all or nearly all of the requirements.

If you do not meet most of the criteria, please do not apply.

We are seeking for our client a high-performing, commercially driven Account Executive to accelerate revenue growth and market expansion across Italy.

• This role is responsible for developing new business opportunities, expanding existing customer relationships, and strengthening strategic reseller partnerships.
• The successful candidate will operate as a true market owner for Italy - driving pipeline generation, managing complex sales cycles, and closing high-value opportunities across both public and private sectors.
• This is a hands-on sales role requiring strong channel management capability, tender experience, and the ability to operate effectively in a fast-paced, high-growth technology environment.

Key Responsibilities

The following outlines the principal responsibilities of the role. This list is not exhaustive and may be updated to reflect business needs, provided it remains aligned with the overall purpose of the position.

Business Development & Revenue Growth

• Generate new business opportunities through proactive outbound prospecting (LinkedIn, networking, referrals, events, cold outreach) and conversion of marketing-qualified leads.
• Own and manage the full sales cycle from initial engagement to contract signature.
• Identify customer needs and position our solutions effectively, delivering compelling product demonstrations and presentations.
• Lead or contribute to complex tenders, RFPs and strategic bids.
• Consistently achieve or exceed individual revenue and margin targets.
• Develop and expand the reseller network across Italy.
• Build high-value, performance-driven relationships with channel partners.
• Enable and support resellers to drive pipeline growth and successful deal execution.

Account Management

• Build long-term, trusted relationships with key customers and stakeholders.
• Identify upsell and cross-sell opportunities within existing accounts.
• Support retention and customer satisfaction objectives.

Market Development

• Act as a market ambassador for the company in Italy, representing the brand at industry events and trade shows.
• Provide market intelligence and competitor insights to inform commercial strategy.
• Maintain accurate pipeline management and forecasting through Salesforce and Gong.
• Provide clear, data-driven monthly reporting on performance, pipeline health and market activity.
• Ensure CRM accuracy and disciplined sales hygiene.

Learning and development

We encourage continuous professional development and support learning through on-the-job experience, feedback and access to relevant training opportunities. You are expected to take ownership of your development and maintain up-to-date knowledge of sector trends, technology and best practice relevant to your role.

Qualifications, Skills and Experience

• Minimum 5 years’ experience in B2B technology sales (manufacturer or solution provider).
• Demonstrable experience in channel/ reseller sales models.
• Proven track record of meeting or exceeding revenue targets.
• Experience managing complex sales cycles, including public sector tenders.
• Native or fluent Italian speaker, with strong professional English.
• Strong commercial acumen and negotiation skills.
• Excellent presentation and stakeholder engagement skills.
• Ability to communicate effectively with both technical and non-technical audiences.
• High levels of drive, resilience and self-motivation.
• Strong organisational skills and ability to manage multiple opportunities simultaneously.
• Data-driven mindset with disciplined CRM usage.
• Ability to communicate effectively with both technical and non-technical customers.
• Strong communication and interpersonal skills, with the ability to build effective workingrelationships.
• Demonstrates a growth mindset, with adaptability, curiosity and a commitment to continuous improvement.
• Strong emotional intelligence, including self-awareness, empathy and sound judgement.
• Technical background with a good appreciation of IT software and hardware.
• Experience in sales to Public Sector and Private Sector including law enforcement, security, transport, retail and healthcare.
• Familiarity with Salesforce and Gong.

Key Metrics for Success

The key metrics to be successful in this role are:

• Revenue Achievement – Delivery of quarterly and annual revenue targets
• Gross Margin Performance – Achievement of agreed margin thresholds.
• Pipeline Growth – Consistent generation of qualified pipeline (minimum 3–4x quota coverage).
• New Customer Acquisition – Number and value of new logo wins in Italy.
• Channel Performance – Revenue contribution and productivity of reseller network.
• Forecast Accuracy – Accurate monthly forecasting within agreed tolerance.
• CRM Compliance – Timely and accurate opportunity management in Salesforce.
• Tender Success Rate – Conversion rate on strategic bids and RFPs.
• Customer Retention & Expansion – Upsell/cross-sell contribution within existing accounts.