Channel Account Manager

SOTI; Italia; Remote; EUR 45,000 - 70,000; Full time

Job summary

SOTI Channel Account Manager role open for a remote position covering North Italy. You will recruit and onboard channel partners, manage the full lifecycle, and collaborate with sales, marketing and product teams.

The ideal candidate has 3–5 years in B2B software sales, a proven track record in closing deals, and strong communication skills. Fluency in Italian and English is required, with willingness to travel locally.

Qualifications

• 3–5 years in B2B solution sales to large accounts.
• Experience managing entire sales cycle from lead to close.
• Experience selling Mobile Applications, SAAS or EMM solutions to large accounts.

Responsibilities

• Identify, recruit, and onboard new channel partners, including VARs, system integrators, MSPs, and resellers in the IT software space.
• Manage the full partnership lifecycle: from lead generation and qualification, through contract negotiation and enablement, to ongoing performance optimization.
• Conduct market research to target high-potential partners aligned with our SaaS portfolio, focusing on sectors like cybersecurity, ERP, and cloud infrastructure.
• Develop and execute joint go-to-market strategies, co-marketing campaigns, and enablement programs to maximize partner-led sales.
• Track partner performance using KPIs such as pipeline generation, deal registration, and revenue attribution; provide regular reporting and forecasting.
• Build strong relationships with partner executives, conducting quarterly business reviews (QBRs) to ensure mutual success and expansion opportunities.
• Collaborate with internal teams (sales, marketing, product) to align partner programs with company goals.

Skills

B2B sales

Deal closing

Communication skills

Remote work

English proficiency

Tools

MS Office

Job description

SOTI is committed to providing its employees with endless possibilities; learning new things, working with the latest technologies and making a difference in the world.

SOTI does not charge any fees at any stage of the recruitment process. You can verify the authenticity of any SOTI job opportunities by visiting SOTI Careers. SOTI shall not be liable for any fraudulent recruitment activities carried out by unauthorized individuals or organizations.

Job Title: Channel Account Manager

Location: North Italy - Remote

Role Type: GEO / EOR Full-time employee

Language: Fluent in Italian & English

Who We Are

At SOTI, we are committed to delivering best in class mobile and IoT device management solutions. We are looking for out of the box thinkers that appreciate the art of creating great software.

To us, being visionary is more important than doing things the way they’ve always been done.

What We’re Looking For

SOTI’s growth and success is a result of commitment to innovation through entrepreneurial culture and leadership. Employees are driven to make an impact, offer a unique value and most importantly, be part of a winning team. You are an educated professional at an early stage of your career. You have a great passion for modern technology, background in B2B sales in the software/IT industry, and you are driven by your energy to provide excellent customer service. If you are eager to prove your abilities in our fast-paced environment, and you are willing to learn and grow, then this position offers numerous growth opportunities and a long‑lasting career with SOTI.

What’s in it for you?

The People - From our humble origins in our founder’s basement, to our industry leading position today, SOTI has worked hard to foster a company culture that we can all believe in. A culture that emphasizes personal growth, continuous innovation and fun. The Growth - Our environment fosters new ideas, fresh perspectives, and the ability to take them over the goal line. SOTI is a fast-paced environment with a global reach that encourages you to make your mark and be part of something big! The Technology - You’ll get the chance to work with leading edge technologies and take on complex and interesting projects, as part of highly collaborative and agile teams. You will work alongside SOTI’s partners which include leading tech giants that will keep you on the cusp of emerging technologies.

What You’ll Do

• Identify, recruit, and onboard new channel partners, including VARs, system integrators, MSPs, and resellers in the IT software space.
• Manage the full partnership lifecycle: from lead generation and qualification, through contract negotiation and enablement, to ongoing performance optimization.
• Conduct market research to target high-potential partners aligned with our SaaS portfolio, focusing on sectors like cybersecurity, ERP, and cloud infrastructure.
• Develop and execute joint go-to-market strategies, co-marketing campaigns, and enablement programs to maximize partner-led sales.
• Track partner performance using KPIs such as pipeline generation, deal registration, and revenue attribution; provide regular reporting and forecasting.
• Build strong relationships with partner executives, conducting quarterly business reviews (QBRs) to ensure mutual success and expansion opportunities.
• Collaborate with internal teams (sales, marketing, product) to align partner programs with company goals.

Experience You'll Bring

• 3-5 years experience in B2B solution sales to large accounts as a new business hunter while being a Sales Representative / Sales Account Manager at a reseller resp. system-house or at a software vendor
• Experience in managing the sales cycle completely from acquisition to deal closing with proven track-record especially in deal closing
• Experience in selling Mobile Applications, SAAS offerings or especially Enterprise Mobility Management solutions (MDM/MAM/EMM) to large accounts would be a strong asset
• Strong presentation and communication skills
• MS Office skills required
• Native Italian, good English language skills
• Solution-motivated, successful and results-oriented
• Strong work ethic, ability to adapt to rapidly-changing environments and a professional attitude
• Self-efficiency and ability to work as an individual from home
• Ability to work remotely from home office in terms of dedicated workroom, internet etc.
• Valid driver’s license for frequent local travel is required

About SOTI

SOTI is the world's most trusted provider of mobile and IoT management solutions, with more than 17,000 enterprise customers and millions of devices managed worldwide. SOTI's innovative portfolio of solutions and services provide the tools organizations need to truly mobilize their operations and optimize their mobility investments. SOTI extends secure mobility management to provide a total, flexible solution for comprehensive management and security of all mobile devices and connected peripherals deployed in an organization.

At SOTI, we celebrate the uniqueness of our global teams and are proud to be an equal opportunity workplace. We are curious problem solvers who are committed to bringing the best mobile and IoT management solutions to market. We offer careers with #EndlessPossibilities.

We are committed to providing accessible employment practices that are in compliance with the requirements under the Human Rights Code and the Accessibility for Ontarians with Disabilities Act (AODA). If you require accommodation during any stage of the recruitment process, please notify People & Culture at [e-mail].