Key Account Manager - Mercato Enterprise

Overview

Longwave S.p.A, part of Zucchetti group, designs and implements innovative technology solutions across Security, Networking, Datacenter & Cloud, Collaboration & AVI and Software Development. With 400 collaborators in Italy and Switzerland.

Key Account Manager – Enterprise

As a Key Account Manager in our Sales area, you will drive loyalty with existing clients and expand the territory.

Activities

• Achieve retention and growth targets set by the Commercial Direction.
• Manage direct and indirect commercial negotiations, including Service Provider intermediation.
• Collect pre‑sale information and perform preliminary analysis of offers.
• Address client needs and ensure satisfaction.
• Build long‑term relationships and foster client loyalty.
• Coordinate with vendor partners involved in negotiations.
• Collaborate with pre‑sale and technical teams to deliver projects in Networking, Security, IT/DataCenter, and Collaboration.
• Acquire and develop top clients in targeted verticals.
• Grow the client portfolio and propose value‑based solutions to meet assigned targets.

Requirements

• Diploma in Commercial/Industrial Studies or a degree in Computer Engineering or Telecommunications.
• At least five years of experience in direct/indirect ICT infrastructure sales.
• Sales expertise for services and solutions.
• Knowledge of Networking, Security, Collaboration, and Data Center technologies.
• Proficiency in English, both written and spoken.
• Reside in or near the hiring location and good knowledge of the local area.
• Ability to analyze the commercial profitability of key clients.
• Experience in up‑selling and cross‑selling new commercial opportunities.
• Capability to implement commercial and marketing plans to maximize key customer value.
• Entrepreneurial spirit for exploring new business opportunities.

Additional Qualifications

• Strong relational and customer‑orientation skills.
• Determination, reliability, and organizational transparency.
• Excellent communication, problem‑solving, flexibility, and self‑drive.
• Certifications in sales from major ICT vendors.

Benefits

• Well‑designed welcome kit.
• Agreement level corresponding to experience.
• Smart working and flexible hours.
• Restaurant vouchers and integrated health assistance.
• Corporate Benefits – discounts on travel, training, sports, technology, and more.

Working Conditions

Full‑time position based in Bologna. Remote work options available. Eligible for social benefits and corporate programs.

Equal Opportunity Statement

Il presente annuncio è rivolto ad entrambi i sessi, ai sensi delle leggi 903/77 e 125/91, e a persone di tutte le età e tutte le nazionalità, ai sensi dei decreti legislativi 215/03 e 216/03.