Technical Account Manager B2B

We are looking for a hybrid commercial-technical profile who can own key B2B accounts end-to-end — from relationship management and revenue targets, to pre-sales technical consulting and solution design. This role bridges sales and technical/FAE functions, ideal for someone who can speak both the language of procurement/decision-makers and IT/AV technical stakeholders.

Key Responsibilities

Account Management & Sales

• Own and grow a portfolio of B2B key accounts (corporate, education, government, system integrators, VARs) in Italy
• Develop and execute account plans to meet revenue and market share targets
• Build and maintain senior relationships with client decision-makers, IT managers, and procurement
• Negotiate commercial terms, pricing, and long-term partnership agreements
• Identify and pursue new business opportunities within existing and prospective accounts
• Report pipeline, forecast, and account performance to management and regional head office

Technical Pre-Sales / Field Application Engineer

• Act as the technical point of contact during the pre-sales cycle: needs assessment, solution design, product configuration, and proof-of-concept support
• Translate customer requirements (AV, display, projection, digital signage, IFP, collaboration systems) into tailored technical proposals
• Deliver product demonstrations, technical presentations, and solution workshops to clients and partners
• Support RFP/RFQ responses with technical specifications and compliance documentation
• Coordinate with Regional Office’s product/engineering teams on technical escalations, customization requests, and competitive positioning
• Provide technical training and enablement to distributors, system integrators, and resellers

Cross-Functional Collaboration

• Work closely with Marketing, Channel, and Product teams to align technical positioning with go-to-market strategy
• Provide market and competitive technical intelligence to inform product roadmap and RO feedback
• Support post-sales technical escalation when needed, ensuring customer satisfaction and retention

Requirements

Experience

• 5+ years in B2B sales, key account management, or technical pre-sales (FAE/Solutions Engineer) roles
• Proven track record of managing accounts with quota/revenue responsibility
• Experience in AV, IT hardware, display/projection, digital signage, or related technology sectors strongly preferred
• Experience working with system integrators, VARs, or IT distributors is a plus

Skills

• Strong technical understanding of AV/IT solutions (displays, projectors, interactive flat panels, digital signage, videoconferencing, or networking — direct BenQ category experience a plus)
• Ability to conduct technical needs analysis and design solution proposals
• Excellent negotiation, communication, and stakeholder management skills
• Comfortable presenting to both technical and business audiences
• Proficiency with CRM tools; solid Excel/PowerPoint skills

Language

• Italian (native/fluent)
• English (professional working proficiency — required for European HQ interface)

Other

• Willingness to travel within Italy for client visits
• Driving licence required

Contract We Offer

We offer a challenging position in a global organisation. As well as a permanent contract and a remuneration package which meets market standards, we give successful candidates the opportunity to work in an independent way with interesting and variedresponsibilities.

The compensation package includes, for indicative purposes only, a gross annual salary (RAL) ranging between €35,000 and €45,000, with the actual amount to be determined based on the candidate’s qualifications, experience, and skills. In addition, a variable compensation component is provided, consisting of a quarterly bonus linked to the achievement of agreed performance objectives.