Key Account Manager-Italy

Cambium Networks delivers wireless communications that work for businesses, communities, and cities worldwide. Millions of our radios are deployed to connect people, places and things with a unified wireless fabric that spans multiple standards and frequencies of fixed wireless and Wi-Fi, all managed centrally via the cloud. Our multi-gigabit wireless fabric offers a compelling value proposition over traditional fiber and alternative wireless solutions. We work with our Cambium certified ConnectedPartners to deliver purpose-built networks for service provider, enterprise, industrial, and government connectivity solutions in urban, suburban, and rural environments, with wireless that just works.

Check out our career opportunities at www.cambiumnetworks.com/careers

Scope of Responsibilities & Position Expectations:

•Account Management for Italy sales and demand generation efforts, relationship management, and interface to customers
•Provide a specific tactical and strategic focus on assigned providers, VARs and end users in the territory, driving YoY growth
•Develop trust relationships with a portfolio of major clients to ensure they use Cambium solutions that will increase their profitability
•Acquire a thorough understanding of key customer needs and requirements and resolve any issues and problems faced by customers dealing with complaints to maintain trust
•Expand the relationships with existing customers by continuously proposing solutions that meet their objectives
•Executive level relationship with customers, CxO level
•Serve as the link of communication between key customers and internal teams
•Play an integral part in generating new sales that will turn into long-lasting relationships
•Prepare regular reports of progress and forecasts to internal and external stakeholders using key account metrics
•Achieve quarterly sales targets by identifying and developing new customers
•Ensure high levels of customer satisfaction as well as up-sell and cross-sell potential within existing customers to maximize share of wallet
•Coordinate pre-sales and post-sales follow up
•Achieve and exceed weekly and monthly KPIs
•Drive overall customer MDF strategy at the strategic level with assigned accounts
•Work in coordination with the RSMs, VARCAM, iCAM and RTMs that cover the geographies to help drive Enterprise WiFi and FWA (Sub6Ghz, 60Ghz, 5g Fixed) market developing activities including MDF, partner events, exhibitions, etc
•Ensure proper tactical implementation/execution of deal development and management based on team effort to avoid channel conflicts
•Represent Cambium at conferences and events with business development potential across the region to promote Cambium Wireless Fabric Portfolio
•Define Cross-selling strategy/program to sell other CN portfolio products in addition to Enterprise Networking and Switching into Enterprise partners base and end user accounts
•Maintain Sales Pipeline in the company’s ERP
•Own full responsibility for the WISP and broader Service Provider market in Italy, driving business growth, market penetration and competitive positioning.
•Develop and execute a dedicated go to market strategy for Managed Service Providers, building long term strategic partnerships and recurring revenue streams.
•Support the development and expansion of the Italian channel ecosystem in close alignment with the Channel team, contributing to partner recruitment, enablement and joint business planning initiatives.
•Manage a selected portfolio of strategically assigned channel accounts, including key System Integrators and Managed Service Providers, in coordination with the Channel organization.
•Act as a bridge between direct sales, channel sales and internal stakeholders to ensure alignment on strategic accounts and avoid channel conflicts.
•Contribute to the definition and execution of joint business plans with assigned key partners, including revenue targets, pipeline development and marketing initiatives.
•Drive executive engagement within strategic channel accounts to position Cambium as a long term technology partner.
•Take responsibility, over time, for the development of the Military and Defense market in Italy, identifying new opportunities and building relationships with relevant stakeholders and system integrators operating in this sector.

Knowledge/Skill Requirements:
•10 years’ experience as key account manager
•Experience in business to business sales and providing solutions based on customer needs, value selling approach
•Strong communication and interpersonal skills with aptitude in building relationships with professionals of all organizational levels
•Excellent organizational skills
•Ability in problem-solving and negotiation
•BSc/BA in Business Administration, Sales or relevant field
•Knowledge of Channel business and indirect sales models
•Strong presentation and communication skills
•Self-starter
•At least 10 years of experience in the broadband wireless industry and/or networking (Wi-Fi, switching) IT security.
•Proven achiever, goal and results-oriented.
•Proven experience in managing Service Provider and WISP accounts, with solid understanding of broadband wireless market dynamics.
•Demonstrated experience working with Managed Service Providers and complex indirect sales models.
•Experience engaging with strategic System Integrators and developing joint go to market initiatives.
•Previous exposure to Military or Defense markets will be considered a strong plus.
•Ability to operate effectively in a matrix organization, balancing direct and indirect sales responsibilities.
•Italian mother tongue + fluent English, both written and oral, is a must
•Any additional language is a plus