About this role.
This Area Sales Manager role owns business development and channel growth for Ajax Systems across Emilia-Romagna, with an emphasis on Parma and Bologna. The manager will identify and onboard distributors, cultivate key client and partner relationships, research the market, and execute regional sales strategies. Success requires at least three years of relevant electronic-security industry experience, technical fluency in security systems, and demonstrated end-to-end deal leadership. The position combines independent territory ownership with collaboration across internal teams to deliver products and close commercial agreements. It is a full-time, remote role aligned to the Italian market, with travel and local relationship-building likely central to performance.
Role DNA
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Job Complexity
4/5Pace & Pressure
4/5Autonomy Level
5/5Communication Load
5/5Salary analysis
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Core skills
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Sample interview questions
I would first map the existing channel, installer ecosystem, key verticals, and geographic coverage gaps across Parma, Bologna, and surrounding markets. I would prioritize distributors based on technical capability, customer reach, commercial commitment, and alignment with Ajax's target segments, then create a structured onboarding plan with product training, joint account plans, and measurable pipeline targets.
I would begin by uncovering the customer's operational, security, and installation requirements rather than leading with features. I would then connect Ajax's relevant capabilities—such as intrusion protection, video surveillance, automation, and cloud-enabled functionality—to specific outcomes, supported by demonstrations, proof points, and a clear total-value comparison.
I establish stakeholder roles, decision criteria, milestones, and next steps early in the process. I maintain a shared account plan, communicate regularly with each party, and bring in technical or product colleagues at the right stage so that commercial commitments remain realistic and every stakeholder sees a clear path to value.
I would track channel coverage, pipeline value and conversion by segment, win-loss reasons, partner activation, sales cycle length, competitor activity, and demand trends across verticals such as commercial property and residential security. I would use these insights to shift partner investment, target underpenetrated areas, and improve messaging or enablement where conversion is weakest.
I prepare by understanding the partner's business model, objectives, alternatives, and likely concerns, while setting clear internal parameters on pricing, volume, support, and performance expectations. During negotiation, I focus on a mutually sustainable plan that defines territory or account responsibilities, training, forecast commitments, service expectations, and review points rather than treating the agreement as a one-time transaction.
Ajax Systems is an international tech company and the largest manufacturer of security systems in Europe, with over 4.5 million end users and 330K PRO users in more than 180 countries worldwide. The company offers end-to-end solutions for protecting homes and businesses оf any scale. To date, Ajax product portfolio includes 280 devices for intrusion protection, video surveillance, fire and life safety, and comfort and automation. The company employs 5,000 specialists.
We develop local teams because we understand local experts best comprehend market specifics. The company has sales representatives worldwide, including Norway, Sweden, Denmark, Finland, Italy, Spain, Germany, France, the United Kingdom, the USA, Australia, South Africa, and other regions. The Global Business Development team is like-minded people who share the ambitious goals of Ajax Systems.
The best software combined with powerful hardware has forever changed the perception of security systems for users and industry professionals. Being recognized at the biggest specialized exhibitions such as IFSEC, Expoprotection, and Intersec, as well as winning prestigious awards from industry-leading media like PSI magazine and GIT SECURITY, today Ajax is one of the most awarded security systems in Europe.
Ajax Systems production includes 4 factories, 2 of which are located in Ukraine, 1 in Turkey, and 1 in Vietnam. At the same time, the company’s certification according to the ISO 14001 standard ensures a minimal impact of production on the environment. The selection of components for Ajax device manufacturing is determined by the presence of manufacturer declarations confirming compliance with RoHS requirements.
The company emerged against the backdrop of revolution and war. That’s why resilience is the cornerstone of the brand’s DNA, and the fight against evil by creating the best security and automation devices is Ajax unwavering mission.
Personality profile:
- 3+ years of experience in the electronic security industry or a similar industry.
- Proven sales experience in the Parma, Bologna and Emilia-Romagna region.
- Strong technical knowledge of electronic security systems, including access control, video surveillance, intrusion detection, or fire alarm systems.
- Proven track record of being involved in the entire sales process, from identifying new business opportunities, developing proposals and presentations, negotiating, and closing deals.
- Developing and implementing successful sales strategies.
- Excellent communication and interpersonal skills to build relationships with customers, partners, and industry experts at an executive level.
- Strong analytical skills to analyze market trends, identify customer needs, and develop effective solutions.
- Ability to manage and prioritize multiple projects and tasks simultaneously.
- Knowledge of the latest technologies and trends in electronic security, such as cloud-based solutions, IoT, and AI-based analytics.
- A strong combination of technical knowledge, sales expertise, and strong communication skills.
Responsibilities:
- Develop and implement a strategic business development plan in Italy, aligned with company objectives and market trends.
- Identify, evaluate, and onboard new distributors and partners across the region, ensuring coverage in key markets and verticals.
- Identify and pursue new business opportunities that align with the company’s growth strategy.
- Develop and maintain relationships with key clients, partners, and stakeholders.
- Conduct market research to identify new trends, opportunities, and potential risks.
- Analyze market data to develop and execute effective sales strategies.
- Collaborate with cross-functional teams to ensure the successful delivery of products and services.
- Prepare and deliver presentations to potential clients and partners.
- Negotiate contracts and agreements with clients and partners.
- Manage and prioritize multiple projects and initiatives simultaneously.
We offer:
- Competitive compensation that includes a base salary and performance-related bonuses.
- A product that sells itself.
- Freedom to make decisions and implement ideas.
- A zero bullshit culture.
- A strong and well-coordinated team of professionals.
- Ambitious tasks and challenges.
- Opportunity to work with the most recognized security system and develop your career.
- Car allowance and all business expenses and work tools are covered by the company.
Compensation
Additional Information
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