About this role.
This Area Sales Manager will grow Ajax Systems' electronic-security business across Tuscany, Umbria, and Marche, with Florence listed as the location. The role combines direct sales, channel development, distributor onboarding, strategic planning, market analysis, and executive-level relationship management. Candidates need at least three years of relevant electronic-security industry experience and strong knowledge of intrusion, video surveillance, access control, fire safety, cloud, IoT, and AI analytics. Success depends on creating regional sales strategies, winning new opportunities, negotiating partner agreements, and coordinating effectively with internal teams. The position offers a base salary with performance-related bonuses, plus a car allowance and covered business expenses, though no pay figures are disclosed.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
4/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
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Sample interview questions
I would begin by mapping existing revenue, installer and distributor coverage, priority verticals, and competitor presence. I would segment the territory by opportunity, establish target partner profiles, create an onboarding pipeline, and set measurable account, partner, and revenue milestones for each area.
I tailor the message to each stakeholder. For distributors, I focus on market demand, margins, enablement, and repeatable growth; for end customers, I connect product capabilities to operational risk, reliability, ease of deployment, and total value. In both cases, I validate requirements before presenting a solution.
I can discuss the practical sales implications of intrusion detection, access control, video surveillance, and fire and life-safety systems, including integration, cloud connectivity, IoT devices, and analytics. I use this knowledge to qualify requirements accurately and work with technical colleagues when deeper solution design is needed.
I prepare by understanding the partner's commercial model, market reach, decision process, and objections. I define mutual value, clarify non-negotiables, use data to support the proposed terms, and ensure that the final agreement includes clear expectations for enablement, coverage, sales activity, and performance review.
I prioritize based on revenue potential, strategic fit, deal stage, probability of close, partner impact, and required effort. I maintain a structured pipeline, schedule regular reviews, protect time for high-value prospecting, and communicate early when cross-functional support is required.
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 Toscana, Umbria and Marche 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
We are working to ensure that people’s lives are calm and the world safe.
Let’s become a part of the team that creates in Ukraine a smart and useful global product.
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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