About this role.
This Area Sales Manager role owns business development and channel growth for Ajax Systems across Veneto and Sardinia, Italy. The position focuses on identifying and onboarding distributors, pursuing new opportunities, and managing executive-level relationships with clients and partners. It requires hands-on expertise in electronic security systems, including intrusion detection, video surveillance, access control, and fire alarms. The successful candidate will create regional sales strategies, analyze market trends, deliver technical-commercial presentations, and negotiate agreements. This is a field-oriented, commercially accountable role requiring strong independent judgment and coordination with cross-functional teams.
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 map the existing channel, priority verticals, competitor presence, and gaps in geographic or technical coverage. I would then qualify prospective distributors using criteria such as customer reach, technical capability, sales capacity, and commitment to joint business planning, before creating account plans with measurable pipeline, training, and revenue milestones.
I begin with discovery to understand the site risks, operational requirements, integration needs, and buying process. I translate product capabilities into practical outcomes such as faster incident response, easier deployment, reduced false alarms, or centralized management, while ensuring the partner has the technical and commercial tools needed to support the solution.
I would track active and newly onboarded partners, partner-sourced pipeline, conversion rates, average deal size, sales-cycle length, product mix, forecast accuracy, and revenue against territory targets. I would also monitor partner enablement measures, including certifications, joint visits, and campaign performance, because they are leading indicators of sustainable growth.
In a territory with uneven conversion, I segmented opportunities by vertical, customer size, and buying trigger to identify where our value proposition was strongest. I shifted partner activity and demonstrations toward the highest-converting segments, refined the competitive messaging, and reviewed pipeline progression weekly to improve execution.
I prepare by clarifying the customer’s priorities, our non-negotiables, competitive alternatives, and the total value of the relationship. During the discussion, I focus on mutual outcomes—such as growth commitments, enablement, service levels, and demand generation—rather than reducing price alone, and I document clear responsibilities and success measures in the final agreement.
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 Veneto and Sardinia regions.
- 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
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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