About this role.
This is a full-time regional sales leadership role focused on growing Ajax Systems' electronic-security business across Central Italy, particularly Lazio and Abruzzo. The manager will recruit and enable distributors and partners, pursue new opportunities, manage strategic client relationships, and negotiate commercial agreements. Success requires both consultative sales expertise and strong technical knowledge of intrusion detection, access control, video surveillance, fire safety, cloud solutions, IoT, and AI analytics. The position is market-facing and highly autonomous, with responsibility for territory strategy, market research, presentations, and coordination with internal teams. It is best suited to an experienced security-technology sales professional with an established understanding of the Italian channel ecosystem.
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
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Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I would first map the current customer base, partner coverage, vertical opportunities, competitor activity, and sales pipeline. I would prioritize high-potential distributors and integrators, define account plans and measurable pipeline targets, then establish a regular cadence for partner enablement, joint customer meetings, and forecast reviews.
I would identify the distributor's target segments, technical capabilities, and current product gaps, then position Ajax around clear commercial and technical value. I would support the proposal with product demonstrations, margin and demand-generation opportunities, training plans, and a practical joint go-to-market plan that reduces onboarding friction.
I map stakeholders early and clarify their separate success criteria, such as reliability, integration, compliance, installation effort, serviceability, and commercial return. I tailor demonstrations and proposals to those needs, maintain a mutual action plan, address objections quickly with internal specialists, and keep decision milestones explicit through closing.
I would track construction and renovation activity, regulations, vertical-market investment, tender activity, competitor movements, distributor inventory trends, installer feedback, and demand for cloud, video, access-control, and AI-enabled capabilities. I would use these signals to focus prospecting and adapt territory priorities.
In a difficult negotiation, I prepare by understanding the customer’s objectives, alternatives, decision process, and non-negotiables, while defining my own acceptable terms. I focus the discussion on total value rather than price alone, use phased commitments or enablement support where appropriate, and document clear responsibilities so the agreement creates a foundation for long-term growth.
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 Central Italy (Lazio and Abruzzo) 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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