Technical Account Manager B2B

We are looking for a hybrid commercial-technical profile who can own key B2B accounts end-to-end — from relationship management and revenue targets, to pre-sales technical consulting and solution design. This role bridges sales and technical/FAE functions, ideal for someone who can speak both the language of procurement/decision-makers and IT/AV technical stakeholders. Key Responsibilities Account Management & Sales • Own and grow a portfolio of B2B key accounts (corporate, education, government, system integrators, VARs) in Italy • Develop and execute account plans to meet revenue and market share targets • Build and maintain senior relationships with client decision-makers, IT managers, and procurement • Negotiate commercial terms, pricing, and long-term partnership agreements • Identify and pursue new business opportunities within existing and prospective accounts • Report pipeline, forecast, and account performance to management and regional head office Technical Pre-Sales / Field Application Engineer • Act as the technical point of contact during the pre-sales cycle: needs assessment, solution design, product configuration, and proof-of-concept support • Translate customer requirements (AV, display, projection, digital signage, IFP, collaboration systems) into tailored technical proposals • Deliver product demonstrations, technical presentations, and solution workshops to clients and partners • Support RFP/RFQ responses with technical specifications and compliance documentation • Coordinate with Regional Office’s product/engineering teams on technical escalations, customization requests, and competitive positioning • Provide technical training and enablement to distributors, system integrators, and resellers Cross-Functional Collaboration • Work closely with Marketing, Channel, and Product teams to align technical positioning with go-to-market strategy • Provide market and competitive technical intelligence to inform product roadmap and RO feedback • Support post-sales technical escalation when needed, ensuring customer satisfaction and retention Requirements Experience • 5+ years in B2B sales, key account management, or technical pre-sales (FAE/Solutions Engineer) roles • Proven track record of managing accounts with quota/revenue responsibility • Experience in AV, IT hardware, display/projection, digital signage, or related technology sectors strongly preferred • Experience working with system integrators, VARs, or IT distributors is a plus Skills • Strong technical understanding of AV/IT solutions (displays, projectors, interactive flat panels, digital signage, videoconferencing, or networking — direct BenQ category experience a plus) • Ability to conduct technical needs analysis and design solution proposals • Excellent negotiation, communication, and stakeholder management skills • Comfortable presenting to both technical and business audiences • Proficiency with…