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Vertical Account Manager - Automation

Job Description

Experience required for Professional Level:

  • Prior sales experience (preferably as Account Manager) in a technology-based organization.
  • A minimum of 8 years experience in a similar industry
  • Proven ability in appropriate competencies
  • Proven ability to achieve results
  • Ability to acquire new business within existing customer
  • Ability to co-ordinate with EMEA and in-country teams


Core Competencies (according to client's competency model)

  • Contributes professional & technical expertise
  • Adds value for customers & partners
  • Demonstrates business & financial acumen
  • Drives productivity
  • Drives growth
  • Attains results
  • Communicates effectively
  • Collaborates & teams effectively
  • Leads change
  • Acts courageously


Required education:

Bachelor’s degree or equivalent in an engineering/technical related field. Local language skills, plus English language.



Principal duties and responsibilities:


    Functional (Sales)

  • Call on The Global Account to represent company capabilities and close orders.
  • Coordinate and manage all company activities with The Global Account in geography to assure consistency of our deliverables to Global Account plants in support of objectives and annual plans. 
  • Communicate information to The Global Account regarding company architecture, new products, and future products as one element contributing to a sustainable competitive leadership position for the Global Account.
  • Utilize GAP process for product fit to input pre-qualified/quantified product needs to the appropriate company divisions, and to pre-validate revenue opportunities, reduce development costs, and decrease time-to-market.




  • Build effective business relationship with the Accounts through understanding their organization, developing a business relation with senior management, identifying key decision-makers and understanding their business, strategy and directions.
  • Provide the annual plan for the Global Account in coordination and cooperation with local company sales/support offices in the geography, and communicate this plan within company and the Lead Global Account Manager, including regular progress throughout the year.
  • Focuses on opportunities that support company’s market strategy
  • Understands business models and how they can exploited, including the interpretation of financial statements





  • Participate in the Global Account's manufacturing, planning, implementation teams to provide input at an early stage, and via this participation, recommend strategies/tactics to company which will benefit the Global Account.
  • Ability to set and achieve challenging targets.
  • Takes initiative in response to changing circumstances within the organization or markets
  • Report any information relative to competition or market trends and new competitive product developments to the appropriate resources through standard required reporting formats.
  • Ensure the right level of business information exchanged within the organization.
  • Ability to set priorities that maximize revenue and profitability
  • Coaches others to improve performance
  • Keeps skills and knowledge in all areas (technical and commercial) up to date



  • Ensure that The Global Account has access to all company resources by establishing excellent working relationships with the product groups/divisions, Sales and Support Group management, International, and senior management, and via communication of annual plans and progress reporting on a regular basis.
  • Provides timely information to support effective management of the business to all levels
  • Excellent communication to foster an open environment
  • Identifies key issues from information gathered
  • Demonstrates behavior in accordance with company values
  • Acts with highest integrity in all areas
  • Ability to motivate others and him/herself.







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Vincenzo Trabacca

Call: +39 02 80 60 601

Fax: +39 02 80 50 20 10