PuntoUP Recruitment Agency is looking for a Key Account Manager for an international IT distributor headquartered in Switzerland and active in more than 30 European countries. The role focuses on growing a portfolio of reseller partners and increasing sales of cloud services and software subscriptions, in a B2B partner-led business model. If you have B2B sales experience in technology and enjoy building long-term commercial relationships, we'd like to hear from you.

Location: Bucharest, North area (Soseaua Nordului / Herastrau), with travel to partners across Romania

Main Purpose of the Job: The Key Account Manager grows the reseller portfolio for Modern Work and CSP (Cloud Solution Provider) cloud solutions, drives adoption of the services available through the company's Cloud Marketplace, and builds profitable recurring revenue. The role is focused on business development and partner relationships, with an Operational Account Manager handling the administrative side (orders, operational quotes, deliveries).

Job Profile:

• Develop and execute account plans for strategic resellers, acting as their primary point of contact in the company.

• Grow sales of cloud services through the Cloud Marketplace and support resellers as they move to subscription-based business models.

• Translate cloud offerings into value propositions tailored to each reseller's profile, priorities and customers.

• Build trusted relationships across partner organisations and understand their strategies and commercial objectives.

• Manage pipeline, forecasts, budgets and account performance, taking corrective action when results differ from plan.

• Prepare commercial proposals and negotiate framework agreements with strategic partners within approved pricing guidelines.

• Identify cross-sell opportunities across the company's broader portfolio (hardware, software, services).

• Work with Product Management, Pre-Sales and regional teams to resolve partner requests and improve service levels.

• Plan joint marketing activities and deliver partner webinars, training and enablement sessions.

• Report regularly to the European team on progress against objectives, market developments and account insights.

Candidate Profile:

• Proven B2B sales or key account management experience in IT distribution, cloud services, software or a related technology sector.

• Experience developing strategic reseller, partner or enterprise accounts.

• Strong commercial skills: pipeline management, forecasting, pricing and negotiation.

• Ability to explain cloud solutions in terms of business value for partners.

• Confident communication, presentation and stakeholder-management skills.

• Analytical approach to account planning and market development.

• Bachelor's degree in sales, finance, business administration or a related field, or equivalent professional experience.

• Fluent English, for collaboration and reporting with the European team.

• Availability to travel to partners.

• Nice to have: familiarity with CSP programes, cloud productivity suites (Modern Work) or cloud marketplaces, and experience with partner cloud-adoption programmes.

Benefits:

• Package including fixed salary and performance bonus.

• Dedicated operational support (Operational Account Manager), so your time goes into business development.

• International work environment, working with local and European teams.

• Access to a broad vendor ecosystem and a growing cloud-services portfolio.

• Continuous product training and professional development.

All candidates who meet the above qualifications are warmly encouraged to submit their applications online. We will reach out exclusively to those who are best suited for the role within a maximum of two weeks.

For other job opportunities, visit our website at www.puntoup.com and upload your CV to our database to remain eligible for both current and future positions. All applications are handled with the utmost confidentiality.

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