Sales & Channel Manager Italy

With 25% annual growth, 1,300 customers worldwide, 80 partners supporting our projects in France and internationally, and the creation of the Centreon Observability Platform — bringing together our 3 products — Centreon is reaching a new milestone in its development. We are therefore looking for a Channel Manager to strengthen the Partnerships & Alliances team and accelerate our growth in Italy.

Your mission, should you choose to accept it:

As Channel Manager Italy, you play a key role in Centreon's development in Italy through a hybrid approach:

• indirect business development through a partner network (VARs, integrators, MSPs…)

• direct business development across a portfolio of strategic clients and opportunities.

You directly contribute to pipeline growth and revenue on the Italian market.

Partner Network Development (indirect sales) :

• Map the market and identify key partners (VAR / SI / MSP)

• Prospect, recruit and onboard new partners

• Formalize partnership agreements (commercial terms, business model, MSP…)

• Develop partner capabilities (sales training, certification, expertise development)

• Lead quarterly/annual Business Reviews with partners

• Build quarterly/annual marketing plans with partners and the Centreon marketing team

Business Development (direct sales & co-sell) :

• Manage and grow an existing client portfolio in Italy

• Work qualified leads (inbound / outbound) in collaboration with partners and the Direct Touch sales team

• Build an opportunity portfolio and manage the pipeline (direct and indirect)

• Participate in commercial negotiations and support partners on strategic deals

• Identify upsell / cross-sell and renewal opportunities on existing accounts

• Build Account Plans for strategic clients

Steering & Performance :

• Manage lead allocation and tracking within the partner network

• Create and maintain a forecast to provide a reliable and predictable outlook

• Collaborate with pre-sales, technical and project teams to respond to RFPs

• Ensure administrative and financial follow-up of deals (reminders, invoicing, etc.)

• Coordinate commercial strategy with internal teams (marketing, pre-sales, CSM…)

Profile & Skills

• 3 to 5 years of experience in Channel Management and/or Account Management, ideally with a software publisher or in IT infrastructure

• Comfortable with a hybrid approach: direct sales + indirect sales

• Solid experience in complex sales and long sales cycles

• Excellent communication and negotiation skills

• Fluent in Italian and English

• Organized, methodical, autonomous, and results-driven

• You enjoy building, developing, structuring and federating an ecosystem

What will be a difference:

• Knowledge of observability solutions

• Proficiency in an additional foreign language

What you will find with us

• A genuine growth dynamic

• An international team spread across Paris, Luxembourg, Toronto and Italy

• A complete product and service offering (Centreon Infra/Monitoring – Centreon Log Management – Centreon DEM)

• A high degree of day-to-day autonomy

We are committed to promoting diversity within our company. All qualified candidates will be considered for employment without regard to race, color, religion, sex, sexual orientation, gender identity, nationality, or any other characteristic protected by law in the country where the candidate applies.