Key Account Manager

OneOcean Group; Deutschland; Hybrid; EUR 70,000 - 100,000; Full time

Job summary

OneOcean Group is seeking a Key Account Manager in Germany to manage strategic accounts, drive renewals, and identify upsell opportunities. The role requires proficiency in English and German, with a focus on customer success, revenue growth, and cross‑functional collaboration across product, sales, and operations.

You will build stakeholder engagement plans, participate in executive-level engagements, and lead negotiations to maximize lifetime value while expanding relationships across a global

Qualifications

• Bachelor’s degree in business, Marketing, or related field (MBA preferred).
• Experience in maritime technology.
• Professional level German speaker.
• Certifications in customer success, account management, or sales are a plus.
• Extensive experience in account management, customer success, or related roles within technology, SaaS, or service industries.
• Knowledge of the maritime industry and crewing, training, or QHSE departments.
• Proven track record of managing high‑value client accounts and driving revenue growth.
• Strong leadership experience and cross‑functional collaboration.
• Expertise in client relationship management and developing long-term client partnerships.
• Ability to analyse client data and develop strategic account plans.
• Strong presentation and public speaking skills.
• Ability and willingness to travel (domestic and international).

Responsibilities

• Participate in regular check-ins and business reviews to maintain strong relationships.
• Develop org charts and stakeholder engagement plans to navigate customer organizations in coordination with the CEM.
• Attend the CEM-led C-Level engagements to stay aligned on strategic objectives being driven by Customer Engagement.
• Qualify decision‑making processes, criteria, and compelling events to drive deals forward.
• Assess pain points and business impact to position the right solutions.
• Drive upsell and cross‑sell opportunities to expand revenue within key accounts.
• Support renewals and contract negotiations to maximize customer lifetime value.
• Work with your sales counterparts to demonstrate product value, develop ROI and business case proposals, and solution strategy.
• Own quote preparation, pricing discussions, and deal negotiations along with your sales counterparts.
• Collaborate with Rev Ops and Deal Desk for contract review and approvals.
• Aim for revenue growth and high renewal and retention rates.

Skills

Presentation skills

Leadership

Cross-functional collaboration

Account management

Client relationship management

Sales aptitude

Travel readiness

Education

Bachelor’s degree in business/Marketing or related field

MBA preferred

Job description

Key Account Manager

Department: Revenue

Employment Type: Permanent

Location: Germany

Description

Discover OneOcean:

OneOcean is a unified brand born from the integration of OneOcean and Ocean Technologies Group.

Owned by Lloyd’s Register, an organisation with more than 260 years of trust, integrity and leadership at sea, OneOcean combines the agility and ambition of a fast-moving innovator with the strength and stability of one of the world’s most trusted maritime institutions.

At the heart of OneOcean is a portfolio unlike any other in maritime. A comprehensive, integrated portfolio built on years of expertise, trusted by thousands of maritime professionals around the world.

Our Mission: Our mission is clear. In the race to zero emissions, our research, advisory and technical expertise and industry-firsts are supporting a safe, sustainable maritime energy transition. Today we are a leading provider of classification and compliance services to the marine and offshore industries, helping our clients design, construct and operate their assets to accepted levels of safety and environmental compliance.

Why Join OneOcean Crew?

• Legacy & Innovation: We were created more than 260 years ago as the world’s first marine classification society to improve and set standards for the safety of ships.
• Global Impact: Our digital solutions are relied upon by more than 30,000 vessels, following the acquisition of OneOcean in 2022 and Ocean Technologies Group in 2024.
• Product Offering: Covering five proven product areas - learning, fleet operations, compliance, voyage planning and performance management - supporting its customers from ship to shore, from training and people operations, to voyage compliance and optimisation.

Navigating the position: Key Account Manager

As a Key Account Manageryou will be responsible for managing and growing customer relationships. You will act as the primary point of contact for strategic accounts, ensuring customer satisfaction, driving renewals, and identifying new revenue opportunities through upselling and cross-selling.

**Please note we are looking for proficiency in both English and German language skills**

Your Voyage Ahead:

Account Management & Customer Relationships

• Participate in regular check-ins and business reviews to maintain strong relationships
• Develop org charts and stakeholder engagement plans to navigate customer organizations in coordination with the CEM
• Attend the CEM-led C-Level engagements in order to remain aligned on the strategic objectives being driven by Customer Engagement

Sales & Revenue Growth

• Qualify decision‑making processes, criteria, and compelling events to drive deals forward
• Assess pain points and business impact to position the right solutions
• Drive upsell and cross‑sell opportunities to expand revenue within key accounts
• Support renewals and contract negotiations to maximize customer lifetime value

Value Demonstration & Commercial Execution

• Work closely with your sales counterparts to demonstrate product value
• Develop and present ROI and business case proposals and solution strategy for customers
• Own quote preparation, pricing discussions, and deal negotiations along with your sales counterparts
• Collaborate with Rev Ops and Deal Desk for contract review and approvals

Success Metrics

• Revenue growth through upsells and cross‑sells
• High renewal and retention rates

Recommended to Bring on Board:

• Bachelor’s degree in business, Marketing, or a related field (MBA preferred)
• Experience in maritime technology
• Professional level German speaker
• Professional certifications in customer success, account management, or sales are a plus
• Extensive experience in account management, customer success, or related roles within technology, SaaS, or service industries
• Knowledge of the maritime industry and experience in crewing, training, or QHSE departments
• Proven track record of managing high‑value client accounts and driving revenue growth through strategic account development
• Strong leadership experience, including team management and cross‑functional collaboration
• Expertise in client relationship management and developing long‑term client partnerships
• Ability to analyse client data and develop strategic account plans
• Strong presentation and public speaking skills
• Ability and willingness to travel (domestic and international