Key Account Manager DACH M/F/D

PLANON; Deutschland; Hybrid; EUR 80,000 - 110,000; Full time

Job summary

Planon is seeking a seasoned Key Account Manager to own a focused portfolio of enterprise customers in Germany, with travel to Austria and Switzerland. You’ll build account plans, drive recurring revenue, and identify upsell opportunities within IWMS and complex ERP/SaaS environments.

You will partner with senior stakeholders, maintain a robust pipeline, and forecast accurately while working in a hybrid environment. Strong German and English communication are essential.

Qualifications

• 5+ years’ experience in enterprise software sales or strategic account management.
• Experience in IWMS and/or complex ERP or SaaS solutions.
• Strong track record of growing existing enterprise accounts through upsell, cross-sell and renewals.
• Excellent command of German and English, with strong commercial ownership and forecasting discipline.

Responsibilities

• Own and grow a focused portfolio of strategic enterprise customers, building strong relationships and account plans that drive long-term value and recurring revenue growth.
• Identify and develop upsell, cross-sell and broader solution opportunities, managing them end-to-end with a reliable pipeline and forecast.
• Act as a strategic commercial partner to senior stakeholders, translating business needs into Planon solutions and value propositions.
• Collaborate with internal teams and partners to strengthen customer success, identify risks early and protect/grow relationships.
• Maintain accurate customer and opportunity information in Salesforce and travel regularly to customers (Germany, Austria, Switzerland).

Skills

Enterprise sales

Strategic account management

Pipeline management

Forecasting

German language

English language

Travel willingness

IWMS experience

Tools

Salesforce

Job description

Contract type

Permanent

If you enjoy turning strong enterprise relationships into long-term commercial growth, this role gives you ownership of a focused portfolio of strategically important customers. As Key Account Manager, you will concentrate on approximately 10 to 15 existing enterprise accounts, strengthening Planon’s position, identifying expansion opportunities and building account strategies that create lasting customer value.
You will work with complex organisations and senior stakeholders, primarily across Germany, while remaining open to customer travel in Austria and Switzerland. This is a customer-facing role with regular travel, typically two to three days per week, and a flexible approach to office presence.

• Own and grow a focused portfolio of strategic enterprise customers, building strong relationships and creating account plans that drive long-term customer value and recurring revenue growth.
• Identify and develop upsell, cross-sell and broader solution opportunities, managing them end-to-end with a reliable pipeline and forecast.
• Act as a strategic commercial partner to senior stakeholders, understanding their business needs and translating them into relevant Planon solutions and value propositions.
• Collaborate with internal teams and partners to strengthen customer success, identify risks early and proactively protect and grow customer relationships.
• Maintain accurate customer and opportunity information in Salesforce and travel regularly to customers, primarily in Germany and when required across Austria and Switzerland.

Profile

You combine commercial ownership with strong enterprise stakeholder management. You are comfortable navigating complex customer organisations, building meaningful relationships and turning account insight into concrete growth opportunities.

What we’re looking for

• A minimum of 5 years’ experience in enterprise software sales or strategic account management, with proven experience in IWMS and/or complex ERP or SaaS solutions. Experience in the facility management service provider sector is also welcome.
• A strong track record of growing existing enterprise accounts through upsell, cross-sell, renewals and broader solution adoption.
• Experience developing strategic account plans and building relationships with senior decision-makers in complex enterprise organisations.
• Excellent command of German and English, combined with strong commercial ownership, pipeline management and forecasting discipline.
• Willingness to travel regularly to customers, primarily within Germany and, when required, Austria and Switzerland.
• Nice to have: Practical experience using AI tools to improve sales productivity.

We offer

We offer a healthy work-life balance with the flexibility of hybrid working, in a collaborative and learning-oriented environment with opportunities for continuous development. You will work with leading enterprise customers and have the opportunity to make a visible commercial impact.
Planon is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to any characteristic protected by applicable law.
Do you love building connections and creating long-term customer value? Join us and help grow Planon’s strategic customer relationships.
We may use artificial intelligence (AI) or automated tools to support parts of our recruitment process, such as application screening and candidate assessment. These tools assist our recruiters, and final employment decisions are always made by human professionals.
Legal notice: You can find further legal information in our Impressum here.

Job location

Germany

Minimum level of experience required

5-10 years

Referral

Yes

Requester

Oliver

Reference

2026-1848

Vacancy category

Standard

WEBSITE - visibility vacancy page

Yes