Partner Key Account Manager, Germany

Intelligent Employment; Deutschland; On-site; EUR 60,000 - 100,000; Full time

Job summary

Kiona, a Nordic SaaS company delivering energy and building optimisation solutions, is expanding in Germany. We seek a commercially driven Partner Key Account Manager to identify opportunities, build a German partner ecosystem and win new customers, acting as the face of Kiona in Germany.

The role is focused on hunting and business development, with autonomy to develop the market while leveraging the support of a growing international team.

Qualifications

• Proven track record in B2B sales or business development.
• Experience with channel partners, system integrators, distributors or ESCOs is desirable.
• Strong hunting mindset with ability to build a pipeline from scratch.

Responsibilities

• Build the German market by targeting key segments, accounts and partners.
• Proactively prospect for new customers and partners to generate qualified opportunities.
• Develop and onboard a partner ecosystem including SI, distributors and ESCOs.
• Own deals from first contact through negotiation to contract signature.
• Represent Kiona at meetings, events and partner forums in Germany.

Skills

B2B sales

business development

new business

channel partners

system integrators

Job description

Kiona is a leading Nordic SaaS company delivering smart energy and building optimisation solutions that help reduce energy consumption, lower costs, and improve operational performance across building portfolios. Its portfolio of software solutions connects to existing building systems, enabling real-time insights, control, and scalable optimisation across complex environments.

Kiona is expanding its presence in Germany and we're looking for a commercially driven Partner Key Account Manager to help accelerate this growth.

This is a true hunter and business development role: you will identify new opportunities, build relationships with strategic partners, develop a strong sales pipeline, and win new customers in one of Europe's most important markets for smart buildings and energy efficiency.

You'll have the autonomy to develop new business and build Kiona's local partner ecosystem, while working within an established commercial approach and benefiting from the backing of an experienced Nordic SaaS business, proven technology, and colleagues across sales, technology and delivery. This is an opportunity to combine entrepreneurial ownership with the resources and credibility of a growing international company.

Location: Berlin preferred - other locations in Germany are also considered.

Responsibilities

• Build the German market

Identify the most attractive market segments, target accounts and strategic partners, and develop Kiona's commercial presence across Germany.

Proactively prospect for new customers and partners, generate qualified opportunities, and build a healthy sales pipeline through outbound activity, networking and market development.

• Build the partner ecosystem

Identify, approach and onboard system integrators, HVAC consultants, ESCOs, distributors and other strategic partners who can accelerate Kiona's growth.

• Own deals from first contact to close

Lead the commercial process from initial discovery through solution development, negotiation, tenders and contract signature, working with internal technical and delivery teams when needed.

• Become Kiona's face in Germany

Represent Kiona at customer meetings, industry events, conferences and partner forums, building the company's reputation and network in the German market.

Background and Requirements

• Proven track record in B2B sales, business development or market development, ideally within building technology, energy, SaaS, HVAC, automation, PropTech, energy services or a related technical environment.

• Strong new-business / hunting mindset, with experience opening new accounts and building a pipeline from the ground up.

• Experience working with channel partners, system integrators, distributors, ESCOs or solution partners is highly desirable.

• An established network within the German building technology, HVAC, energy management or systems integration ecosystem is a strong advantage.

• Comfortable selling technical solutions to multiple stakeholders, including technical specialists, business leaders and senior decision-makers.

• Strong commercial skills, including prospecting, opportunity development, negotiation and closing.

• Structured approach to pipeline management, CRM and forecasting.

• Entrepreneurial mindset and the ability to work autonomously in a growing international organisation.

• Fluent German and professional English.

Why Join Kiona

• Build something meaningful

Germany is a strategic growth market for Kiona, and you’ll have a genuine opportunity to help shape the company’s commercial presence from the ground up.

You won’t be stepping into a mature territory with an established playbook. You’ll have the autonomy to identify opportunities, develop relationships, build the right partner ecosystem, and shape how Kiona approaches the German market.

• Sell technology with a real impact

Kiona’s solutions help building owners and operators reduce energy consumption, improve efficiency, and optimise building performance. You’ll be selling a solution that addresses one of the most important challenges facing the built environment.

• Combine autonomy with strong support

You’ll have significant ownership of your market while working closely with experienced colleagues across sales, product, technology, delivery, and customer success across Kiona’s international organisation.

• Join an established Nordic growth company

Kiona combines the entrepreneurial spirit and speed of a growth company with an established technology platform, customer base, and international organisation.

• Grow with the business

As Kiona expands in Germany and across Europe, you’ll have the opportunity to grow your responsibilities alongside the business and play a visible role in its commercial development.