Key Account Manager - System Integrators

Agensi Pekerjaan KELLY OCG Sdn Bhd; Shah Alam; On-site; MYR 90,000 - 120,000; Full time

Job summary

A leading lighting solutions company in Malaysia is seeking a Key Account Manager. You will manage strategic partnerships, pursue new business opportunities, and support sales cycles with system integrators. The ideal candidate has over 3 years of experience in account management and a strong background in IoT systems integration. Join us to transform the lighting industry and contribute to sustainability goals.

Qualifications

• 3+ years of experience in key account management or business development.
• Proven track record of managing strategic partnerships.
• Strong understanding of system integration in IoT or smart infrastructure.

Responsibilities

• Manage strategic account relationships to maximize customer satisfaction.
• Identify and pursue new business opportunities with system integrators.
• Support the full sales cycle with partners and ensure proper enablement.

Skills

Strategic Account Management

Business Development

Technical Collaboration

Excellent communication skills

Education

Bachelor’s degree in Business or Engineering

MBA preferred

Job description

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Through bold discovery and cutting-edge innovation, we lead an industry that is vital for the future of our planet: lighting. Through our leadership in connected lighting and the Internet of Things, we're breaking new ground in data analytics, AI, and smart solutions for homes, offices, cities, and beyond.

At Signify, you can shape tomorrow by building on our incredible 125+ year legacy while working toward even bolder sustainability goals. Our culture of continuous learning, creativity, and commitment to diversity and inclusion empowers you to grow your skills and career.

Join us, and together, we’ll transform our industry, making a lasting difference for brighter lives and a better world. You light the way.

More about the role

This is an exciting job opportunity for you to light the way as a Key Account Manager in Malaysia with Signify.

Key Responsibilities

• Strategic Account Management
• Build and foster strong, long-term relationships with key system integrator partners to maximize profitability and customer satisfaction
• Develop comprehensive account plans aligned with Signify’s strategic goals and the partner’s business priorities
• Define joint business development strategies to drive pipeline and revenue growth
• Business Development
• Identify and pursue new business opportunities with system integrators across verticals such as Smart Buildings, Industry, Infrastructure, Smart Cities, and Retail
• Collaborate with marketing, product, and technical teams to create tailored value propositions and solution offerings
• Commercial Execution
• Support the full sales cycle with SI partners: opportunity identification, solution design, pricing negotiation, contracting, and closing
• Ensure proper enablement of partners to deliver Signify solutions
• Track KPIs, sales targets, and pipeline progress, reporting regularly to leadership
• Technical Collaboration & Implementation
• Coordinate with pre-sales engineers and solution architects to support technical implementation of Signify platforms
• Ensure partners are technically enabled and certified to deploy Signify’s connected lighting and IoT solutions
• Partnership Governance
• Conduct regular business reviews with partners to evaluate performance, identify challenges, and update mutual plans.
• Establish governance models and communication cadences with senior stakeholders on both sides.
• Act as the voice of the partner and market back to Signify’s product and innovation teams.
• Keep abreast of industry trends, competitor activities, and regulatory environments that may impact the partnership.

Key Performance Indicators (KPIs)

• Growth in revenue from SI partners
• Pipeline development and conversion rates
• Number of certified partners
• Customer satisfaction and project success ratesPartner engagement and retention

Required Qualifications:

• Bachelor’s degree in Business, Engineering, or related field (MBA preferred)
• 3+ years of experience in key account management, channel/partner sales, or business development in a B2B technology or systems integration environment
• Proven track record of managing strategic partnerships and delivering revenue growth
• Strong understanding of system integration in the context of IoT, building automation, or smart infrastructure
• Ability to work cross-functionally and manage complex technical and commercial conversations
• Excellent communication, negotiation, and interpersonal skills
• Fluent in English; additional regional languages are a plus

Preferred Experience

• Experience working with global or regional system integrators (e.g., Siemens, Honeywell, Schneider Electric, Accenture, etc.)
• Familiarity with smart lighting systems, building management systems (BMS), or IoT platforms
• Knowledge of lighting, energy efficiency, or sustainability technologies