Global Key Accounts Manager - System Integrators

Keenfinity; Burnsville (MN); Sur place; USD 120 000 - 210 000; Plein temps

Résumé du poste

Keenfinity is seeking a Global Key Account Manager to own and grow our most strategic global SI accounts. You will translate global go-to-market strategy into regional execution and lead executive engagements across regions.

You will drive revenue growth, protect and improve margins through value-based selling, and orchestrate cross-functional teams including Sales, Finance, and Marketing to win priority opportunities in aviation and space-related systems.

Qualifications

• 3–7 years of experience in B2B sales or account management.
• Experience in life-safety, fire & security, or building-technology sectors preferred.
• Contract negotiation, value-based selling, pricing and complex deal structuring.
• Cross-cultural collaboration; leading virtual, cross-functional teams without direct authority.
• Strong ability to influence with diverse styles; decisive when required.
• Forecasting, pipeline analytics, KPI dashboards; strong Excel/BI literacy.
• Proficiency with CRM (Salesforce), MS Office Suite.
• Executive presence; outstanding written, verbal, and presentation skills.

Responsabilités

• Own the global account strategy for assigned key accounts.
• Own senior customer relationships and global agreements; ensure aligned account plans across regions.
• Define channel strategy and translate global strategy into regional priorities.
• Provide functional directions to regional account managers and business development managers.
• Lead cross-region and cross-brand strategic pursuits; bring subject matter experts for priority opportunities.
• Monitor execution against priorities and governance standards.

Connaissances

B2B sales

Account management

Cross-cultural collaboration

Leadership

Influence

Forecasting

Pipeline analytics

KPI dashboards

Excel/BI literacy

CRM (Salesforce)

Communication

Presentation skills

Formation

Bachelor's degree in Business, Marketing, Engineering, or related field

Outils

Salesforce CRM

MS Office Suite

CPQ

BI dashboards

Description du poste

The Global Key Account Manager

The Global Key Account Manager owns and grows a portfolio of our most strategic global System Integrators accounts. Is responsible for driving the global go-to-market strategy for an assigned channel or vertical and leading the development of associated Global Key Accounts . The role connects global strategy with regional execution and works closely with Regional Growth and Business Development , reporting to the Global Head of Key Accounts Management.

Strategic Mission

1. Revenue Growth Engine

   Exceed annual revenue targets and expand wallet share across all assigned global key accounts.

   Land, expand, and renew using proven account playbooks that drive System Integration adoption.

   Deliver clear ROI attribution for account initiatives tied to pipeline creation, conversion, and retention.

2. EBITDA Optimization

   Protect and grow margins through value-based selling, disciplined pricing, and mix optimization across the portfolio, as well as cross-brand where applicable.

   Apply performance-based resource allocation (e.g., SE time, demo assets, enablement) with measurable returns.

   Partner with Finance on forecast accuracy, unit economics, and long-term contract economics for System Integration programs.

3. Market Position Transformation

   Position organization as the bold, independent leader via account-specific narratives and executive sponsorship.

   Differentiate decisively against competitors; expand into adjacent applications, verticals, and global regions.

   Build thought leadership through showcases, reference deployments, and innovation roadmaps with customers.

Channel Strategy and Field of Play

Define the channel strategy, priority customer needs, solution plays and where to compete

Translate global strategy into clear channel priorities

Global Key Account Orchestration

• Own the global account strategy for assigned key accounts
• Own senior customer relationships and global agreements
• Ensure one aligned account plan across regions

Commercial Guidance and Opportunity Support

• Provide functional directions to Regional Account Managers and Business Development Managers
• Support cross-region and cross-brand strategic pursuits
• Bring the right experts together for priority opportunities

Insights, Governance and Standards

• Consolidate customer and market insights
• Feed requirements in Product and Marketing teams
• Define Key Account Management standards such as Gold Sheets, account plans and QBR cadence
• Monitor execution against agreed priorities

Essential Requirements for Success

• Clear, demonstrable contribution to revenue growth and EBITDA expansion through key account strategy.
• Consistent achievement of retention and expansion targets within strategic accounts.
• Customer Success as the north star - measured through account health, renewal rates, and reference-ability of deployments.
• Rapid, confident adaptation to client needs and evolving regulatory and market requirements across regions.
• Balanced growth vs. profitability decision-making with strong margin stewardship.
• Ability to leverage competitive advantages while mitigating inherited challenges in a specialized, safety-critical market.
• Builder of a high-performance, customer-centric culture across the PAVA team.
• Cross-functional collaboration with Engineering, Operations, Finance, Product Management, and Marketing to maximize value.
• Boldness to challenge convention, pursue ambitious growth bets, and lead decisively in a specialized market.
• A growth mindset focused on long-term partnerships and strategic Aviation and Space expansion.
• Integrity in every commercial commitment - transparent forecasting, honest trade-offs, and commitments customers can trust.
• Passion for life-safety technology and the mission of keeping people safe, brought to every customer conversation.

Required Qualifications

• Education: Bachelor's in Business, Marketing, Engineering, or a related technical field.
• Experience: 3-7 years of experience in B2B sales or account management, ideally within life-safety, fire & security, or building-technology sectors.
• Commercial Acumen: Contract negotiation, value-based selling, pricing and margin management, complex deal structuring.
• Leadership: Cross-cultural collaboration; leading virtual, cross-functional teams without direct authority.
• Strong ability to influence, with a diverse capability in styles; forceful and directive when required, participative and motivational where possible.
• Analytical Skills: Forecasting, pipeline analytics, KPI dashboards; strong Excel/BI literacy.
• Tools: Proficiency with CRM (Salesforce), MS Office Suite.
• Communication: Executive presence; outstanding written, verbal, and presentation skills.

Preferred Qualifications

• MBA or advanced degree preferred.
• Experience: 5-7+ years in global key account management or strategic enterprise sales within Aviation and Space systems; proven success managing $2M-$15M+ portfolios and multi-country engagements.
• Tools: Proficiency with CPQ, BI dashboards; familiarity with project and collaboration