Global Key Accounts Manager - System Integrators

Keenfinity•Burnsville, MN

20h

About The Position

The Global Key Accounts Manager owns and grows a portfolio of strategic global System Integrator accounts. The role drives the global go-to-market strategy for an assigned channel or vertical and leads the development of associated global key accounts, connecting global strategy with regional execution in collaboration with Regional Growth and Business Development. The position reports to the Global Head of Key Accounts Management. The role is responsible for exceeding revenue targets, expanding account share, retaining customers, and growing margins through value-based selling, disciplined pricing, and portfolio mix optimization. It develops account-specific strategies and customer relationships, supports global agreements, coordinates cross-regional and cross-brand opportunities, and allocates resources based on measurable returns. The manager also gathers customer and market insights, informs Product and Marketing teams, and establishes Key Account Management standards and execution reviews. The position calls for a customer-centric, collaborative leader who can influence virtual, cross-functional teams and work with Engineering, Operations, Finance, Product Management, and Marketing. It requires commercial integrity, strong customer-success focus, and the ability to adapt to client needs and changing regulatory and market requirements. The role has a stated travel requirement of 40% or more, including international travel as business requires.

Requirements

Bachelor’s degree in Business, Marketing, Engineering, or a related technical field.
3–7 years of experience in B2B sales or account management; experience in life-safety, fire and security, or building-technology sectors is desirable.
Demonstrable contribution to revenue growth and EBITDA expansion through key account strategy.
Consistent achievement of retention and expansion targets within strategic accounts.
Experience with contract negotiation, value-based selling, pricing and margin management, and complex deal structuring.
Ability to collaborate across cultures and lead virtual, cross-functional teams without direct authority.
Strong influencing skills and ability to adapt leadership style, including being directive when needed and participative and motivational where possible.
Forecasting, pipeline analytics, and KPI dashboard skills, with strong Excel and business-intelligence literacy.
Proficiency with Salesforce CRM and the MS Office Suite.
Executive presence and outstanding written, verbal, and presentation skills.
Ability to adapt to client needs and evolving regulatory and market requirements across regions.
Ability to balance growth and profitability while stewarding margins.
Cross-functional collaboration skills and a customer-centric approach focused on customer health, renewals, and referenceable deployments.
Integrity in commercial commitments, transparent forecasting, and sound judgment in commercial trade-offs.
Valid driver’s license.
Unexpired passport.
Indefinite U.S. work authorization; future sponsorship for work authorization is not available.

Nice To Haves

MBA or other advanced degree.
5–7 or more years of global key account management or strategic enterprise sales experience within Aviation and Space systems.
Proven success managing portfolios of $2M–$15M or more and multi-country engagements.
Proficiency with CPQ and BI dashboards; familiarity with project and collaboration suites.
Deep background in Aviation and Space systems or closely adjacent building-technology markets.
Familiarity with relevant industry standards.

Responsibilities

Own and grow a portfolio of strategic global System Integrator accounts.
Drive the global go-to-market strategy for an assigned channel or vertical and lead development of associated global key accounts.
Exceed annual revenue targets and expand wallet share across assigned accounts through account playbooks that support adoption, expansion, and renewals.
Deliver measurable return on investment for account initiatives tied to pipeline creation, conversion, and retention.
Protect and grow margins through value-based selling, disciplined pricing, and portfolio and cross-brand mix optimization where applicable.
Allocate resources such as sales engineering time, demo assets, and enablement based on performance and measurable returns.
Partner with Finance on forecast accuracy, unit economics, and long-term contract economics for System Integration programs.
Develop account-specific narratives and executive sponsorship to strengthen market positioning and differentiation.
Expand accounts into adjacent applications, verticals, and global regions, and build thought leadership through showcases, reference deployments, and customer innovation roadmaps.
Define channel strategy, priority customer needs, solution plays, and where to compete; translate global strategy into channel priorities.
Own global account strategies, senior customer relationships, and global agreements for assigned accounts.
Ensure aligned account plans across regions.
Provide functional direction to Regional Account Managers and Business Development Managers.
Support cross-region and cross-brand strategic pursuits and bring relevant experts together for priority opportunities.
Consolidate customer and market insights and communicate requirements to Product and Marketing teams.
Define Key Account Management standards, including Gold Sheets, account plans, and QBR cadence, and monitor execution against priorities.
Collaborate with Engineering, Operations, Finance, Product Management, and Marketing to maximize customer and business value.
Travel 40% or more, including internationally, as business requires.