Global Key Accounts Manager - System Integrators

Keenfinity•Burnsville, MN

1d•$150,000 - $170,000

About The Position

The Global Key Account 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. It connects global strategy with regional execution and works closely with Regional Growth and Business Development, reporting to the Global Head of Key Accounts Management. The role is responsible for growing revenue and account share, retaining and expanding strategic customer relationships, and protecting profitability through value-based selling, disciplined pricing, and portfolio and mix optimization. It develops account-specific strategies, narratives, global agreements, and aligned regional account plans; supports strategic pursuits across regions and brands; and brings together experts for priority opportunities. The manager translates global strategy into channel priorities, consolidates customer and market insights, communicates requirements to Product and Marketing, and defines Key Account Management standards such as account plans and QBR cadence. Success includes revenue growth, EBITDA expansion, customer health and renewals, profitable account growth, accurate forecasting, and strong cross-functional and customer-centric collaboration. The position requires at least 40% travel, 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 ideal.
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 the ability to use a range of leadership styles, from directive to participative and motivational.
Analytical skills, including forecasting, pipeline analytics, and KPI dashboards; strong Excel and BI literacy.
Proficiency with Salesforce CRM and the MS Office Suite.
Executive presence and outstanding written, verbal, and presentation skills.
Valid driver’s license.
Unexpired passport.
Indefinite U.S. work authorization; future sponsorship for work authorization is not available.
Ability to travel 40% or more, including internationally, as business requires.

Nice To Haves

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

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 develop associated global key accounts.
Exceed annual revenue targets, expand account share, and deliver measurable ROI from account initiatives tied to pipeline creation, conversion, and retention.
Protect and grow margins through value-based selling, disciplined pricing, portfolio and mix optimization, and cross-brand opportunities where applicable.
Allocate resources such as sales engineering time, demo assets, and enablement based on measurable returns.
Partner with Finance on forecast accuracy, unit economics, and long-term contract economics for System Integration programs.
Develop account-specific positioning and executive sponsorship, differentiate against competitors, and expand into adjacent applications, verticals, and regions.
Build thought leadership through customer showcases, reference deployments, and 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, and 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 coordinate experts 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 at least 40%, including internationally, as business requires.