Global Key Accounts Manager – Aviation and Space

Keenfinity•Burnsville, MN

1d•$150,000 - $170,000

About The Position

The Global Key Accounts Manager owns and grows a portfolio of strategic global Aviation and Space accounts. The role drives the global go-to-market strategy for an assigned channel or vertical and leads development of associated Global Key Accounts, connecting global strategy with regional execution. It works closely with Regional Growth and Business Development and reports to the Global Head of Key Accounts Management. The role is focused on revenue growth, expanding account wallet share, renewals, and clear return-on-investment attribution. It also protects and grows margins through value-based selling, disciplined pricing, portfolio and cross-brand mix optimization, and performance-based allocation of resources. The manager partners with Finance on forecasting, unit economics, and long-term contract economics for Aviation and Space programs. The position develops account-specific market narratives, executive sponsorship, customer showcases, reference deployments, and innovation roadmaps to strengthen the Aviation and Space business and expand it into adjacent applications, verticals, and regions. It defines channel strategy and priorities, owns global account strategies and senior customer relationships, supports global agreements, and ensures regional alignment on account plans. The manager provides functional direction to Regional Account Managers and Business Development Managers, coordinates experts for strategic opportunities, consolidates customer and market insights, and conveys requirements to Product and Marketing teams. The role also defines Key Account Management standards and monitors execution against agreed priorities. Success is measured through revenue growth, EBITDA expansion, retention and expansion, customer health, renewals, and referenceable deployments. Travel is 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; life-safety, fire and security, or building-technology experience 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.
Ability to influence using a range of leadership styles, including directive and participative approaches.
Forecasting, pipeline analytics, and KPI dashboard skills; strong Excel and business intelligence literacy.
Proficiency with Salesforce CRM and Microsoft 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.
Demonstrable contribution to revenue growth and EBITDA expansion through key account strategy.
Consistent achievement of retention and expansion targets in strategic accounts.
Ability to prioritize customer success, including account health, renewal rates, and referenceability of deployments.
Ability to adapt to client needs and evolving regulatory and market requirements across regions.
Balanced growth-versus-profitability decision-making and strong margin stewardship.
Ability to leverage competitive advantages and mitigate inherited challenges in a specialized, safety-critical market.
Ability to build a high-performance, customer-centric culture across the PAVA team.
Integrity in commercial commitments, transparent forecasting, and dependable customer commitments.
Passion for life-safety technology and the mission of keeping people safe.
Growth mindset focused on long-term partnerships and strategic Aviation and Space expansion.

Nice To Haves

MBA or advanced degree.
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.
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

Exceed annual revenue targets and expand wallet share across assigned global key accounts.
Land, expand, and renew accounts using account playbooks that encourage adoption of Aviation and Space solutions.
Attribute return on investment for account initiatives to pipeline creation, conversion, and retention.
Protect and grow margins through value-based selling, disciplined pricing, and portfolio and cross-brand mix optimization.
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 Aviation and Space programs.
Position Aviation and Space as an independent leader through account-specific narratives and executive sponsorship.
Differentiate against competitors and expand into adjacent applications, verticals, and global 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 clear channel priorities.
Own global account strategies, senior customer relationships, and global agreements for assigned key accounts.
Ensure a single aligned account plan across regions.
Provide functional direction to Regional Account Managers and Business Development Managers.
Support cross-region and cross-brand strategic pursuits and coordinate the appropriate experts for priority opportunities.
Consolidate customer and market insights and feed requirements to Product and Marketing teams.
Define Key Account Management standards, including Gold Sheets, account plans, and QBR cadence.
Monitor execution against agreed priorities.
Collaborate across Engineering, Operations, Finance, Product Management, and Marketing to maximize value.
Travel 40% or more, including internationally, as business requires.