Global Key Accounts Manager – Aviation and Space

Keenfinity•Burnsville, MN

7h•$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 in collaboration with Regional Growth and Business Development. The position reports to the Global Head of Key Accounts Management. The role is responsible for growing revenue and account share, retaining and expanding customer relationships, and protecting profitability through value-based selling, disciplined pricing, portfolio mix optimization, and performance-based resource allocation. It also positions the Aviation and Space business through differentiated account strategies, executive sponsorship, customer showcases, reference deployments, and innovation roadmaps. The manager defines channel strategy and priorities, owns global account plans and senior customer relationships, supports strategic pursuits across regions and brands, and brings together experts for priority opportunities. The role consolidates customer and market insights, communicates requirements to Product and Marketing teams, and establishes and monitors Key Account Management standards and execution. Travel of 40% or more, including international travel, is required as business needs dictate. The U.S.-based annual salary range is $150,000–$170,000. Full-time employees may participate in health and welfare plans, including medical, dental, vision, disability, and life insurance; the company 401(k) plan; and paid time off and sick leave programs, subject to applicable plan terms and policies. Applicants must be authorized to work indefinitely in the United States; future work-authorization sponsorship is not available.

Requirements

Bachelor’s degree in Business, Marketing, Engineering, or a related technical field.
3–7 years of experience in B2B sales or account management, ideally in life-safety, fire and security, or building-technology sectors.
Demonstrable contribution to revenue growth and EBITDA expansion through key account strategy.
Experience achieving retention and expansion targets within strategic accounts and focusing on customer success, account health, renewals, and deployment references.
Skills in 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 influence skills, with the ability to use directive, participative, and motivational approaches as appropriate.
Forecasting, pipeline analytics, KPI dashboard, and strong Excel/BI literacy skills.
Proficiency with Salesforce CRM and the MS Office Suite.
Executive presence and outstanding written, verbal, and presentation skills.
Valid driver’s license and an unexpired passport.
Ability to travel 40% or more, including internationally, as business requires.
Indefinite U.S. work authorization; future sponsorship for work authorization is unavailable.
Integrity in commercial commitments, including transparent forecasting, honest trade-offs, and reliable customer commitments.
Passion for life-safety technology and the mission of keeping people safe.

Nice To Haves

MBA or other 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 experience 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 Aviation and Space accounts.
Drive the global go-to-market strategy for an assigned channel or vertical and develop associated global key accounts.
Exceed annual revenue targets and expand wallet share through account adoption, retention, expansion, and renewal strategies.
Measure ROI of account initiatives through 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 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 regions.
Build customer thought leadership through 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 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 bring together 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, and monitor execution against agreed priorities.
Collaborate with Engineering, Operations, Finance, Product Management, and Marketing to maximize customer and business value.
Adapt to client needs and changing regulatory and market requirements across regions while balancing growth and profitability.
Build a high-performance, customer-centric culture across the PAVA team.