Job DescriptionThe
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 Mission1) 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.
QualificationsRequired 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 suites.
- Industry: Deep background in Aviation and Space systems or closely adjacent building-technology markets strongly preferred; familiarity with relevant standards is a plus.
Travel Requirements: - 40%+ (including international), as business requires.
- Valid Driver's License is required.
- Unexpired Passport required.
Additional InformationThe U.S. based annual rate for this role is between $150,000-170,000 per year. Within the range, individual pay is determined based on several factors, including, but not limited to, work experience and job knowledge, complexity of the role, job location, etc.
In addition to base salary, full-time employees are eligible to participate in Keenfinity Group's (US) Health and Welfare Benefit Plans-including medical, dental, vision, disability, and life insurance-as well as the company's 401(k) plan, subject to the terms and conditions of the respective plan documents. Full-time employees are eligible to participate in Keenfinity Group's paid time off and sick leave programs in accordance with applicable policies.
Videos To Watchhttps://www.youtube.com/watch?v=op_x3Y5_zIg
