Job Title: Key Account Manager (KAM) - East
Region: US East (ME, NY, NH, MA, CT, RI, NJ, DE, MD, DC, PA, WV, VA, KY, TN, NC, SC, GA, AL, MS, FL), Eastern Canada, portion of EMEA
Location: Must live in US, in territory
Department: Business Development
Effective Date: January 1, 2027
Job Overview:Genea is in an exciting phase of growth, and there's never been a better time to join the team! We're scaling rapidly, expanding our team, and creating brand-new roles-like this one-to help us innovate faster, serve our customers better, and take our success to the next level.
The Key Account Manager (KAM) is responsible for engaging directly with large enterprise end users selling Genea Access Control solutions. This role is responsible for developing, expanding and maintaining ecosystem and integrator partner relationship, and will work directly with their respective global accounts teams. This individual is an experienced solutions salesperson who can think wholistically about modern SaaS applications, end customer's adoption of cloud technologies, and various go to market strategies. The Genea KAM position requires travel and a strong aptitude for account management, technical sales, and working across a wide variety of enterprise sales environments. The Key Account Manager position reports directly to the Head of Sales.
Duties and Responsibilities:- Develop and manage strategic channel partner relationships.
- Drive revenue through new customer acquisition.
- Target large, distributed, and often global end customers.
- Manage accounts through a complex buying process.
- Deliver expert quality sales presentations, end user demos of Genea access control, and visitor management solutions.
- Create strategic account plans that outline goals, strategies, and action steps to ensure alignment between the partner's objectives and the Genea organization.
- Conduct regular QBRs with accounts to discuss progress, outcomes, and any adjustments needed to the account plan.
- Monitor customer satisfaction, gather feedback, and share results to continuously improve the account experience and ensure future success.
- Use data and analytics to inform decision-making and strategy adjustments.
- Utilize and leverage data to construct, forecast, and manage sales activities to meet revenue targets and company goals.
- Manage a travel schedule comprised of weekly/monthly trips - meeting customers, prospects, and technology partners. Expected travel is 40%.
- Work within a team to develop sale proposals, quotations, and pricing strategies to win business.
- Stay current with the latest developments in the marketplace and competitor activities.
- Partner with Marketing to plan and execute in-market customer events.
- Performs other related duties as assigned by management.
Qualifications:- 5-7 years of sales experience with a B2B SaaS company managing Key Accounts in Physical Security or related product types, in a channel environment
- Must reside in the US within the territory (ME, NY, NH, MA, CT, RI, NJ, DE, MD, DC, PA, WV, VA, KY, TN, NC, SC, GA, AL, MS, or FL).
- Bachelor's Degree with a concentration in Business, Communications, or related focus area is preferred.
- Proven track record in technical sales and key account management.
- Demonstrated ability to consistently generate revenue and exceed sales goals by managing processes for identifying, qualifying, and closing new business.
- Experience utilizing complex sales techniques within the enterprise sales process.
- Proven track record of revenue growth in a technology centric organization.
- Experience with CRM tools (Salesforce).
- Proficiency in Microsoft Office Suite (Word, Excel, PowerPoint, Outlook, Teams).
- Aptitude for presentation writing and delivery.
- Ability to travel as needed within region (approximately 25-30% travel).
Estimated Salary Range: $150K base salary, up to $240K total compensation including sales commission and bonuses
The salary range listed is our best estimate based on the role's requirements and market conditions, but the final offer may be higher or lower depending on the candidate's experience and qualifications.
