Head of Global Key Account Management
primion Technology GmbH
full-time
Posted on:
Location Type: Remote
Location: Remote • 🇩🇪 Germany
Visit company websiteJob Level
Lead
Tech Stack
CloudCyber Security
About the role
- Develop and implement a global enterprise solution selling framework across the Key Account organization, combining consultative selling, value realization, and executive engagement.
- Build, lead, and continuously develop a high-performing global Key Account Management team that excels in strategic, consultative, and technical solution sales.
- Design and execute a global go-to-market strategy for integrated Security and Workforce Management solutions, aligning with corporate objectives and regional business priorities.
- Drive multi-level stakeholder engagement across functional, operational, and executive layers of global customer organizations.
- Own global revenue, margin, and long-term account development plans for key enterprise clients.
- Collaborate closely with Product Management, Cyber Security Architecture, Cloud Services, and Customer Success to design enterprise-grade, scalable, and secure solutions.
- Govern global account planning processes, QBRs, performance KPIs, and executive business reviews.
- Enable the sales organization to leverage value-based selling tools, ROI modeling, and total cost of ownership (TCO) analyses.
- Lead contract negotiations for enterprise framework agreements, ensuring strategic and financial alignment.
- Represent customer business cases and innovation requirements within product and corporate strategy forums.
Requirements
- Proven track record in international enterprise solution selling, ideally across Security Technologies, Enterprise Software, or Workforce Management solutions.
- Deep understanding of Access Control, Identity & Access Management, OT Security, Cyber Security, and Workforce Management platforms.
- Strong experience with complex, multi-stakeholder sales cycles involving procurement, IT, security, and operations functions.
- Exceptional strategic and consultative selling skills, with the ability to quantify business value and shape executive-level business cases.
- Demonstrated success in building and leading diverse, high-performing global account teams.
- Advanced negotiation, stakeholder management, and influencing skills across enterprise environments.
- Financial and analytical acumen; ability to manage revenue forecasting, account profitability, and deal economics.
- Fluent in English; proficiency in German and other languages advantageous.
Benefits
- Competitive executive compensation package, including performance-based incentives, and a comprehensive benefits offering (details depending on location).
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
enterprise solution sellingconsultative sellingvalue realizationgo-to-market strategyROI modelingtotal cost of ownership (TCO) analysescontract negotiationsaccount planningperformance KPIsfinancial forecasting
Soft skills
strategic sellingconsultative skillsstakeholder managementinfluencing skillsleadershipteam buildinganalytical acumencommunicationnegotiationexecutive engagement