Head of Global Key Account Management (m/f/d)

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 ongoing 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 contracts for enterprise framework agreements, strategic and financial alignment. Represent customer business cases and innovation requirements within product and corporate strategy forums. Success Metrics Global multi-year revenue growth and contribution margin driven by enterprise accounts. Pipeline quality and conversion rate of strategic, value-based solution sales opportunities. Customer satisfaction and loyalty, measured by NPS or Customer Health Score. Innovation engagement level – number and impact of joint strategic initiatives with key customers. Customer retention and expansion (e.g., Net Revenue Retention, cross-/upselling rates). Strategic relationship strength, measured by C-level engagement and co-innovation initiatives. Forecast accuracy and execution rate of strategic account plans (Proposal win ratio on enterprise solution deals). Leadership metrics, including team performance, development progress, and global execution consistency.

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 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 prospects, and deal economics. Fluent in English; proficiency in German and other languages.

What makes working with us great? We take care of you while you take care of your business! We list better and take a closer look. Our aim is to build long-term relationships based on mutual respect and trust.

That's why we offer you: Impact: Direct executive visibility and impact, working closely with the C‐Suite and global leadership team on strategy, go-to-market, and innovation. Innovation: Direct influence on product and corporate strategy by representing enterprise customer needs and co-innovation initiatives. Excellence: Continuous executive level development, sharpening strategic thinking, negotiation, and C-suite communication skills in complex global environments. Growth: The opportunity to shape and scale a global Key Account organization in a strategic growth domain at the intersection of security, cloud, and workforce technologies. Collaboration: An international, collaborative environment with highly skilled colleagues in Product, Cyber/OT Security, Cloud Services, and Customer Success. A modern working environment: Remote-first, flexible working model, supporting performance without geographic constraints and an Outcome-driven culture, focused on impact and results rather than presence or hierarchy. Benefits: Competitive compensation package, including performance-based incentives, and a comprehensive benefits offering (depending on location).