Remote Key Account Manager (80-100%, Remote-First)

Adfinis drives digitalization with open standards and technologies, shaping a world of innovative, sustainable and resilient IT solutions based on trusted Open Source technology to unlock the full potential of our customers.

As our company grows, we are looking for a Key Account Manager (KAM) to join our sales team, who will be responsible for strategic customers and ensures that these accounts run smoothly to promote sustainable customer loyalty.

The KAM collaborates with Sales Engineers, Solution Architects, and Service Managers to ensure that customer needs are met and that customers receive the best sales support. With their comprehensive understanding of industry standards, the open-source market and its players, as well as new technological developments, they provide strategic-level consultation to high-level customers.

They establish in-depth relationships with customers, including those at the C-Level, analyze the potential of strategic accounts, develop individualized sales roadmaps (including action plans), and negotiates contracts.

The KAM takes proactive leadership in key account planning, working closely with the CCO, and assumes responsibility for key account-related turnover.

To capture new business opportunities and maintain a leading position in current markets, they develop action plans and cooperate with the Business Development Team to assess the sales potential within their area of responsibility.

The KAM ensures real-time documentation of all activities, communications, and documents related to key accounts within the CRM system. They provide a revenue forecast to the CCO and discuss significant changes during quarterly reviews.

Tasks

• Customer Relationship Management: Building and maintaining strong relationships with key accounts. This includes initiating regular meetings and follow-ups, resolving any issues that come up, providing updates on new products or services, and ensuring overall customer satisfaction.
• Strategic Planning: Developing and implementing action plans to meet the needs of key accounts and achieve the company's business objectives. This includes setting and meeting targets for revenue, customer satisfaction, or product adoption for each key account.
• Negotiations: Leading negotiations on contract terms, pricing and agreements to achieve a win-win situation for both parties. This includes preparing for negotiations, actively participating in negotiations, and ensuring that agreements are implemented as planned.
• Value-Based Selling: Clearly communicating the value of our products or services to key accounts. This includes presenting case studies, ROI analyses, and strategic plans to demonstrate how the company's offerings align with the customer's goals and add value to their business.
• Account Development: Identifying opportunities to expand business relationships with key accounts. This includes identifying cross-selling and up-selling opportunities, renewing contracts, and finding new areas of collaboration.
  
  
  

Requirements

Hard Skills and Expertise

• Account Development Skills: Expertise in identifying and seizing opportunities for business growth and a strong understanding of sales strategies and tactics.
• Value-based Selling Skills: Ability to clearly express the value proposition of our products or services and to sell that value to key accounts.
• Business analysis Skills: Ability to analyze market trends and customer information to inform business decisions and convert complex data into clear insights.
• Product Knowledge: Willingness to build an in-depth understanding of Adfinis' products and services and the ability to adapt them to meet customer needs.
  
  
  

Soft Skills

• Customer Engagement: Ability to identify customer needs, address their requests, utilize their feedback, develop customer-centric solutions, and shape positive customer relations
• Influencing: Ability to take the perspective of others, respond to emotional cues, make a deliberate impact on others, resolve disagreements, and win others over for actions and ideas
• Stakeholder Management: Ability to identify important stakeholders, maintain engagement, handle their requests and feedback, balance interests, and uphold mutual agreements
• Expectation Management: Ability to clarify responsibilities and outcomes, inform about difficulties, manage boundaries, and maintain the integrity of commitments
• Communication: Ability to convey information, listen with intent, adapt to different audiences, and respond to cues in social interactions
• Planning and Organization: Ability to set goals, establish workflows, monitor progress, allocate resources, and manage risks
  
  
  

Benefits

• Competetive Salary and Benefits: We offer a transparent compensation model with a generous fixed base salary, a 40-hour work week, and 5 weeks paid vacation.
• Well-Established Sales and Marketing Processes: We have effective, efficient, and thoroughly documented sales and marketing processes that allow our sales team to focus on the tasks that really matter.
• Attractive Working Environment: We're a value-driven, owner-operated company with an informal atmosphere, direct and uncomplicated communication, and short decision-making paths.
• Great Flexibility: Whether you prefer full-time or part-time work, in-office or remote options: We will find a work arrangement that fits your situation.
• Open Source Culture: Transparency, collaboration, and community not only shape our technology choices and business model but also define the very core of our company's identity.
• Growth and Training: We are committed to our employees' growth and development, investing in their training and certifications, and providing opportunities to attend conferences.
  
  
  

Are you interested? Gil Oliveira and his team will be happy to review your application.

We are looking forward to getting to know you!