Key Account & Business Development Manager

Job Description

We are seeking an experienced and commercially driven Key Account & Business Development Manager to accelerate the growth of our business across EMEA.

In this strategic role, you will drive business development and key account growth within focus verticals of Critical Infrastructure, Data Centers, and Healthcare & Pharmaceutical facilities. You will engage early in customer projects, influence specifications, build long-term executive relationships, and position IQSIGHT as a trusted advisor for security and video technology solutions.

Working closely with Sales , Application Design Engineers, Product Management, and key ecosystem partners, you will identify, develop, and convert major project opportunities while establishing strategic partnerships with end users, consultants, architects, engineering firms, and system integrators.

This role combines strategic account management, business development, and ecosystem leadership in some of the most demanding and high-growth industry segments.

Key Responsibilities

Business Development & Opportunity Creation

• Develop and execute business development plans for Critical Infrastructure, Data Centers, and Healthcare/Pharmaceutical verticals across EMEA.
• Generate, qualify, and drive new project opportunities from early engagement through project award.
• Identify and influence major infrastructure projects during the planning and design phases.
• Drive specification of IQSIGHT video security solutions within customer and consultant requirements.
• Build and maintain a robust opportunity pipeline and forecast within Salesforce/CRM.

Strategic Account Management

• Own and develop relationships with strategic end customers across the assigned verticals.
• Create and execute account development plans aligned with regional growth priorities.
• Identify multi-year growth opportunities and increase share of wallet within strategic accounts.
• Act as the primary point of contact and trusted advisor for senior customer stakeholders.
• Lead commercial discussions and support complex negotiations to secure long-term partnerships.

Stakeholder & Ecosystem Leadership

• Build strong relationships with end users, consultants, architects, engineering firms, contractors, and government stakeholders.
• Develop and maintain a network of key influencers across the target verticals.
• Position IQSIGHT as a preferred technology partner throughout the project lifecycle.
• Coordinate internal resources across sales, technical, engineering, marketing, and product teams to support strategic opportunities.
• Collaborate with regional and global account teams on multinational customer engagements.

Project Execution & Market Engagement

• Ensure structured execution of strategic opportunities in complex customer environments.
• Maintain high-quality account plans, opportunity reporting, and project documentation.
• Work closely with Sales Managers and channel partners to convert specifications into orders.
• Organize customer workshops, executive briefings, and key influencer events.
• Participate in industry forums, conferences, trade shows, and vertical market associations.
• Provide regular business updates, market intelligence, and growth recommendations to management.

Qualifications

Experience

• 5-10+ years of experience in business development, key account management, or strategic sales within the security, technology, or critical infrastructure sectors.
• Proven experience developing business with large enterprise or strategic end users.
• Demonstrated success influencing complex projects involving multiple stakeholders.
• Experience within one or more of the following segments:
  • Critical Infrastructure
  • Data Centers
  • Healthcare & Pharmaceuticals
  • Mission-Critical Facilities
• Strong understanding of consultant-led and specification-driven sales environments.

Technical & Commercial Knowledge

• Strong knowledge of video security technologies, including:
  • IP CCTV
  • Video Management Systems (VMS)
  • Video Analytics
  • AI-driven security solutions
• Understanding of IP networking and integrated security systems.
• Experience with Salesforce or similar CRM platforms.

Strong commercial, business planning, and opportunity management capabilities.

Skills & Competencies

• Exceptional commercial and business acumen.
• Strong strategic thinking and account planning capabilities.
• Outstanding relationship-building and influencing skills.
• Ability to engage confidently with senior executives and decision makers.
• Excellent presentation, negotiation, and communication skills.
• Ability to influence across matrix organizations without direct authority.
• Customer-focused with a consultative mindset.
• Self-driven, resilient, and comfortable operating in ambiguity.
• Strong team player with a high sense of ownership and accountability.

Education

• Degree in Business, Engineering, Information Technology, Electronics, or a related discipline preferred.
• Equivalent professional experience will also be considered.

Additional Requirements

• Fluent English, both written and spoken.
• Additional European languages are advantageous.
• Full driving licence required.
• Willingness to travel extensively across EMEA.

Additional Information

We offer flexible working models: from various part-time options to mobile working and job sharing. Feel free to contact us.

Diversity and inclusion are not just trends for us but are firmly anchored in our corporate culture. Therefore, we welcome all applications, regardless of gender, age, disability, religion, ethnic origin or sexual identity.