Key Account Manager

• A diverse team of 600 Malters across 6 European countries
• A culture that champions equality (50% of our Comex are women) and inclusive growth
• Backed by top investors including ISAI, Serena Capital, Eurazeo Growth, Goldman Sachs, and BPI
• A mission to give everyone the freedom to work differently

Key responsibilities ✨

• Ownership & Strategy: Take ownership of your global enterprise accounts within the DACH region. You will design and drive local account strategies while acting as a strategic counterpart to the Global Account Manager (GAM) at the client's HQ, ensuring local execution perfectly aligns with global objectives.
• Strategic Stakeholder Engagement: Build and nurture trust-based relationships with key local decision-makers across HR, Procurement, and Business Units. You are the driving force behind local platform adoption and account penetration.
• Deployment & Pilot Leadership: Lead the successful local integration of global framework agreements. You orchestrate pilot programs and initial projects from the ground up to ensure a seamless rollout and immediate value realization.
• Cross-Functional Orchestration: Act as the central hub for your accounts by working closely with internal stakeholders. You will collaborate seamlessly with Marketing, Finance, Customer Success & Onboarding, and the Delivery Team to ensure a holistic, top-tier client experience and align all efforts toward account growth.
• Global Synergy & Best Practice Sharing: Work hand-in-hand with an international network of Key Account Managers managing your accounts across different markets. You will actively share best practices, align on overarching strategies, and ensure a cohesive, unified approach that goes far beyond just a local scope.
• Proactive Expansion & Farming: Go beyond the status quo by running targeted local prospection. You will map out new departments and teams, uncovering and converting new growth opportunities within your existing accounts.
• Consultative Needs Assessment: Dive deep into the specific pains and needs of your local stakeholders using the MEDDIC framework. You translate these insights into tailored solutions while maintaining impeccable, data-driven CRM hygiene.
• Value Demonstration & ROI: Lead local Business Reviews and deliver compelling, ROI-focused presentations to C-level executives. You will highlight local successes and coordinate with the GAM to showcase our holistic, multinational value.
• Operational Excellence & Partnerships: Act as the primary point of contact for local Managed Service Providers (MSPs) and vendor networks. You proactively resolve operational roadblocks, monitor delivery performance, and ensure a flawless customer experience.
• AI-Driven Sales Enablement: Leverage cutting-edge AI tools in your daily workflows to maximize efficiency and strategic output. You will collaborate directly with our internal AI Champions and utilize our established AI sales enablement solutions to enhance account planning, outreach, and data analysis.

About you 🧑‍🚀

• Enterprise Experience: You have a proven track record in Strategic Account Management or Enterprise Sales, ideally with experience managing complex, major accounts.
• Strategic Vision: You possess the ability to transform a high-level framework agreement into a detailed, long-term strategic plan that perfectly aligns with your client's business objectives.
• Commercial Acumen: You have a deep understanding of contract profitability and a talent for articulating ROI and the value delivered at every stage of the customer journey.
• Hunter-Farmer Mindset: You bring a proactive mindset for "farming" within large organizations; you genuinely enjoy hunting for new expansion opportunities and mapping out new departments within an existing account.
• Executive Communication: You have exceptional skills in crafting and delivering strategic, ROI-focused presentations that resonate with C-level executives and key decision-makers.
• Sales Excellence & Data Discipline: You show strong discipline in MEDDIC fundamentals and maintain a data-driven approach to CRM management, ensuring predictable forecasting.
• Project Management Skills: You have the ability to structure complex deployments into clear, manageable projects with precise milestones and deadlines.
• Languages: You have full professional proficiency in both English and German.
• Mobility: You bring a willingness to travel regularly within your home country (at least once a month) to build strong, in-person relationships if you are not co-located with your clients.

How to join the mission? 🚀

• First call with Niko, our Talent Acquisition Lead, to better understand your background, aspirations, and answer any questions you may have. (30-45 minutes)
• Interview with your future manager, Cyrille, to delve into your experience and the specifics of the role. (45-60 minutes)
• Business case in order to assess your technical skills in account development and local prospection.
• Reference Check.
• Final interview with a C-level executive to discuss Malt’s long-term vision and how you fit into our strategic growth.