Head of Global Key Account Management; m​/f​/d

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

Protect what matters.

Primion Technology is a global solution provider and market leader in Converged Security Solutions and Workforce Management. For more than 30 years, we have supported about 4,000 satisfied customers worldwide. From consulting and planning to development, installation, maintenance, and support, a team of over 470 experts works passionately to meet the highest standards.

We are seeking a new Head of Global Key Account Management to lead the global strategy, execution, and organizational development of the Key Account Management function within Converged Security and Workforce Management. This executive role ensures that strategic enterprise clients are managed through an enterprise solution selling approach — positioning the company as a trusted advisor and long‑term business partner.

Remote working is available.

• 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.

• 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.

Key Qualifications

• 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.

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