Key Account Manager — IoT and Industrial Automation Platform
We are looking for a commercially driven Key Account Manager to win new business and develop customer relationships with our partners and customers internationally.
The primary objective of this role is new revenue generation. You will work with incoming leads while also building your own pipeline through targeted outbound activity, account research, networking, and regional market development.
You will own the complete sales cycle—from prospecting and qualification to discovery, solution presentation, commercial negotiation, and closing. After the initial sale, you will continue developing the customer relationship and identifying opportunities for expansion.
Our customers include both SMEs and large enterprises. The role requires the ability to adapt the sales approach to different organization sizes, buying processes, industries, and levels of technical maturity.
New Business & Pipeline Generation
- New revenue ownership: take responsibility for achieving individual new-business and revenue targets across the assigned regions.
- Inbound lead management: respond to and qualify incoming leads, identify the customer’s needs and potential, and move suitable opportunities through the sales process.
- Outbound pipeline generation: independently build a pipeline through targeted account research, prospecting, personalized outreach, networking, referrals, events, and other relevant channels.
- Target account development: identify high-potential companies, industries, and use cases across assigned regions and develop structured account-entry plans.
- Regional market development: build an understanding of local market conditions, customer priorities, buying practices, and competitive dynamics to improve sales effectiveness.
- Pipeline management: maintain sufficient pipeline coverage, prioritize opportunities, and consistently progress qualified deals toward closing.
Full-Cycle Solution Sales
- Lead qualification: assess customer needs, urgency, budget, decision process, technical fit, and commercial potential.
- Discovery: conduct structured conversations with business and technical stakeholders to understand the customer’s challenges, desired outcomes, existing environment, and decision criteria.
- Solution positioning: translate customer requirements into relevant use cases to offer effective solution architectures based on our platform’s technology.
- Sales presentations: lead customer meetings and coordinate product demonstrations, technical workshops, and other sales activities.
- POCs and solution development: work with technical teams to define and manage proofs of concept, solution designs, estimates, and implementation approaches.
- Proposals and tenders: prepare commercial proposals, business cases, and responses to RFIs, RFPs, and customer procurement requirements.
- Negotiation and closing: manage objections, negotiate pricing and commercial terms, align stakeholders, and drive opportunities toward a clear decision.
- Internal coordination: bring together Product, Development, Support, Legal, Finance, and management when their involvement is required to advance or close an opportunity.
Sales Operations & Forecasting
- CRM discipline: accurately record leads, opportunities, stakeholders, activities, meeting notes, next steps, and commercial information in CRM.
- Opportunity planning: define clear next steps, owners, decision milestones, risks, and close plans for active opportunities.
- Performance reporting: regularly report on pipeline creation, opportunity progress, conversion, forecast, revenue, risks, and required support.
RequirementsHard Skills and Experience
- 1-3+ years of experience in B2B technology sales, solution sales, business development, or key account management. Preferably in enterprise software or SaaS sales.
- Good knowledge of IoT/IIoT platforms or SCADA/MES software.
- Experience managing incoming leads and converting them into qualified opportunities and customers.
- Ability to own the full sales cycle—from initial contact and discovery to proposal, negotiation, and closing.
- Strong consultative and value-based selling skills, including discovery, qualification, objection handling, business-case development, and commercial negotiation.
- Practical technical literacy: comfortable discussing software architecture, integrations, APIs, cloud and on-premise deployment, security, and implementation dependencies at a business level.
- Experience coordinating demonstrations, technical workshops, POCs, proposals, and RFP responses with presales or solution teams.
- Strong operational discipline in CRM management, pipeline tracking, forecasting, meeting documentation, follow-ups, and KPI reporting.
Soft Skills
- Hunter mentality: proactive and persistent in identifying prospects, opening new conversations, and creating opportunities rather than relying only on incoming leads.
- Strong commercial orientation and motivation to achieve measurable revenue results.
- Excellent communication and relationship-building skills across different countries, cultures, organization sizes, and seniority levels.
- Confident negotiation and objection-handling skills.
- Ability to communicate effectively with both business decision-makers and technical stakeholders.
- High level of ownership and accountability throughout long and complex sales processes.
- Structured and analytical approach to qualification, prioritization, account planning, and opportunity management.
- Ability to manage multiple sales opportunities and customer relationships simultaneously.
- Collaborative mindset and the ability to mobilize internal teams without direct authority.
- Resilience, adaptability, and composure when dealing with rejection, delays, changing priorities, or complex negotiations.
Languages
- Fluent English is required, both written and spoken.
- Arabic is an advantage as Iotellect is a UAE-based company.
Job Type: Full-time
Application Question(s):
- Are you comfortable working remotely?
Experience:
- IoT/IIoT/SCADA/MES: 1 year (Required)
Language:
Work Location: Remote
