Key Account Manager, End Customer - Eastern Canada at Axis Communications AB in Canada - QC - Montreal

Job description

• Proudly recognized as one of Canada’s Best Workplaces!
• We are seeking an experienced and results-driven Key Account Manager, End Customer (KAM) to lead and grow a portfolio of Axis Communications’ most strategic end-customer relationships across Canada. This is an individual contributor role, to be based in Montreal, QC or the surrounding area. Remote candidates will not be considered.
• The KAM develops and executes multiyear account strategies, builds trusted relationships with executive, operational and technical stakeholders, and identifies opportunities to expand the customer’s adoption of Axis products, solutions and services. The KAM also coordinates the internal and external resources required to deliver measurable customer value and sustainable account growth.
• You enjoy building complex, long-term customer relationships, developing strategies that generate sustainable growth and bringing together cross-functional teams to solve meaningful customer challenges.

Responsibilities

• Serve as the primary strategic and commercial lead within Axis for assigned key end-customer accounts.
• Develop and execute multiyear account plans aligned with customer objectives and Axis business priorities.
• Build a strong understanding of each customer’s business, operational challenges, technology environment and long-term goals.
• Establish trusted relationships with executive, operational, procurement and technical stakeholders.
• Identify and pursue opportunities to expand Axis’s position across video surveillance, analytics, access control, intercom, and IP audio.
• Manage account growth objectives, opportunity development, customer retention, competitive risks and expansion opportunities.
• Lead presentations, proposals, business cases and strategic account reviews.
• Build and coordinate cross-functional account teams involving Regional Sales Managers, business development, sales engineering, professional services, technical support, marketing and global Axis resources.
• Coordinate with Regional Sales Managers and channel partners to ensure consistent execution across locations and clearly defined account responsibilities.
• Work with appropriate technical resources to coordinate demonstrations, proof-of-concepts, pilot projects and solution validation.
• Coordinate customer escalations while ensuring technical and post-sales ownership remains with the appropriate Axis teams and channel partners.
• Maintain accurate account plans, opportunities, activities, pipelines and forecasts in Salesforce.
• Communicate relevant customer feedback, competitive activity and market insights internally.

Requirements

• 5+ years of experience in enterprise sales, strategic account management, national accounts, business development or a related customer-facing commercial role.
• A bachelor’s degree in Business, Engineering or a related field; relevant technical training; or equivalent professional experience.
• Fully bilingual in French and English (written and verbal) is required.
• Demonstrated success developing and growing complex strategic customer relationships.
• Proven ability to create and execute account plans, identify opportunities and deliver sustainable growth.
• Ability to build trusted relationships with executives, operational leaders and technical stakeholders.
• Strong business acumen, negotiation skills and solution-selling capabilities.
• Ability to lead cross-functional teams through influence rather than direct authority.
• Sufficient technical fluency to understand customer requirements, communicate solution capabilities and coordinate technical specialists.
• Excellent communication, presentation, organization and project-coordination skills.
• Experience using CRM platforms to manage account activities, opportunities and forecasts.
• Proactive, accountable and able to manage multiple complex priorities.
• Ability to travel up to 50% of the time, including overnight travel.
• Experience in physical security, enterprise technology, networking, IoT or a related industry.
• Familiarity with video surveillance, analytics, access control, intercom, or IP audio.
• Experience working with systems integrators, consultants, distributors and technology partners.
• Experience managing national or geographically dispersed customer relationships.
• Axis Certified Professional designation or willingness to obtain it following employment.

Skills

Required

• Enterprise sales
• Strategic account management
• National accounts
• Business development
• Customer relationship management
• Account planning
• Negotiation
• Solution selling
• Cross-functional leadership
• Technical fluency
• Communication
• Presentation

Preferred

• Physical security industry knowledge
• Enterprise technology
• Networking
• IoT
• Video surveillance
• Analytics
• Access control
• Intercom

Benefits

• Competitive Compensation: Including performance-based incentives.
• Comprehensive Benefits Package: Health, dental and vision insurance to support you and your family.
• Work-Life Balance: Flexible work arrangements and a supportive environment.
• Professional Development: Continuous learning opportunities, training programs and tuition reimbursement.
• Global Exposure: Opportunities to collaborate with international teams and visit our headquarters in Sweden.
• Sabbatical Program: A paid sabbatical every five years.
• Supportive Culture: Strong support from leadership and colleagues, helping you thrive in your role.
• The approximate total compensation range for this location and position is $155K-$175K, which includes a 70% base / 30% commission OTE, corporate bonus and car allowance. Please note that the pay range provided is a good faith estimate for the position at the time of posting. Actual compensation will be dependent on factors, including but not limited to, the individual's qualifications, experience, knowledge, skills, and abilities, as well as physical work location within the province.