Key Account Manager

Summary

Join our Digital Product Engineering company as an experienced Account Manager to drive new business and expand our portfolio within the high-value hotel and hospitality industry. This strategic role focuses on growing our North American hospitality customer base. You will be responsible for client relationship management, account growth and retention, and leveraging industry expertise. Success in this role requires strong sales performance, proven leadership, and a deep understanding of the hospitality sector. The ideal candidate will have existing connections within our customer network. This hands-on position demands collaboration with internal teams and achieving ambitious revenue targets.

Requirements

• 8+ years in IT services sales, with at least 3 years in a leadership role with a strong exposure to the hospitality industry
• Strong strategic thinking, exceptional communication and negotiation skills; experience with long sales cycles and complex deal structuring
• Deep understanding of the IT services landscape, including managed services, consulting, and digital transformation, as well as exposure to the hospitality industry
• Skilled in using data and sales metrics to inform strategy and drive decision-making
• Familiarity with CRM systems (e.g., Hubspot), sales enablement tools, and analytics software
• Bachelor’s degree in Business, Marketing, Information Technology, or a related field

Responsibilities

• Act as the main point of contact for hospitality clients, building strong, long-lasting relationships
• Conduct regular check-ins, reviews, and feedback sessions to ensure client satisfaction and address any issues
• Build and maintain relationships with senior-level stakeholders and decision-makers across customers
• Identify upselling and cross-selling opportunities by understanding clients’ evolving needs and business objectives
• Anchor Thinking breakthrough sessions to understand business problems and suggest solutions/ accelerators/ automations
• Collaborate with internal teams to create proposals, presentations, and solution demonstrations tailored to client needs
• Meet or exceed account growth targets, retention, and satisfaction metrics
• Stay updated on hospitality industry trends, and client challenges to proactively identify new opportunities and product improvements
• Provide insights to product development based on client feedback and industry trends
• Act as a trusted advisor to clients on product features, updates, and best practices
• Represent the company at industry conferences, forums, and events to build our brand, network with clients, and identify new business opportunities
• Work closely with cross-functional teams, including marketing, solution architects, and delivery teams, to ensure seamless client proposals and engagements
• Partner with the legal and finance teams to structure contracts, manage negotiations, and align on terms that mitigate risk while driving business value
• Ensure that sales strategies and approaches align with overall company goals and capabilities
• Achieve a revenue growth target of 5M$ in new business revenue by upselling/cross-selling across our hospitality customers during the first year
• Establish regular C level connects with customers focused around steering and value-adds

Preferred Qualifications

MBA or equivalent is a plus