Key Account Manager

About the Role

In this value & solution-selling role, you connect customers' business outcomes, such as lower operating costs, faster workflows or better on-shelf availability, to Scandit's Smart Data Capture Platform. Behind them is 17 years of our own machine learning, built on our three founders' ideas on how to capture, categorize and orchestrate data. It powers the Vision AI that runs through every product, giving decision-makers pure data to act on.

This new role reports up through Dean Lucente, Head of Sales, Americas. You will run your territory like your own business: your book of business will consist of both prospective and existing accounts. You will build your pipeline, close new contracts with new clients as well as retain and expand Scandit’s footprint in existing accounts. Our priority markets: healthcare, specialty retail, grocery, home improvement, logistics and airlines, plus manufacturing, life sciences, technology, utilities and public sector.

What You Will Do

Build your pipeline, win new logos and grow existing accounts.
Own your territory plan and defend where you spend your time with evidence.
Qualify the account and opportunity, leading with the customer's problem and business outcome, not features or the device.
Sell to C-level and line-of-business leaders across accounts, tell a champion from a helpful contact, and reach the economic buyer.
Run multi-stakeholder deals to signature, including the ROI case, pricing and negotiation, with BDRs, Deal Desk, Marketing, Product & Engineering.
Who You Are

5+ years as an enterprise software AE, with new logos and account growth, evidenced by attainment: quota, number and year.
Trained in a solution-focused sales method you have used to qualify and close enterprise deals across a customer's whole operation.
Strong business acumen: you sell to Directors and the C-Suite beyond IT and Operations and tie solutions to costs or revenue. Or you can demonstrate your ability to do so, if you don’t.
Solution oriented and commercially sharp: you build proposals based on ROI. Base-level pricing or margin-based commission experience is a plus.
You own your number, solve problems with evidence, thrive on feedback and coaching, and already use AI in your sales process.

We Support Your Sales Career

World class tech stack to make you as productive as possible
Company and sales onboarding track to get you selling fast
Regular regional and company wide sales events to ensure collaboration, communication and alignment.
Access to supporting functions including Business Development Representatives, Partnerships, Marketing, Customer Success, Sales Operations and Sales Enablement
Flat, accessible leadership structure to support in commercial activities: win as a team.
Salesforce, Gong, Highspot, DealHub and a dedicated deal desk.
Quarterly reviews in Zurich and Boston, and a yearly company outing.
Dedicated BDR, Partnerships, Customer Success, Solutions Consulting and RevOps teams, hands-on leaders, and a clear path into larger books of business.