Key Account Manager, EMEA and APAC (Controls) (KAM) is responsible for leading, developing, and scaling Hanley Energy’s Controls business across one or two assigned hyperscale, colocation, and mission-critical customer accounts in EMEA and APAC.
The successful candidate combines strong technical knowledge of mission-critical controls with consultative selling skills and account management experience.
Primary Responsibilities – Account Management:
Own the commercial development of BMS, EPMS, and Controls opportunities within one or two assigned customer accounts. • Execute annual account growth plans aligned with Hanley Energy’s Key Account strategy. • Build trusted relationships with customer management, engineering, operations, construction, subcontractors, and procurement teams. • Identify opportunities from early design through project execution.
Technical Sales Ability:
Solutions: BMS, EPMS, Controls Integration, SCADA, Power Monitoring, Energy Analytics, Remote Monitoring, Digital Services, and Commissioning Support.
Responsibilities:
• Conduct technical discovery meetings.
• Review customer requirements and control architectures.
• Coordinate solution development with technical solution team and engineering teams.
• Deliver technical presentations and workshops.
• Develop value propositions and business cases.
Opportunity & Pipeline Management:
• Develop and maintain a qualified sales pipeline
• Accurately forecast opportunities using Salesforce CRM.
• Coordinate capture strategies for major projects.
• Support contract negotiations and commercial risk reviews.
• Achieve annual bookings, revenue, and profitability objectives.
Cross-Functional Collaboration:
Partner with Controls Engineering, Product Management, Project Management, Commissioning, Service Operations, Manufacturing, Procurement, and Regional Sales Teams.
Qualifications:
Education: Bachelor’s degree in Electrical, Mechanical, Controls, or related technical field. MBA desirable.
Experience:
• 2+ years in technical sales, account management, or business development.
• 2+ years selling BMS, EPMS, controls, automation, electrical infrastructure, or digital building technologies
• Proven success growing customer relationships and revenue.
• Data center, mission-critical, hyperscale, or industrial experience preferred while transferable industry experience is also valued.
Areas of Technical Expertise:
Controls: BMS, EPMS, SCADA, PLCs, BACnet, Modbus, OPC UA, Industrial Ethernet. Electrical: UPS, LV Switchgear, Busway, PDUs, RPPs, Generator Controls, Metering, Protection Systems.Mechanical: Air handling, cooling, and utilities systems
Commercial Competence:
- Sales and Account management
- Consultative solution selling • Executive relationship development • Technical presentations • Proposal development • Commercial negotiations • Pipeline and forecast management • Cross-functional leadership
Key Performance Indicators:
• Annual bookings and revenue
• Pipeline coverage and forecast accuracy
• Growth within assigned accounts
• Win rate • Gross margin
• Customer satisfaction
• Service contract growth
• Cross-selling of Hanley Energy products and services
Preferred Industry experience:
Data Center Infrastructure experience preferred. Nevertheless, industry experience in O&G, Petrochemical, L:NG, Semi-conductor, Building Automation and Industrial Automation are transferable and will be considered.
Travel: 10-20% travel to assigned account locations, primarily in EMEA
Work Location: Stamullen
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