The Key Account Manager – Controls (KAM) is responsible for owning and expanding strategic customer relationships across our controls portfolio. This role combines commercial leadership with deep technical understanding of building automation, industrial controls, and integrated systems. The KAM will drive account strategy, identify growth opportunities, and ensure flawless execution across cross‑functional teams.
Position Title: Key Account Manager (KAM) – Controls
Location: Herndon, VA, United States of America or Stamullen, Co.Meath Ireland ( Hybrid)
Reports To: VP of Sales, Controls, Key Account Management
Key Responsibilities
- Account Strategy — Develop and execute multi‑year strategic plans for priority accounts, including revenue targets, product penetration, and competitive positioning.
- Controls Expertise — Serve as the subject‑matter expert on controls solutions, including system architecture, integration requirements, and value‑based differentiation.
- Pipeline Development — Identify, qualify, and advance opportunities across the full controls portfolio.
- Customer Engagement — Build trusted advisor relationships with engineering, procurement, operations, and executive stakeholders.
- Cross‑Functional Leadership — Partner with engineering, product management, operations, and service teams to deliver customer outcomes.
- Forecasting & Reporting — Maintain accurate forecasts, account plans, and performance metrics.
- Contract & Pricing Management — Negotiate pricing, terms, and long‑term agreements aligned with business objectives.
Required Qualifications
- Bachelor’s degree in Engineering, Business, or related field
- 5+ years in Key Account Management, Technical Sales, or Controls/Automation roles
- Strong understanding of building automation, industrial controls, or system integration
- Proven ability to manage complex accounts and multi‑stakeholder environments
- Excellent communication, negotiation, and relationship‑building skills
Preferred Qualifications
- Experience with enterprise‑level controls platforms
- Background in HVAC controls, PLC/SCADA systems, or IoT‑enabled automation
- Demonstrated success in strategic selling and long‑cycle opportunities
Success Indicators
- Revenue growth across assigned accounts
- Increased share of controls portfolio
- Strong customer satisfaction and retention
- Effective collaboration with internal teams
- Accurate forecasting and disciplined account planning
Work Location: Ashburn, Virginia, US
