Key Account Manager

Axis Communications · Shanghai

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Job Description

The role is to find new business opportunities and drive sales within a selected number of accounts (5-15) in China mainland.

These accounts can be:

- a number selected MNC with the highest revenue potential for long term

- a number MNC end customers with high volume revenue by project demanding

- Identified segment partners from focus segments

The Key Account Manager (KAM) handles these accounts on daily basis, acting as a professional interface between the account and Axis.

In addition to this the individual KAM can have an added responsibility focusing on, for example: segments and/or collaborating with Technology Integrated Partner’s (TIP).

This means that the KAM should be driving sales with this target group in mind and also see that the competence around the segments/TIP’s in the sales team is on the right level.

This position is based in Shanghai.

What you’ll do here:

• Explore and develop new focus segment with high potential for long term

• Developing clear business plans for the selected accounts

• Lead and grow strategic relationships with selected EU/partner to drive long-term business growth.

• Set annual targets on each account and continuously follow up KPI’s on these.

• Working closely with account manager to make sure segment partners are well trained and have participated in academy course and qualified in ACP - Axis Camera Platform

• Conduct regular technology and solution update to end customers with support from Sales Engineers

• Arrange customer visit to Axis Experience Center (AEC)

• Identify, qualify, and develop large-scale opportunities through direct engagement and partner collaboration.

• Manage full sales cycle from pipeline creation to deal closure, in collaboration with sales engineering, channel, and marketing teams.

• Deliver accurate sales forecasting and account planning using SFDC and internal tools (e.g. Qlik).

• Own the customer project lifecycle and ensure internal coordination for pre-sales, design, delivery, and post-installation phases.

• Represent Axis at industry events, customer briefings, and executive engagements.

• Support to marketing activities with partners to attract new end-user opportunities

• Actively participate in solution scenario training (entry level), solution conference, partner summit on regular basis

• Familiar with Axis internal tools (e.g., Salesforce, Qlik, Axis Sales Methodology framework) or similar sales management platforms is highly preferred.

• Prepare sales reporting about new and existing projects via Salesforce

Who are we looking for:

• Bachelor’s degree or equivalent in engineering aspect

• 5+ years of experience in enterprise B2B sales, preferably in security or high-tech industries, MNC background is preferable, end customers sales experience is preferable

• Knowledge in network video or network infrastructure is preferable

• Strong business acumen with ability to engage both technical and executive-level stakeholders.

• Confident presenter and negotiator

• Experience with indirect sales

• Business-level English communication skills.

• Ability to work in a matrixed, cross-functional environment

Type of Employment

Posting End Date

Certain roles at Axis require background checks, which means applicable verifications will be done in these recruitments. Notice will be provided before we take any action.

About Axis Communications

We enable a smarter, safer world by creating innovative solutions for improving security and business performance. As a network technology company and industry leader, we offer solutions in video surveillance, access control, intercom, and audio systems, enhanced by intelligent analytics applications.

With around 6000 committed employees in over 50 countries, we collaborate with partners worldwide. Together, we thrive in our friendly, open, and collaborative culture and inspire each other to think beyond the expected. United by our commitment to inclusion, diversity, and sustainability, we consistently seek to develop our skills and way of working.

Let´s create a smarter, safer world

For more information about Axis, please visit our website www.axis.com.

Listen to Get To Know Axis – Podcast

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