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About the Role

Kiona is seeking a commercially driven Key Account Manager to accelerate growth in Germany by acquiring new partners and developing new business opportunities. This role involves building a partner ecosystem from the ground up, creating new business opportunities, and thriving in an entrepreneurial environment.

Responsibilities

• Identify, approach, develop, and onboard strategic partners, including system integrators, HVAC consultants, ESCOs, and other key players, to expand Kiona's presence and drive growth in the German market.
• Develop a strong pipeline of qualified opportunities through proactive prospecting and partner-led sales, while maintaining accurate CRM data and reliable sales forecasts.
• Manage opportunities end-to-end with partners, from identifying customer needs and developing value-driven solutions through to contract negotiation, tenders, and deal closure.
• Collaborate with technical specialists, delivery teams, and customer care to deliver high-quality proposals, ensure the right solution fit, and provide a seamless customer experience.
• Build strong relationships with customers and partners, and represent Kiona professionally through customer meetings, industry events, and partner forums.

Requirements

• Proven track record in B2B technical or solution sales within building automation, HVAC, energy management, smart buildings, or related technology markets.
• A proactive “hunter” with a strong commercial mindset and a proven ability to generate new business.
• Experience working with channel partners, system integrators, distributors, or solution partners is highly desirable.
• Existing network within the building automation, HVAC controls, or systems integration market in Germany would be a strong advantage.
• Strong understanding of building automation or energy management environments, with the ability to communicate technical concepts to both technical and commercial stakeholders.
• Excellent relationship-building and negotiation skills with customers, partners, and senior decision-makers.
• Structured approach to pipeline management, CRM, and sales forecasting.
• Comfortable working in a lean, entrepreneurial team with high individual responsibility.
• Fluent in German and professional English.

Skills

• B2B technical sales
• Solution sales
• Building automation
• HVAC
• Energy management
• Smart buildings
• Partner network development
• New business generation
• Sales process management
• Pipeline management
• CRM
• Sales forecasting
• Relationship building
• Negotiation
• Communication

Location

• Germany

Work Type

• Flexible working environment

Experience Level

• Proven track record in B2B technical or solution sales

Benefits

• Opportunities for professional development and career growth.

About the Company

• Kiona is a leading Nordic SaaS company delivering smart energy and building optimisation solutions that help reduce energy consumption, lower costs, and improve operational performance across building portfolios.
• Its portfolio of software solutions connects to existing building systems, enabling real-time insights, control, and scalable optimisation across complex environments.