Head of Key Account Management (w/m/d)

📌 Core Information

🔹 Job Title: Head of Key Account Management (w/m/d)

🔹 Company: Axon Ivy AG

🔹 Location: Munich, Bavaria, Germany

🔹 Job Type: Full-Time

🔹 Category: Software Development

🔹 Date Posted: April 14, 2025

🔹 Experience Level: 5-10 years

🔹 Remote Status: On-site

🚀 Job Overview

Key aspects of this role include:

• Leading the Key Account Management team and driving the overall management of existing customer sales
• Developing strategic concepts to expand our customer business
• Directly managing key accounts and building long-term customer relationships
• Identifying project potentials and generating orders to strengthen our position in the existing customer business

ASSUMPTION: This role requires a strategic mindset, strong leadership skills, and a proven track record in key account management or a similar role within the software industry.

📋 Key Responsibilities

✅ Lead the Key Account Management team and oversee the entire Professional Services revenue

✅ Develop and implement strategies to increase Umsatz im Bestandskundengeschäft (revenue in the existing customer business)

✅ Identify and pursue project opportunities with existing customers to generate new orders

✅ Collaborate with internal teams such as Presales, Consulting, and Professional Services to create tailored solutions and high-quality offers

✅ Build and maintain strong, long-lasting customer relationships

ASSUMPTION: This role requires excellent communication, negotiation, and project management skills, as well as the ability to work effectively with cross-functional teams.

🎯 Required Qualifications

Education: University or Fachhochschule degree in a relevant field

Experience: 5-10 years of experience in Key Account Management or a similar role, ideally with a focus on custom software development

Required Skills:

• Proven leadership and team-building skills
• Expertise in contract negotiations for software projects (Werkverträge, Dienstleistungsverträge)
• Strong communication and interpersonal skills in German and English
• Familiarity with common development models and methods such as Agile/Scrum and Wasserfall
• Passion for sales, growth, and expanding existing business

Preferred Skills:

• Experience in the software industry or a related field
• Fluency in additional languages

ASSUMPTION: Candidates with experience in the software industry or a related field, as well as those with additional language skills, may have an advantage in this role.

💰 Compensation & Benefits

Salary Range: €80,000 - €120,000 per year (based on experience and qualifications)

Benefits:

• International working environment
• Large responsibility and creative freedom
• Flat hierarchies and short decision-making processes
• Competitive salary package
• Modern work equipment
• Flexible work arrangements

Working Hours: Full-time position with flexible working hours

ASSUMPTION: The salary range provided is an estimate based on industry standards for similar roles in the Munich area. The actual salary may vary depending on the candidate's qualifications and experience.

📌 Applicant Insights

🔍 Company Context

Industry: Software Development

Company Size: 51-200 employees

Founded: 1994

Company Description:

• Axon Ivy is a leading provider of intelligent IT orchestration, helping companies across multiple industries seamlessly orchestrate and streamline their entire business operations
• The company's scalable and future-proof platform combines low-code and pro-code functionalities to enable employees from all departments to develop user-friendly solutions that optimize business processes
• Axon Ivy's headquarters are in Switzerland, with additional locations in Austria, Germany, and the USA

Company Specialties:

• Business Process Management
• Digital Business
• Change Management
• Automation
• Internet of Things (IoT)
• Digitalisierung
• Decision Management
• Smart Processes
• Customer Success
• Customer Journey
• Digitalization
• Digital Process Automation
• Digital Transformation
• Low-Code
• UI
• and Business Rule Management

Company Website: https://www.axonivy.com

ASSUMPTION: Axon Ivy is a well-established company with a strong reputation in the software industry. Its focus on intelligent IT orchestration and business process optimization sets it apart from other software development companies.

📊 Role Analysis

Career Level: Senior Management

Reporting Structure: This role reports directly to the management team and has overall responsibility for the Key Account Management team and the entire Professional Services revenue

Work Arrangement: Full-time, on-site position with flexible working hours

Growth Opportunities:

• Leading and developing the Key Account Management team
• Expanding the customer business and driving revenue growth
• Potential career progression into a more senior or executive role within the company

ASSUMPTION: This role offers significant growth opportunities for the right candidate, both in terms of team leadership and career progression within the company.

🌍 Location & Work Environment

Office Type: Modern, well-equipped office in Munich, Germany

Office Location(s): Munich, Germany

Geographic Context:

• Munich is the capital of Bavaria and the third-largest city in Germany
• The city is known for its vibrant culture, rich history, and strong economy
• Munich is home to many multinational corporations and is a major hub for the software industry

Work Schedule: Flexible, with the expectation of regular on-site presence at the Munich office

ASSUMPTION: Munich offers a high quality of life, with a strong job market and numerous cultural attractions. The city's central location in Europe makes it an ideal base for working with international clients.

💼 Interview & Application Insights

Typical Process:

• Online application and resume screening
• Phone or video screening
• On-site interviews with the hiring manager and other team members
• Final decision and job offer

Key Assessment Areas:

• Leadership and team-building skills
• Communication and interpersonal skills
• Contract negotiation and project management skills
• Strategic thinking and problem-solving abilities

Application Tips:

• Tailor your resume and cover letter to highlight your relevant experience and skills for this role
• Prepare for behavioral and situational interview questions that focus on your leadership, communication, and problem-solving skills
• Research Axon Ivy and the software industry to demonstrate your enthusiasm and understanding of the company and its market

ATS Keywords: Key Account Management, Team Leadership, Strategic Development, Sales Growth, Customer Relationship Management, Contract Negotiation, Agile Methodologies, Software Development, Project Management, Communication Skills, Empathy, Problem Solving, Client Engagement, Professional Services, Business Development, Innovation

ASSUMPTION: Axon Ivy uses an Applicant Tracking System (ATS) to screen and manage job applications. Including relevant keywords in your resume and cover letter can help your application stand out and increase your chances of being selected for an interview.

🛠️ Tools & Technologies

• Low-code and pro-code development platforms
• Project management tools (e.g., JIRA, Asana, Trello)
• Customer Relationship Management (CRM) software (e.g., Salesforce, HubSpot)
• Contract management tools (e.g., Conga, Icertis)

ASSUMPTION: The specific tools and technologies used by Axon Ivy may vary depending on the role and team requirements. Familiarity with common software development and project management tools is essential for this role.

👔 Cultural Fit Considerations

Company Values:

• Innovation
• Customer-centricity
• Collaboration
• Expertise
• Reliability

Work Style:

• Dynamic and fast-paced environment
• Strong focus on teamwork and collaboration
• Results-driven and goal-oriented culture
• Flexible and adaptable approach to work

Self-Assessment Questions:

• Do you thrive in a dynamic and fast-paced work environment?
• Are you a strong communicator with excellent interpersonal skills?
• Do you have a proven track record of leading teams and driving results?
• Are you comfortable working with international clients and teams?

ASSUMPTION: Axon Ivy values candidates who are innovative, customer-focused, and collaborative, with a strong work ethic and a results-driven attitude.

⚠️ Potential Challenges

• Managing a team remotely and ensuring their engagement and productivity
• Balancing the demands of existing customer management and new business development
• Navigating the complexities of the software industry and staying up-to-date with emerging technologies
• Adapting to the unique cultural and linguistic requirements of international clients

ASSUMPTION: These challenges can be overcome with strong leadership, effective communication, and a strategic approach to customer management and business development.

📈 Similar Roles Comparison

• Unlike other key account management roles, this position requires a strong focus on strategic development and business growth, in addition to day-to-day customer management
• This role is unique to the software industry and requires a deep understanding of software development processes and technologies
• Career progression in this role may lead to more senior or executive positions within the company or the software industry

ASSUMPTION: This role offers a unique combination of strategic, leadership, and customer management responsibilities, making it an attractive opportunity for experienced professionals in the software industry.

📝 Sample Projects

• Developing and implementing a strategic plan to expand the customer business in a specific region or industry vertical
• Identifying and pursuing project opportunities with existing customers to generate new orders and strengthen Axon Ivy's position in the market
• Building and maintaining strong, long-lasting customer relationships through regular communication, proactive problem-solving, and a customer-centric approach

ASSUMPTION: These sample projects illustrate the strategic, customer-focused, and results-driven nature of this role.

❓ Key Questions to Ask During Interview

• What are the key priorities for this role in the first 90 days?
• How does Axon Ivy support the professional development and growth of its employees?
• What are the most significant challenges facing the company and this role in the near future?
• How does Axon Ivy measure the success of its Key Account Management team and this role?
• What opportunities are there for career progression within the company or the software industry?

ASSUMPTION: These questions demonstrate your interest in the role, the company, and your long-term career prospects.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through this link: https://axonivy.jobs.personio.com/job/2049569
• Tailor your resume and cover letter to highlight your relevant experience and skills for this role
• Prepare for behavioral and situational interview questions that focus on your leadership, communication, and problem-solving skills
• Research Axon Ivy and the software industry to demonstrate your enthusiasm and understanding of the company and its market
• Follow up with the hiring manager, Laura von Kardorff, one week after submitting your application to confirm receipt and express your interest in the role

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.