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.

We are looking for a commercially driven Key Account Manager to accelerate Kiona's growth in Germany, by acquiring new partners and developing new business opportunities in the market. You will play a leading role in expanding Kiona's partner ecosystem, winning new customers, and driving the company's commercial success within a lean, high-ownership team.

If you’re excited about building a partner ecosystem from the ground up, creating new business opportunities, and thriving in an entrepreneurial environment, this role is for you!

Responsibilities

Build and Develop the Partner Network: 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.
Generate New Business: Develop a strong pipeline of qualified opportunities through proactive prospecting and partner-led sales, while maintaining accurate CRM data and reliable sales forecasts.
Own the Sales Process: Manage opportunities end-to-end together with partners, from identifying customer needs and developing value-driven solutions through to contract negotiation, tenders, and deal closure.
Collaborate to Win: Work closely with technical specialists, delivery teams, and customer care to deliver high-quality proposals, ensure the right solution fit, and provide a seamless customer experience.
Represent Kiona: Build strong relationships with customers and partners, and represent Kiona professionally through customer meetings, industry events, and partner forums.

Background and 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
An exciting opportunity to help grow one of Europe's leading digital building technology companies.
A high-impact commercial role with significant ownership and autonomy.
A collaborative international environment with experienced technical and commercial colleagues.
Opportunities for professional development and career growth.
A flexible working environment with the ability to work closely with customers and partners across the region.

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