malt - Key Account Manager - Global Accounts
Responsibilities
• Ownership & Strategy: Design and execute tailored UK account plans in alignment with guidance from the GAM and Head of GAM. Take full ownership of local revenue signed targets, striving for a minimum of 100% target achievement. • Active Prospecting & Account Mapping: Drive high-volume, high-energy local prospecting across mapped accounts. Identify, engage, and pitch to country-level decision-makers and hiring managers across HR, Procurement, IT, and core Business Units. • Deployment & Pilot Leadership: Lead the successful rollout of global framework agreements locally. Source, initiate, and support pilot projects and first-time use cases to drive immediate platform adoption and long-term retention. • Cross-Functional Orchestration: Act as the local operational anchor for your accounts. Collaborate seamlessly with Marketing, Finance, Onboarding, Customer Success, and Managed Service Providers (MSPs)/vendor networks to clear operational roadblocks and ensure delivery excellence. • Consultative Value Selling & Pipeline Hygiene: Use consultative sales frameworks (e.g., MEDDIC) to surface client pain points, conduct deep-dive needs assessments, and present ROI-driven solution pitches. Maintain real-time pipeline hygiene, accurate deal stage tracking, and forecasting inputs in CRM. • Global Synergy & Market Insights: Collaborate with international Key/Global Account Managers across different regions to share best practices and ensure unified global execution. Provide critical UK-specific market insights for RFPs, local constraints, and emerging use cases. • AI & Modern Sales Stack: Leverage modern sales tools—including LinkedIn Sales Navigator, Modjo (or similar), and internal AI-driven enablement solutions—to streamline outreach, perform account analysis, and maximize daily sales efficiency. • ## Activity & Success Expectations • High-Rhythm Prospecting: Execute ~50 target outreach touchpoints/calls per week and secure ~6 face-to-face selling meetings weekly with new local hiring managers. • Pipeline Coverage: Build and maintain 4x pipeline coverage relative to revenue targets leading into your first full post-ramp quarter. • Project Activation: Consistently source new project opportunities (targeting 20+ initial project sourcings per quarter) to fuel account growth.
Benefits
• Clear Growth Path: Opportunities for clear career progression, including stepping up into Global Account Management (GAM) roles or expanding ownership across broader international territories and MSA-level strategies. • Impact & Scale: Join our largest growth engine in the UK at a time of rapid expansion, building from established framework contracts with world-renowned enterprise brands. • Life on planet Malt is the perfect space to thrive personally and professionally 💫 • 🤝 Onboarding: Before easing into your new role, you’ll spend your first week learning about our culture, products, and services with other onboardees at our office in Paris. • 💻 Remote work: Hybrid remote policy - 3 days office / 2 days home-office. • 🏖️ Annual leave: 30 days/year. • 📆 Sabbatical: 1 month paid sabbatical once you've been with Malt for 3 years. • 📈 Stock options: Every Malter is entitled to stock options. • 🩺 Private health insurance: Rewarded for healthy living by our UK provider Bupa. • 🚴 Cycle to work scheme: Save on a bike and equipment. • 🚊 Season ticket loan: Save on public transport. • 💸 Pension: Malt contributes 5% through Aviva. • 🐶 Dog friendly office: In the heart of London! • 📚 Free books: If you’re interested in learning more about any topic relevant to your career, just tell us the books you’d like to read, and we’ll order them for you—without any questions asked or approval processes to follow. • Ready? Get your ticket to Malt 🪐 • At Malt, we are committed to fostering an inclusive and diverse workplace. We recruit based on skills, experience, and potential, without any form of discrimination related to age, gender, sexual orientation, ethnicity, religion, or disability. Our mission is to create a work environment where everyone feels valued, respected, and safe to thrive. • Your profile may be subject to background screening. For more information see our candidate privacy policy.
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