Rest of World (ROW) Key Account Direct Sales Manager

Job Title:

Rest of World (ROW) Key Account Direct Sales Manager

Location:

Western Europe

Reports To:

ROW Sr. Sales Director

Direct Reports: Yes.

Position Summary:

The ROW Key Account Direct Sales Manager will lead strategic engagement with key accounts across EMEA and APAC ensuring consistent execution of global account strategies while tailoring approaches to regional needs. This role requires strong leadership cross-regional collaboration and a focus on driving growth through direct sales and strategic account management.

Key Responsibilities:

Global & Regional KA Strategy

• Collaborate with the KA Sales Manager in the Americas on global account strategy performance and execution.
• Coordinate efforts to provide consistent service and communication across all regions.
• Serve as the priority owner for KAs outside the Americas (ROW).

Contract Management

• Identify and calendar all contract terms renewal dates and negotiation timelines.
• Jointly lead contract negotiations with priority ownership based on revenue contribution by region.
• Ensure contracts reflect global and regional requirements including pricing terms and compliance with local regulations.

Validation of Tools by Product and KA

• Drive validation of tools provided to each KA ensuring alignment with account needs.
• Conduct regular reviews of product adoption performance and usage.
• Work with internal teams (product development marketing etc.) to address gaps and improve value delivered to accounts.

Communication Strategy for GTM Sales

• Develop and implement a clear communication strategy for direct and indirect go-to-market sales efforts.
• Align with DAMs and CPMs to ensure consistent messaging and execution across all channels.
• Maintain open communication with internal teams to integrate KA strategies into broader GTM plans.

Cross-Region Collaboration

• Share insights best practices and market intelligence between Americas and ROW teams.
• Align on global account strategies while allowing for regional customization to address local market needs.
• Monitor and adapt strategies for cultural regulatory and market-specific nuances in ROW markets.

Qualifications:

• Proven experience in Key Account Management and Direct Sales leadership across multiple regions.
• Strong negotiation and contract management skills.
• Ability to lead and develop a team of direct and inside sales professionals.
• Excellent communication and collaboration skills across global teams.
• Fluency in English; additional European languages preferred.
• Willingness to travel across EMEA and APAC regions.

Performance Metrics:

• Revenue growth and profitability for ROW key accounts.
• Successful execution of global KA strategies in ROW markets.
• Customer satisfaction and retention.
• Effective cross-regional collaboration and communication.