• Identify and recruit new partners within Xray’s ideal partner profile • Evaluate potential strategic partners to ensure synergy with their services, client base, and Atlassian ecosystem connections • Build and nurture strong relationships with Xray partners, including software vendors, resellers, and consultants • Reactivate inactive Xray partners and drive retention of existing ones • Serve as the main point of contact for your partner portfolio, understanding their business objectives and aligning Xray's capabilities to meet their needs • Conduct regular partner meetings, providing updates, sharing best practices, and addressing any concerns or issues • Collaborate with partners to develop and execute joint go-to-market plans that drive partner success and revenue growth • Track partner performance metrics, including revenue, customer satisfaction, and partner margins, and provide insights and recommendations to drive growth

Title: Senior Account Manager Location: London England GB Hybrid Client Services Full time Job Description: We have an exciting opportunity for an accomplished and forward-thinking Senior Account Manager to join us in our London studio to work with our fantastic portfolio of consumer clients. We're looking for a confident and organised individual who will be playing a crucial role in strategically leading the day-to-day relationship with clients, helping them position and transform their brands across multiple touchpoints and the consumer journey - from brand identity and packaging through to motion, activation, and experience. What you will do; - Strategically lead the day-to-day relationship with clients and continue to build wider strong relationships - Help clients position their brands across multiple touchpoints and the consumer journey - from brand identity to packaging, through to motion, activation, and experience - Lead account and project activity, identifying any road-blockers or potential issues ahead and solving these proactively - Drive forward the creative for any brief, partnering with the creative teams to deliver with excellence - Deep understanding of the client's business and needs, understanding their product/service, goals, motivations, pressures, and challenges - Bring strategic insight to client conversations and refocus creative teams and clients with strong negotiation skills - Strong commercial acumen to scope and deliver viable project plans, budgets and timelines Requirements What you'll have done; - You have previous experience working in a similar agency environment - You have experience of working with clients across a global footprint - You have proven confidence to negotiate and communicate with both peers and clients - You have experience working on FMCG or consumer product brands, with an understanding of packaging and production processes — from artwork management through to print and manufacturing - You have held the position of a trusted voice and leader to clients, providing appropriate advice and guidance from the beginning to end of a project - You possess strong financial skills with the ability to deliver on client needs and budget You have the ability to think about the "big idea" with strong attention to detail and proven execution Who you are; - You are a natural leader, comfortable at guiding conversations and identifying new opportunities that stretch both the scope of the work and brands, ultimately delivering organic growth - You have great attention to detail and sound commercial acumen - You are a proactive self-starter with a curious nature and have the ability to demonstrate both creativity and intellect about what's next for the brand and your clients - You have fantastic communications skills, both verbal and written - You are highly organised and able to make quick and smart decisions - You are eager to explore the next new ways in all aspects of a brand, having awareness of the latest brandworld insights and trends as well as understanding how brands engage with customers across an omni-channel basis - You are a natural problem seeker and solver - An Animal lover, this role may involve Puppies, Kittens and other furry friends Benefits What we offer; Alongside a market appropriate salary commensurate with the level of this role, you will have access to an outstanding benefits package including: - 26 days base holiday plus Christmas closure, inspiration days and oxygen days - 5% pension contribution with salary sacrifice - Hybrid working environment 2-3 days in the office with an anchor day (Thursday) - Flexible working hours (8-10am and 4-6pm) and 3PM finish Fridays - Monthly home working allowance - Annual salary review and bonus scheme - Performance based promotions - Healthcare cashback scheme and life assurance - Enhanced parental benefits - Annual Summer and Christmas party - Up to 4 weeks’ ‘Workcation’ every year

Role Description The Key Account Manager – AOR / EOR Community is responsible for building strategic relationships with Architects of Record, Engineers of Record, design consultants, code consultants, and specification-influencing firms that shape national life safety standards for major end clients. This role will sell PSS services to the AOR / EOR community by helping them support end-client brand standards, improve design consistency, reduce execution risk, and promote scalable fire and life safety solutions built around Edwards and Kidde Commercial products. The position serves as a consultative commercial leader, connecting design communities, end-client standards, channel partners, and internal PSS delivery teams to create repeatable programs across design, project management, installation support, service, and lifecycle planning. Key Responsibilities - Develop and manage strategic relationships with AOR, EOR, architectural, engineering, and consulting firms that influence end-client life safety standards and specifications. - Sell PSS services to the AOR / EOR community by positioning PSS as a manufacturer-backed resource for design support, program standards, technical alignment, project management, and lifecycle service planning. - Promote end-client brand standards by helping design firms create consistent, scalable, and defensible fire and life safety approaches across multi-site portfolios. - Advance Edwards and Kidde Commercial product preference through consultative education, specification support, basis-of-design discussions, and solution alignment. - Support solution positioning for EST4, EVOLVE, EDGE, HyperSpike, Modulaser ASD, gas detection, employee alarming, mass notification, voice evacuation, and other life safety technologies where they solve customer pain. - Partner with AOR / EOR firms before formal bid activity to influence standards, identify program opportunities, and create pull-through for PSS services and channel partners. - Coordinate closely with PSS sales, design, project management, field engineering, service operations, product management, and channel leadership to translate design intent into executable customer programs. - Identify target end clients, portfolio standards, active design cycles, upcoming rollouts, and renovation programs where PSS can support the design community and create commercial opportunities. - Build pipeline, qualify opportunities, support proposals, manage forecasting, and maintain disciplined CRM activity for AOR / EOR-driven opportunities. - Act as the voice of the design community internally, ensuring technical questions, documentation needs, specification gaps, and standards-development opportunities are captured and addressed. - Support executive account reviews by presenting AOR / EOR strategy, pipeline health, target firms, product pull-through, and end-client influence opportunities. Success Measures - Growth in AOR / EOR relationships, target-firm engagement, and specification-influencing activity. - Increased pull-through of PSS services tied to end-client brand standards, design support, project execution, and lifecycle service opportunities. - Expanded preference for Edwards and Kidde Commercial products in owner standards, design guides, prototypes, and multi-site program specifications. - New pipeline generated through AOR / EOR communities, consultant referrals, and design-stage influence. - Improved internal visibility into design firm priorities, end-client standards, project cycles, and competitive specification risks. - Strong forecast discipline, CRM hygiene, executive visibility, and account planning maturity. Qualifications - High School Diploma - 5+ years of experience in key account management, strategic sales, national accounts, consultant relations, A&E business development, or enterprise account leadership Preferred Qualifications - Bachelor’s degree - Experience working with architects, engineers, design consultants, code consultants, owners, enterprise end clients, or specification-influencing communities. - Strong commercial skills in account planning, relationship development, pipeline management, proposal support, and executive-level communication. - Ability to coordinate cross-functional teams including sales, design, project management, product support, field operations, service, and channel partners. - Strong consultative selling skills with the ability to understand customer pain, design intent, operational risk, brand standards, and long-term lifecycle value. - Experience in fire alarm, life safety, low voltage, building systems, national programs, retail, industrial, commercial construction, or other technical service-led environments preferred. - Ability to operate in a fast-moving growth environment where market education, process creation, and relationship development are critical to success. - Willingness to travel as needed to support AOR / EOR meetings, consultant education, end-client strategy sessions, site visits, conferences, and internal planning. - Existing relationships with AOR, EOR, A&E, consulting engineering, code consulting, or national design firms. - Experience influencing specifications, basis-of-design discussions, owner standards, national account standards, or multi-site program requirements. - Familiarity with Edwards and Kidde Commercial platforms, including EST4, EVOLVE, EDGE, HyperSpike, Modulaser ASD, gas detection, employee alarming, mass notification, and voice evacuation solutions. - Experience supporting end-client brand standards, prototype design packages, design guides, rollout standards, or national program playbooks. - Training in Korn Ferry Consultative Selling or a comparable consultative sales framework. - Demonstrated ability to leverage AI tools and digital sales technologies to improve target-account research, AOR / EOR mapping, customer insights, proposal quality, sales productivity, and pipeline development. Compensation and Benefits - Individuals may be eligible for an annual performance bonus based on both individual and company’s performance. - The final compensation for this position will be set based on the individual’s knowledge, skills, and experience as it relates to the job requirements. - Kidde Global Solutions is committed to providing a competitive benefits package to our employees including medical, dental, and vision coverage, life and disability insurance, retirement plan, paid time off (vacation, sick, company holidays), 401(k) with employer match, EAP assistance, and more.

• Identifizierung und Erschließung neuer Vertriebs- und Geschäftsmöglichkeiten im Verteidigungssektor, einschließlich neuer Märkte, Produkte und Partnerschaften • Hauptansprechpartner zwischen dem Unternehmen und seinen Kunden im Verteidigungsbereich, um deren Bedürfnisse zu verstehen und zu erfüllen • Regelmäßige Kundengespräche zur Besprechung laufender Projekte, zukünftiger Anforderungen und potenzieller neuer Geschäftsmöglichkeiten • Gemeinsam mit dem Business Development Manager Verteidigung strategische Kundenpläne entwickeln und umsetzen, um die Umsatzziele zu erreichen und den Marktanteil auszubauen • Überzeugende Präsentationen und Angebote erstellen und präsentieren, die auf die individuellen Bedürfnisse der Kunden im Verteidigungsbereich zugeschnitten sind