Key Account Manager, EMEA and APAC (Controls)

Key Account Manager, EMEA and APAC (Controls) Location: Stamullen, Ireland Reports To: Global Controls Sales Manager Position Summary Key Account Manager, EMEA and APAC (Controls) (KAM) is responsible for leading, developing, and scaling Hanley Energy's Controls business across one or two assigned hyperscale, colocation, and mission-critical customer accounts in EMEA and APAC. The successful candidate combines strong technical knowledge of mission-critical controls with consultative selling skills and account management experience. Primary Responsibilities – Account Management • Own the commercial development of BMS, EPMS, and Controls opportunities within one or two assigned customer accounts. • Execute annual account growth plans aligned with Hanley Energy's Key Account strategy. • Build trusted relationships with customer management, engineering, operations, construction, subcontractors, and procurement teams. • Identify opportunities from early design through project execution. Technical Sales Ability Solutions: BMS, EPMS, Controls Integration, SCADA, Power Monitoring, Energy Analytics, Remote Monitoring, Digital Services, and Commissioning Support. Responsibilities: • Conduct technical discovery meetings. • Review customer requirements and control architectures. • Coordinate solution development with technical solution team and engineering teams. • Deliver technical presentations and workshops. • Develop value propositions and business cases. Opportunity & Pipeline Management • Develop and maintain a qualified sales pipeline • Accurately forecast opportunities using Salesforce CRM. • Coordinate capture strategies for major projects. • Support contract negotiations and commercial risk reviews. • Achieve annual bookings, revenue, and profitability objectives. Cross-Functional Collaboration Partner with Controls Engineering, Product Management, Project Management, Commissioning, Service Operations, Manufacturing, Procurement, and Regional Sales Teams. Qualifications Education: Bachelor's degree in Electrical, Mechanical, Controls, or related technical field. MBA desirable. Experience: • 2+ years in technical sales, account management, or business development. • 2+ years selling BMS, EPMS, controls, automation, electrical infrastructure, or digital building technologies • Proven success growing customer relationships and revenue. • Data center, mission-critical, hyperscale, or industrial experience preferred while transferable industry experience is also valued. Areas of Technical Expertise Controls: BMS, EPMS, SCADA, PLCs, BACnet, Modbus, OPC UA, Industrial Ethernet. Electrical: UPS, LV Switchgear, Busway, PDUs, RPPs, Generator Controls, Metering, Protection Systems.Mechanical: Air handling, cooling, and utilities systems Commercial Competence - Sales and Account management - Consultative solution selling • Executive relationship development • Technical presentations • Proposal development • Commercial negotiations • Pipeline and forecast management • Cross-functional leadership Key Performance Indicators • Annual bookings and revenue • Pipeline coverage and forecast accuracy • Growth within assigned accounts • Win rate • Gross margin • Customer satisfaction • Service contract growth • Cross-selling of Hanley Energy products and services Preferred Industry experience Data Center Infrastructure experience preferred. Nevertheless, industry experience in O&G, Petrochemical, L:NG, Semi-conductor, Building Automation and Industrial Automation are transferable and will be considered. Travel 10-20% travel to assigned account locations, primarily in EMEA