Job Description

Overview

We are seeking a Major Account Manager to drive strategic growth within the hospitality sector across EMEA. This role focuses on developing global agreements with hotel operators and management companies, ensuring alignment with a portfolio of technology solutions used across guest-facing environments.

You will work closely with regional sales teams in an overlay capacity, helping to expand relationships, unlock new opportunities, and support success across key accounts.

Key Responsibilities

• Develop and maintain strong relationships with hotel operators, management companies, and consultants across EMEA.
• Identify key stakeholders and decision-makers within target organisations, building a sustainable pipeline of opportunities.
• Create and execute targeted account strategies to drive growth in collaboration with regional sales teams.
• Support channel partners by providing guidance, insights on new openings, and identifying opportunities within key accounts.
• Maintain accurate account and contact mapping within CRM systems.
• Build strong knowledge of the product portfolio and confidently present value propositions to customers.
• Lead commercial discussions and negotiations, working cross-functionally with internal teams (sales, marketing, product, and technical).
• Attend industry events and follow up on leads to progress business opportunities.

Requirements

• Minimum 5 years’ experience selling technology solutions into the hospitality sector.
• Strong commercial mindset with a track record of managing and growing key accounts.
• Ability to work across a complex ecosystem, including internal teams and external partners.
• Collaborative approach with experience working alongside sales, marketing, and technical stakeholders.
• Willingness to travel across the EMEA region.

Preferred Experience

• Experience working with large, multi-site or international hospitality groups.
• Background in AV, IT, or digital media technologies, including working with consultants, system integrators, or channel partners.
• Additional language skills beyond English are advantageous.