What does a Key Account Manager do at noris
„A suitable description for a Key Account Manager would be enthusiastic team player.“
Interview Süleyman Karakoc
What does a key account manager do?
A key account manager is responsible for actively looking after customers, sales and results.
We also take care of consulting and further development, but the negotiation of long-term contracts is also an important topic for us. We are talking about contracts with a term of several years, which involve a certain degree of complexity.
Basically, I see myself in the role of strategist, because we sell IT outsourcing solutions with a certain strategy behind them.
The customers who choose us are primarily opting for a partnership-based collaboration that builds up over the years.
How did you get this job?
I completed my studies in Upper Franconia and realized that nothing was keeping me there. So I applied to various companies. However, I didn’t have much IT know-how beforehand and therefore describe myself more as a “career changer”, as I was new to selling virtualization solutions in particular.
In the end, I applied for a junior position at noris network AG and after 3–4 years I achieved Key Account Manager status.
What skills are essential for this?
You have to think outside the box in a certain way, because many issues are quite complex. You should also be able to put yourself in the customer’s shoes, which requires social skills in particular. You should also have a high affinity for IT solutions.
Of course, communication skills are a must, and you should also be prepared to build a partnership with the customer.
A suitable description for a Key Account Manager would be “enthusiastic team player”.
You should also have a certain understanding of different languages, especially German and English. This is because highly complex contracts need to be understood and possible risks analysed.
„
My personal claim is that what I sell is also realized. Customer satisfaction is my top priority.
”
What is most important to you when realizing projects?
My personal requirement is that what is sold is also realized. Customer satisfaction is the top priority.
Of course, not every wish can be fulfilled, but I really want to stand out from the competition and achieve the best possible results. I also like to offer customized solutions that require a lot of attention and empathy.
What makes your job so exciting for you and what motivates you?
Above all, I find the different customer requirements and IT projects very exciting. There is also the versatility, because every day is different and brings new tasks and challenges.
The job can really vary within a week, but in my opinion it never gets boring. Every customer group has its own personal requirements, and you have to adapt to them individually. There are also different risks to assess, which means you have to adapt to each customer.
What do you value about your daily work?
I particularly appreciate the diversity of communication in this job and my personal development from a career changer to a key account manager, because almost 8 years ago I didn’t understand that much about IT. During this time, I have been able to observe and experience both my own development and that of the company.
That makes me very proud and, above all, I enjoy my work.
What was your biggest success?
I took on a large customer, and it was important to get the final contract through, and we managed to do that.
We had to meet certain standards and expand the partnership. We have now been working with this customer for 20 years and I have been independently responsible for this partnership for 6 years.
Furthermore, we understand each other’s business processes in this relationship and I really appreciate that.
What further development opportunities are on offer?
Looking back on my career, I started as a junior account manager 7 ½ years ago, and today I am a key account manager for large customers. To get there, a few steps are definitely necessary. I am also currently on a leadership programme so that I can motivate other people around me for a specific project. Of course, I still enjoy working in sales, but in a few years I see myself in a role where I can take on more responsibility.
