Kiona is a leading Nordic SaaS company delivering smart energy and building optimisation solutions that help reduce energy consumption, lower costs, and improve operational performance across building portfolios. Its portfolio of software solutions connects to existing building systems, enabling real-time insights, control, and scalable optimisation across complex environments.

We are looking for a commercially driven Key Account Manager to accelerate Kiona's growth in Poland, by acquiring new partners and developing new business opportunities in the market. You will play a leading role in expanding Kiona's partner ecosystem, winning new customers, and driving the company's commercial success within a lean, high-ownership team.

If you’re excited about building a partner ecosystem from the ground up, creating new business opportunities, and thriving in an entrepreneurial environment, this role is for you.

Responsibilities

• Build and Develop the Partner Network: Identify, approach, develop and onboard strategic partners - including system integrators, HVAC consultants, ESCOs, and other key players - to expand Kiona's presence and drive growth in the Polish market.

• Generate New Business: Develop a strong pipeline of qualified opportunities through proactive prospecting and partner-led sales, while maintaining accurate CRM data and reliable sales forecasts.

• Own the Sales Process: Manage opportunities end-to-end together with partners, from identifying customer needs and developing value-driven solutions through to contract negotiation, tenders, and deal closure.

• Collaborate to Win: Work closely with technical specialists, delivery teams, and customer care to deliver high-quality proposals, ensure the right solution fit, and provide a seamless customer experience.

• Represent Kiona: Build strong relationships with customers and partners, and represent Kiona professionally through customer meetings, industry events, and partner forums.

Background and Requirements

• Proven track record in B2B technical or solution sales, with hands-on experience selling Building Management Systems (BMS), Energy Management Systems (EMS), or closely related building automation solutions.

• Strong understanding of BMS and EMS platforms, smart building technologies, HVAC controls, and integrated building automation systems, with the ability to discuss technical solutions with both technical and commercial stakeholders.

• A proactive "hunter" with a strong commercial mindset and a proven ability to identify, develop, and win new business opportunities.

• Experience working with system integrators, MEP contractors, building automation partners, distributors, or technology solution providers is highly desirable.

• An established network within the BMS, EMS, building automation, HVAC controls, or systems integration market in Poland would be a strong advantage.

• Demonstrated ability to sell complex technical solutions involving multiple stakeholders and long sales cycles.

• Excellent relationship-building, presentation, and negotiation skills, with experience engaging customers, partners, and senior decision-makers.

• Strong pipeline management, CRM discipline, and sales forecasting capabilities.

• Kiona encourages the use of AI tools to enhance productivity and innovation. Curiosity and a willingness to integrate AI into everyday work are highly valued

• Comfortable working in a lean, entrepreneurial environment with a high level of autonomy and accountability.

• Fluent in Polish and professionally proficient in English.

Why join Kiona?

• An exciting opportunity to help grow one of Europe's leading digital building technology companies.

• A high-impact commercial role with significant ownership and autonomy.

• A collaborative international environment with experienced technical and commercial colleagues.

• Opportunities for professional development and career growth.

• A flexible working environment with the ability to work closely with customers and partners across the region.