Join us, help leading organizations unlock the full value of Fotoware through strategic partnerships and growth.

Every day, trusted news reaches readers, critical evidence is available when needed, cultural heritage is preserved for future generations, and unforgettable sporting moments are shared with the world. Fotoware helps make this possible by ensuring the digital content behind these experiences can be found, managed, and shared seamlessly and compliantly.

As our next Key Account Manager, your work will help the organizations behind these stories get the most value from their investment in Fotoware. You will build and strengthen relationships with key customers, understand their evolving needs, and act as a trusted advisor, helping them achieve their business goals through our platform.

You will play a central role in driving customer retention, expansion, and long-term success by identifying growth opportunities, leading strategic account planning, and ensuring a great customer experience. Working closely with Customer Success, Product, Support, and Sales, you will help turn satisfied customers into long-term partners and advocates for Fotoware.

Key responsibilities:

• Own and develop a focused portfolio of approximately 20-25 strategic accounts with strong ICP fit, high ARR potential, and clear strategic account expansion opportunities.

• Build deep relationships with executive sponsors, system owners, commercial buyers, partners, and other key stakeholders in each strategic account.

• Create and execute strategic account plans focused on expansion, upsell, cross-sell, migration, department growth, new use cases, and long-term account value.

• Drive retention and revenue growth in strategic accounts by identifying business pains, expansion hypotheses, value drivers, and commercial triggers.

• Work actively with both inbound and outbound opportunities, taking responsibility for qualifying, shaping, progressing, and closing new logo opportunities in addition to account expansion.

• Spend approximately 50% of commercial target focus on new logo acquisition, including outbound prospecting, inbound follow-up, account-based outreach, and collaboration with Marketing and Sales on pipeline creation.

• Negotiate renewals, uplift, price increases, rebates, and expansion agreements within approved commercial guidelines.

• Collaborate closely with CSM, Product Specialists, Marketing, Partners, Professional Services, and Support to deliver coordinated customer experience and maximize commercial outcomes.

• Maintain accurate CRM data, account plans, forecasts, pipeline stages, stakeholder maps, next steps, and commercial actions.

• Represent our brand in relevant events, seminars, conferences, for the purpose of generating leads or to strengthen relationship with key accounts

Required Competencies:

• German speaking

• Strong strategic account management skills, with ability to build long-term relationships and influence senior stakeholders.

• Proven commercial mindset and ability to identify, shape, negotiate, and close both expansion opportunities and new logo deals.

• Experience with outbound prospecting, inbound lead follow-up, account-based selling, pipeline creation, and disciplined sales execution.

• Analytical ability to assess account potential, ICP fit, expansion triggers, churn risk, pipeline health, and forecast reliability.

• Ability to translate customer business pains and strategic goals into clear value propositions, account plans, and commercial actions.

• Strong collaboration skills across Sales, CSM, Marketing, Product Specialists, Partners, Professional Services, and Support.

• Structured, self-driven, and comfortable managing a smaller number of high-value accounts with deeper engagement and higher commercial expectations.

• Growth mindset, resilience, high ownership, and strong communication skills in both customer-facing and internal settings.

Fotoware offers you:

• A company certified as Great Place to Work in 2026 and awarded Norway's Best Workplace in 2020, 2021 and 2022. We were also awarded one of Europe’s Best Workplaces in 2020 and 2021

• An inclusive workplace which values flexible workstyles, work hours and diversity

• A key role in a company with more than 25 years of experience in helping thousands of customers globally to manage their digital media files and workflows

• An international environment filled with possibilities for personal and professional growth

• Travel insurance and private health insurance that includes free physiotherapy and psychological treatment

Fotoware is a place where you will have opportunities to shape your own role, work independently, and share your expertise with the rest of our company. If you want to be part of our team, we would like to hear from you!

Please send your CV and application in either English or Norwegian as soon as possible.

For more information about Fotoware visit: Fotoware.com