Key Account Manager


Kent, WA

Seniority level

Mid-Senior level

Employment type

Full Time

Job Functionality


AFL provides industry-leading fiber optic products and services across the globe. Our company was founded in 1984 with a single fiber optic cable and now we manufacture over two thousand products, employ over 5,000 associates and consistently generate annual sales in excess of a billion-dollars in revenue.  With our commitment to professional growth and employee development, let AFL “Connect” you to your next career opportunity!

We are seeking a Key Account Manager for our AFL Hyperscale division.  The Key Account Manager has responsibility for sales to the list of target accounts within the area market, while mining new opportunities.  The individual is the primary contact on the accounts and responsible for complete customer satisfaction; building and maintaining positive relationships.


  • Set Global Account strategy and direction to drive new revenue by working directly with Key Decision Makers  – Coordinate global sales coverage and manage local territory sales execution
  • Oversee day to day operations and maintain strong executive level relationships throughout each account by presenting to customers, developing proposals and negotiating agreements
  • Negotiate all pricing for the designated account
  • Serve as the customer’s single point of contact; handle complaints, issues and concerns form customers
  • Oversee the creation and delivery of accurate quarterly and annual forecasts and account plans
  • Establish highly strategic, thoughtful and deliberate plans within the existing framework of a metric oriented business model
  • Leveraging consultative and relationship building selling techniques to identify current and future connectivity solutions
  • Maintain a thorough understanding of the service contract and customer account requirements
  • Understand and assist in shaping customer expectations for service and performance
  • Monitor customer Service Level Agreements
  • Identify and pursue opportunities for new/additional business with customers
  • Review and approve all project cost estimates, develop project quotes and deliver/review quotes with customers
  • Track billing and accounts receivable status and assist in timely resolution of collection issues


  • Bachelor’s degree in sales, marketing, business or related field
  • 4 to 6 years’ experience in technology sales with increasing levels of responsibility
  • Experience building demand with cycle times of 6-24 months
  • Documented track record of recognized success and business acumen
  • Proven experience managing in a matrix work environment
  • Familiar with Target Account Selling or other established sales methodology
  • Experience and proven track record of working with distributors and integrators

Personal Qualities

  • Creativity to take ideas from the drawing board to market
  • Comfortable working with C level executives at Fortune 500 companies and building necessary business relationships throughout the organization
  • Self-starter who takes initiative and works with limited direction
  • Highly trusted individual who maintains and expects high standards for self and team
  • Excellent communicator, both written and oral
  • Dynamic presenter with the ability to translate technical thoughts to everyday language