Key Account Manager - ETP (Embedded Technical Partner)

About the role

Axis Communications is looking for a senior Key Account Manager to act as an Embedded Technical Partner (ETP). You will embed our hardware technology into partner product ecosystems, secure design‑in wins and manage the partnership from prototype to mass production.

Key responsibilities

• Identify and build partnerships with leading manufacturers to integrate our hardware components into their product roadmaps.
• Develop and nurture relationships across C‑suite, product management and engineering to become the preferred long‑term hardware provider.
• Collaborate with partners to define joint value propositions that highlight performance benefits.
• Oversee the transition from prototyping and testing to full‑scale production and post‑launch support.
• Bridge partner engineering teams with internal R&D and supply‑chain functions to meet technical specifications and delivery timelines.
• Lead complex negotiations on long‑term supply agreements, pricing structures and intellectual‑property considerations.

Required profile

• 5+ years of B2B hardware sales, OEM account management or strategic alliances experience (semiconductors, IoT, electronics, industrial modules).
• Strong technical literacy – comfortable discussing hardware architecture, datasheets and integration challenges.
• Proven ability to manage long sales cycles (6‑18 months) and maintain partner momentum.
• Experience drafting and closing multi‑year contracts with a focus on sustainable growth.
• Excellent English communication skills, able to translate technical benefits into business value.
• Familiarity with global supply‑chain dynamics and hardware manufacturing processes.

Required skills

• Networking
• IP‑based technologies
• Hardware architecture
• Datasheet analysis
• Hardware integration
• Supply‑chain dynamics
• Hardware manufacturing processes