Key Account Manager - IT services

👋🏼 We're Nagarro.

We are a digital product engineering company that is scaling in a big way! We build products, services, and experiences that inspire, excite, and delight. We work at scale — across all devices and digital mediums, and our people exist everywhere in the world (18 000+ experts across 39 countries, to be exact). Our work culture is dynamic and non-hierarchical. We're looking for great new colleagues. That's where you come in!

By this point in your career, it is not just about the tech you know or how well you can code. It is about what more you want to do with that knowledge. Can you help your teammates proceed in the right direction? Can you tackle the challenges our clients face while always looking to take our solutions one step further to succeed at an even higher level? Yes? You may be ready to join us.

We are looking for a Key Account Manager to grow and develop one of our strategic retail customers in Spain. The role is focused on building trusted relationships, understanding the customer's business priorities, and identifying opportunities where our digital, technology, and consulting capabilities can create clear business value. This is not a pure sales role. We are looking for someone who can act as a trusted advisor, connect business and technology stakeholders, and turn customer challenges into long-term growth opportunities.

Customer Growth and Relationship Management

• Own and grow the relationship with a strategic retail customer in Spain.
• Build strong relationships across business, IT, digital, and executive stakeholders.
• Develop a deep understanding of the customer's strategy, operating model, pain points, and investment priorities.
• Identify new opportunities for growth within existing buying centers and new areas of the customer organization.
• Create and maintain a structured account growth plan.

Business Development

• Drive revenue growth by identifying, shaping, and closing new opportunities.
• Position relevant capabilities across digital transformation, AI, data, cloud, customer experience, commerce, and software engineering.
• Work closely with delivery teams to turn successful projects into further business opportunities.
• Lead proposal activities together with solution, delivery, and commercial teams.
• Build a strong and realistic pipeline with clear next steps and ownership.

Strategic Account Planning

• Define clear account objectives, growth bets, and stakeholder maps.
• Understand the customer's retail business model, competitive pressures, and transformation agenda.
• Translate business challenges into technology-led opportunities.
• Track account performance, pipeline development, revenue growth, margin, and customer satisfaction.

Internal Collaboration

• Collaborate closely with delivery, technology, marketing, partner teams, and senior leadership.
• Ensure a smooth handover from sales to delivery and remain involved to secure customer satisfaction.
• Bring the right experts into customer conversations at the right time. Share customer insights internally to improve positioning, offerings, and delivery quality.

• 15+ years of experience in key account management, business development, or strategic sales.
• Strong experience in the Retail industry in Spain or with Spanish retail customers.
• Good understanding of retail topics such as customer experience, e-commerce, loyalty, supply chain, store operations, data, and digital transformation.
• Experience selling or shaping technology services, digital solutions, consulting, or software engineering services.
• Strong ability to build relationships with senior stakeholders.
• Experience managing complex sales cycles and multi-stakeholder environments.
• Proven track record of growing existing accounts.
• Fluent Spanish and English are required.

Ideal Candidate Profile

You are someone who can combine relationship building, business understanding, and commercial drive. You should be able to:

• Understand what matters to the customer beyond the immediate project.
•  Ask strong questions and uncover real business needs.
• Build trust through reliability, preparation, and value-driven conversations.
• Think strategically, but act hands-on.
• Work well with delivery teams and avoid selling unrealistic promises.
• Stay close to the customer without becoming reactive or purely operationall.

Success Measures

Success in this role will be measured by:

• Revenue growth within the assigned account.
• Strength and quality of the account pipeline.
• Expansion into new buying centers.
• Number and quality of senior customer relationships.
• Customer satisfaction and trust.
• Ability to convert delivery success into further growth.
• Quality of account planning and internal collaboration.

Travel request

The position requires travel to La Coruna, where client is based, for 1 week per month.