Key Account Manager - AOR

  Key Account Manager - AOR Location: Remote US Base Salary Rate: $126,684 - $149,040 per year Job type: Full-time position   About This Role   The Key Account Manager – AOR / EOR Community is responsible for building strategic relationships with Architects of Record, Engineers of Record, design consultants, code consultants, and specification-influencing firms that shape national life safety standards for major end clients. This role will sell PSS services to the AOR / EOR community by helping them support end-client brand standards, improve design consistency, reduce execution risk, and promote scalable fire and life safety solutions built around Edwards and Kidde Commercial products. The position serves as a consultative commercial leader, connecting design communities, end-client standards, channel partners, and internal PSS delivery teams to create repeatable programs across design, project management, installation support, service, and lifecycle planning.     Key Responsibilities Develop and manage strategic relationships with AOR, EOR, architectural, engineering, and consulting firms that influence end-client life safety standards and specifications. Sell PSS services to the AOR / EOR community by positioning PSS as a manufacturer-backed resource for design support, program standards, technical alignment, project management, and lifecycle service planning. Promote end-client brand standards by helping design firms create consistent, scalable, and defensible fire and life safety approaches across multi-site portfolios. Advance Edwards and Kidde Commercial product preference through consultative education, specification support, basis-of-design discussions, and solution alignment. Support solution positioning for EST4, EVOLVE, EDGE, HyperSpike, Modulaser ASD, gas detection, employee alarming, mass notification, voice evacuation, and other life safety technologies where they solve customer pain. Partner with AOR / EOR firms before formal bid activity to influence standards, identify program opportunities, and create pull-through for PSS services and channel partners. Coordinate closely with PSS sales, design, project management, field engineering, service operations, product management, and channel leadership to translate design intent into executable customer programs. Identify target end clients, portfolio standards, active design cycles, upcoming rollouts, and renovation programs where PSS can support the design community and create commercial opportunities. Build pipeline, qualify opportunities, support proposals, manage forecasting, and maintain disciplined CRM activity for AOR / EOR-driven opportunities. Act as the voice of the design community internally, ensuring technical questions, documentation needs, specification gaps, and standards-development opportunities are captured and addressed Support executive account reviews by presenting AOR / EOR strategy, pipeline health, target firms, product pull-through, and end-client influence opportunities.   Success Measures Growth in AOR / EOR relationships, target-firm engagement, and specification-influencing activity. Increased pull-through of PSS services tied to end-client brand standards, design support, project execution, and lifecycle service opportunities. Expanded preference for Edwards and Kidde Commercial products in owner standards, design guides, prototypes, and multi-site program specifications. New pipeline generated through AOR / EOR communities, consultant referrals, and design-stage influence. Improved internal visibility into design firm priorities, end-client standards, project cycles, and competitive specification risks. Strong forecast discipline, CRM hygiene, executive visibility, and account planning maturity.   Basic Qualifications   High School Diploma 5+ years of experience in key account management, strategic sales, national accounts, consultant relations, A&E business development, or enterprise account leadership     Preferred Qualifications   Bachelor’s degree Experience working with architects, engineers, design consultants, code consultants, owners, enterprise end clients, or specification-influencing communities. Strong commercial skills in account planning, relationship development, pipeline management, proposal support, and executive-level communication. Ability to coordinate cross-functional teams including sales, design, project management, product support, field operations, service, and channel partners. Strong consultative selling skills with the ability to understand customer pain, design intent, operational risk, brand standards, and long-term lifecycle value. Experience in fire alarm, life safety, low voltage, building systems, national programs, retail, industrial, commercial construction, or other technical service-led environments preferred. Ability to operate in a fast-moving growth environment where market education, process creation, and relationship development are critical to success. Willingness to travel as needed to support AOR / EOR meetings, consultant education, end-client strategy sessions, site visits, conferences, and internal planning. Existing relationships with AOR, EOR, A&E, consulting engineering, code consulting, or national design firms. Experience influencing specifications, basis-of-design discussions, owner standards, national account standards, or multi-site program requirements. Familiarity with Edwards and Kidde Commercial platforms, including EST4, EVOLVE, EDGE, HyperSpike, Modulaser ASD, gas detection, employee alarming, mass notification, and voice evacuation solutions. Experience supporting end-client brand standards, prototype design packages, design guides, rollout standards, or national program playbooks. Training in Korn Ferry Consultative Selling or a comparable consultative sales framework. Demonstrated ability to leverage AI tools and digital sales technologies to improve target-account research, AOR / EOR mapping, customer insights, proposal quality, sales productivity, and pipeline development.