Key Account Manager - Accor

## Key Account Manager - Accor

Applylocations: France (Ariane)time type: Full timeposted on: Posted Todayjob requisition id: R51503## ## **Job Description:**# **KEY ACCOUNT MANAGER - ACCOR**# **ARIANE****COMPANY**Ariane Systems is a leading provider of self-service technology for the hospitality industry, enabling hotels to deliver automated check-in and check-out through mobile and kiosk solutions. With over 20 years’ experience, Ariane supports more than 2,500 clients worldwide, from small B&B properties to large-scale casino and resort operations.

The company provides a fully integrated, end-to-end platform spanning hardware, software and services. Seamlessly connected to major property management systems, Ariane helps hotels improve operational efficiency, enhance the guest experience, and generate incremental revenue through digital guest engagement.**POSITION**Accor is Ariane's largest and most strategically important account. It is also, currently, one of the most under-penetrated. Accor operates more than 5,500 properties across 110 countries under brands including ibis, Novotel, Mercure, Adagio, Sofitel, Pullman and many others. Ariane is deployed across a fraction of that estate.

The opportunity is significant — and so is the risk. Accor's transformation programme under Federico Gonzalez has created both an appetite for operational innovation and a set of stakeholders who are capable of making or blocking decisions that affect hundreds of properties simultaneously. A relationship managed at the wrong level or with the wrong message will not just fail to grow — it will put existing business at risk.

This role exists to ensure that Ariane's position within Accor is commercially protected, systematically expanded, and led at the right level. It is not an account maintenance role. It is a strategic growth role with a clear mandate: convert Accor's operational ambitions into a structured, long-term deployment programme with Ariane at its centre.

The KAM must operate simultaneously at three levels: the group strategic level (procurement, technology, operations leadership), the brand level (ibis, Novotel, Adagio, Mercure), and the property level (GMs, ops managers, front desk reality). Failure to do all three results in either a deal that cannot be executed or an execution that cannot be renewed.**JOB RESPONSIBILITIES**1. Group relationship management

• Own and develop senior relationships within Accor at group level — procurement, technology, operations and digital — including awareness of the Federico Gonzalez transformation programme and how Ariane fits within it Maintain active relationships with the key Accor contacts: Jean Noel, Matthieu Rimlinger, Karine Picard, Thierry Lafort — and map the full stakeholder landscape to identify new relationship gaps Position Ariane correctly within Accor's strategic framing — not as a hardware vendor, but as a digital arrival and revenue activation platform aligned with their guest experience objectives Represent Ariane at Accor innovation, technology and procurement forums — stay visible at the level where platform decisions are made2. Pipeline development and commercial growth Build and own a structured pipeline of Accor properties — by brand, by geography and by ICP fit — prioritising properties meeting the 3–4 star, 120+ room, major city criteria Target group-level framework agreements that enable property-level deployment at scale, reducing the friction of individual hotel sales within an Accor brand Identify and develop Adagio (Louvre/Jinjiang overlap) opportunities separately, recognising the dual ownership structure and the distinct procurement route Drive new logo acquisition within Accor brands not yet using Ariane — convert awareness of the platform into signed contracts Manage commercial negotiations at group level — pricing, contract structure, deployment scheduling, performance obligations Forecast pipeline accurately and maintain Salesforce records with discipline — the Global Head of Sales reviews weekly3. ROI-led account positioning Lead every commercial conversation with actual performance data — adoption rates, upsell revenue, labour saving, ROI vs OPEX — not product features Use the four-lever framework (usage, upsell, staff hosting, configuration) to articulate how Ariane delivers value, and why that value increases with scale across a brand portfolio Build and present property-specific and brand-level ROI models — using real benchmark data from live Ariane properties — to support expansion conversations Own the renewal commercial argument for Accor accounts: lead with data, not relationship Leverage the Dormakaba relationship challenge as a commercial opportunity — use Accor's network weight to accelerate resolution of the OHIP/key encoding issue affecting Opera Cloud properties before the June 2026 deadline4. Cross-functional coordination Work closely with the CSM to ensure that Accor properties in the installed base are performing — low adoption at an Accor property is both a retention risk and a reference risk Coordinate with deployment on lead times, sequencing and capacity for large Accor rollouts Escalate technical blockers — OHIP encryption, PMS integration issues, encoder compatibility — to the appropriate technical resource with urgency and commercial context Align with the Global Head of Sales on group-level pricing strategy, discount authority and account prioritisation**JOB QUALIFICATIONS****Essential**
  • Track record in B2B enterprise or key account sales — specifically managing large, complex accounts with multiple stakeholders and long sales cycles
  • Demonstrable experience selling to or within the hospitality industry — hotels, hotel groups, or hospitality technology
  • Comfortable building and presenting commercial ROI models to VP and Director-level stakeholders — this is a data-led sales role, not a relationship management role
  • Experience navigating complex organisational structures — procurement, technology, operations and brand teams with overlapping but distinct decision-making authority
  • French native or fluent — the primary account is headquartered in Paris; senior Accor relationships will be conducted in French. English business fluency also required.
  • Based in or willing to relocate to Paris — regular in-person presence at Accor HQ and properties is expected**Desirable**
  • Direct experience selling to or working within Accor — existing relationships at the group or brand level are a significant advantage
  • Knowledge of hotel PMS systems — Opera Cloud, OHIP, Vostio, Dormakaba — at a commercial level sufficient to discuss integration requirements and resolve blockers
  • Experience with self-service technology, digital guest journey, or hospitality automation
  • Familiarity with the Adagio brand and its Louvre/Jinjiang dual ownership structure
  • Network within the Paris hospitality technology ecosystem — Accor vendors, integrators, consultants

Salary on offer is up to 70 000 EUR per annum

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