Senior Account Manager

About the role

The Senior Account Manager – Technical Automation Sales is responsible for driving profitable growth within the Western NY region and selected named accounts. This role involves named-account management and strategic territory development, focusing on hunting for new opportunities, expanding existing relationships, and delivering high-value automation solutions and services for all AutomaTech products.

Key Responsibilities

• Own and grow profitable sales within assigned target accounts, with a goal of ≥30% project profitability (net of overhead).
• Actively prospect/hunt and develop new opportunities within named accounts and assigned territory.
• Maintain an accurate 12-month forecast and robust sales pipeline in Salesforce.
• Utilize AutomaTech’s end-to-end sales process, from opportunity identification through close.
• Develop and demonstrate domain expertise with AutomaTech’s entire product and solutions portfolio; for example, provide technical updates to A&B critical accounts on an annual basis.
• Partner with Inside Sales to develop quotations and deliver proposals to prospective and existing customers.
• Up-sell and cross-sell AutomaTech products and services.
• Work with the Vice President and General Manager to develop and refine a Target Account List by product family and solution.
• Serve as the customer advocate, achieving approximately 50% customer face time.
• Engage with strategic technology partners on joint account planning initiatives, including (but not limited to): GEV, Moxa, Stratus, AMDT/Octoplant, SmartSights, Kepware, Standard Bot, and others.
• In conjunction with the EVP of Sales and Marketing, develop and execute sales plans for new and existing customers.
• Assist in the development of annual sales targets and rolling forecasts (strategic and tactical).
• Participate in marketing activities such as trade shows, seminars, and content development (web materials, white papers).
• Build and maintain strong relationships with stakeholders across operations, manufacturing, engineering, maintenance, and manufacturing IT.

Qualifications & Experience

• 7+ years of successful industrial automation sales experience.
• Bachelor’s degree preferred in Electrical Engineering, Mechanical Engineering, Industrial Engineering, Computer Science, or related technical discipline.
• Established network of customers and business contacts within the industrial automation industry.
• Deep knowledge of industrial automation architectures, including Level 1, Level 2, and Level 3 systems.
• Strong focus on Operational Technology (OT) environments, including: SCADA, Historians, & MES systems, cyber, and analytic solutions.
• Industrial connectivity products.
• Robotic solutions.
• Edge devices and high availability compute platforms.
• Demonstrated ability to sell complex, consultative solutions and articulate business value.
• Excellent verbal and written communication skills.
• Strong business acumen with the ability to assess long-term account value.
• Pioneering leadership, influence, and collaboration skills.
• Exceptional listening skills and customer-centric mindset.
• Proficiency with Salesforce.com, Microsoft Office 365, and Microsoft Teams.