Senior Account Manager

AutomaTech is a leading provider of industrial technology solutions focused on improving operational performance. By harnessing the power of data, we enable significant gains, visibility across entire organizations, and increased profits for a competitive edge. Our product offering includes a flexible and scalable mix of hardware and software solutions to solve tough challenges while providing a roadmap for future improvements and growth. We stand behind all our solutions with superior and ongoing support for the lifetime of your products, helping maximize investment and operational potential.

Our team is passionate about guiding customers through their industrial applications, no matter the size, scope, or obstacles faced. We prioritize conducting business ethically, emphasizing honesty, reliability, and accessibility in all dealings. We care about our customers and strive to offer exceptional product knowledge and support to design, implement, and sustain their investments.

About the role

The Senior Account Manager – Technical Automation Sales drives profitable growth within the Georgia and Southeast region plus select named accounts. This role blends named-account management with strategic territory development, focusing on hunting for new opportunities, expanding existing relationships, and delivering high-value automation solutions and services for all AutomaTech products.

Responsibilities

• Own and grow profitable sales within assigned target accounts, with a goal of ≥30% project profitability (net of overhead).
• Actively prospect 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 across AutomaTech’s entire product and solutions portfolio; provide technical updates to critical accounts annually.
• 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 (e.g., GEV, Moxa, Stratus, AMDT/Octoplant, SmartSights, Kepware, Standard Bot).
• Develop and execute sales plans for new and existing customers in conjunction with the EVP of Sales and Marketing.
• 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.

Requirements

• 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.
• Proven leadership, influence, and collaboration skills.
• Exceptional listening skills and customer-centric mindset.
• Proficiency with Salesforce.com, Microsoft Office 365, and Microsoft Teams.

KPIs

• Maintain Salesforce CRM pipeline and provide accurate forecasting on a consistent monthly, quarterly, and annual basis.
• Exceed monthly, quarterly, and annual sales targets.
• Drive greater than $750k+ in gross profit annually.

Benefits

• Employee ownership program extended to every team member.
• Competitive benefits package including:
  • Medical, Dental, and Vision insurance
  • Competitive 401(k) matching program
  • Paid time off and holidays
  • Parental leave
  • Employee referral program
• Access to FCG University learning and training platform with over 80,000 courses.
• Career growth opportunities across a vast network of over 100 brands in North America.