Senior Strategic Account Executive, Direct & Channel

About this position

The Senior Strategic Account Executive, Direct & Channel role at SoftBank Robotics America (SBRA) is a hybrid sales role designed to drive growth across North America through both direct enterprise selling and partner-led channel motions. This position reports to the Head of Sales and collaborates closely with various teams including Sales, Customer Success, Product, Operations, Marketing, and Strategic Partners.

Position Overview

This role involves owning and growing a portfolio of strategic enterprise accounts through direct, full-cycle selling, while also developing and accelerating revenue through SBRA's national distribution and channel partners in a structured co-sell motion.

Requirements

• The Role: Two Connected Mandates

• Direct Strategic Selling:

  • Own a portfolio of strategic enterprise accounts and active opportunities, beginning with an established book, and advance each deal through the full sales cycle to close and expansion.
  • Build executive relationships across Operations, Facilities, Procurement, Finance, Asset Management, and C-suite leadership.
  • Grow strategic accounts across multiple locations, business units, and service lines.
  • Build business cases and ROI models that connect customer challenges to measurable operational and financial outcomes.

• Hybrid Channel & Partner Selling:

  • Develop and grow revenue through SBRA's national distribution and channel partners in a structured co-sell motion, working alongside the existing sales team.
  • Ramp into the channel motion through hands-on collaboration with current partner-facing sellers, then take on partner relationships and co-sell deals directly.
  • Identify, recruit, and develop new distribution and channel partners that expand SBRA's reach into target verticals.
  • Leverage industry relationships and professional networks to source new partner and customer opportunities for the pipeline.
  • Help build a broader and more durable partner base, so channel revenue is diversified across multiple partners rather than dependent on any single relationship.

Qualifications

• Proven enterprise hunter with a record of closing complex, multi-stakeholder deals.

• Comfortable selling both directly and through partners, and able to move fluidly between the two motions.

• Strategic thinker who can navigate complex organizations and multiple decision-makers.

• Executive-level relationship builder with strong communication and presentation skills.

• Buys into the vision of helping customers achieve measurable business outcomes through intelligent automation and Physical AI at scale.

• Existing relationships and networks within robotics, automation, or facilities services that can be activated to source new partner and customer opportunities.

• Experience with CRM platforms, forecasting tools, and modern sales methodologies.

• Experience within healthcare, senior living, commercial real estate, multifamily housing, industrial, logistics, facilities services, robotics, or related industries is preferred.

• Bachelor’s degree preferred.

Benefits

SoftBank Robotics America offers a competitive compensation package including base salary, commission, health benefits, retirement programs, and additional incentive opportunities. The role combines direct enterprise selling with channel growth, providing significant opportunity for career growth as SBRA continues to expand its enterprise and channel business.