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Jobs · Sales · Vermont

Strategic Account Manager, Partnerships

OnLogic · South Burlington, VT · 3 wk ago
On-siteSales$180k–$200k/yrFull-time

About the role

We are seeking a Strategic Account Manager to serve as the chief architect of our partnership ecosystem, reporting to the Director, Key Accounts and Strategic Partnerships for the Americas. This is a high-impact position focused on defining the strategy and execution of how OnLogic wins through others.

Responsibilities

  • Define the partnership strategy: help architect a multi-year partnership strategy that identifies which market segments and partner types will drive the next phase of OnLogic's growth.

  • Drive the roadmap of global partners: develop and track the critical success factors and partner onboarding roadmap.

  • Unlock relationships: use a "top-down" approach to access and influence C-suite and product leadership within tier-1 global partners.

  • Ecosystem design: creating the framework for how OnLogic interacts with the IT/OT stack and ensuring our hardware is the validated platform for leading SCADA, Cloud, and Edge software providers.

  • Value proposition development: working with product and marketing to build "better together" stories that make OnLogic the indispensable hardware partner for global integrators.

  • Tangible revenue contribution: move beyond high-level agreements to deliver measurable revenue.

  • Co-selling excellence: lead the "Who" and "How" of co-selling motions, ensuring our direct sales teams and partner sales teams are perfectly synchronized on large-scale opportunities.

  • Global scalability: build frameworks that allow our partnership models to be executed consistently across the EU, US, and APAC markets.

  • Intelligence gathering: act as a strategic sensor for the company, capturing "Edge" trends and product requirements from partners to guide our internal R&D roadmap.

Requirements

  • 10+ years in a Strategic Partnership or Business Development role within the Edge Computer, IoT, or enterprise technology sector.

  • A track record of building enduring partnerships and programs from the ground up that resulted in tangible, multi-million dollar revenue streams.

  • Existing high-level contacts within the SOEM and Global SI landscape.

  • Understanding of the strategic importance of the "Edge."

  • Ability to lead high-stakes negotiations and represent OnLogic at major industry forums and boardrooms.

Qualifications

  • Ability to work in the U.S. without visa sponsorship, now and in the future.

Skills

  • Natural door-opener with executive presence.

  • Technically fluent business strategist.

  • Commercially-obsessed builder.

  • Master choreographer of sales stakeholders.

  • Insightful, forward-thinking trend spotter.

  • Articulate ambassador for OnLogic.

Benefits

  • The On-Target Earnings (OTE) range for this role is $180,000 to $200,000 ($117,000 to $130,000 base salary).

  • A competitive Salary based upon your experience and the requirements of the role.

  • A comprehensive Benefits package, including:

    • 401k Plan with 3% Employer Contribution.

    • An Annual Profit Share Bonus.

    • Maternity & Paternity Leave, and Short & Long Term Disability.

    • Opportunity to Participate in our Employee Stock Purchase Plan.

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