Strategic Account Manager - Software Solutions

About the role

The Strategic Account Manager (AM) - Software Solutions drives growth of our smart manufacturing software portfolio, including SaaS-based MES, ERP, CMMS, and DataOps solutions. This role is responsible for developing and executing a consultative sales strategy that helps customers improve operational performance, visibility, reliability, and decision-making across their industrial operations.

Responsibilities

• Leads complex, value-based sales engagements for SaaS smart manufacturing solutions across assigned accounts and territories.
• Positions MES, ERP, CMMS, and DataOps solutions as enablers of operational excellence, reliability, and data-driven decision-making.
• Translates customer operational challenges into measurable business value and ROI.
• Buils trusted relationships with manufacturing leadership, plant operations, maintenance, engineering, IT/OT, and executive teams.
• Facilitates discovery workshops, solution presentations, demos, and executive-level business case discussions.
• Acts as a customer advocate throughout the sales cycle and handoff to both internal and external delivery and customer success teams.
• Identifies, qualifies, and develops new opportunities through account planning, prospecting, referrals, and internal collaboration.
• Maintains a healthy pipeline aligned to revenue and growth targets.
• Leverages CRM tools to manage opportunities, forecasts, and sales activities.
• Partners closely with internal sales teams, internal, and external delivery teams to scope, propose, and close solutions.
• Collaborates with strategic software partners and vendors to align messaging and co-sell opportunities.
• Supports marketing initiatives, campaigns, and events focused on smart manufacturing solutions.
• Stays current on smart manufacturing trends including MES, ERP modernization, asset performance, predictive maintenance, digital transformation, and industrial data platforms.
• Develops a working understanding of customer industries, operational workflows, and digital maturity models.

Qualifications

• Bachelor’s degree in business, engineering, information systems, or related discipline, or equivalent experience.
• 5+ years of experience in B2B software or solution sales, preferably SaaS.
• Experience selling or supporting enterprise or mid-market customers in manufacturing, industrial, or operations-focused environments.
• Demonstrated success in consultative, outcomes-based selling with complex stakeholder groups.
• Ability to translate technical concepts into clear business value.
• Experience selling MES, ERP, CMMS, DataOps, industrial analytics, or digital transformation solutions.
• Familiarity with manufacturing operations, asset management, and plant-level systems.
• Experience working with or alongside systems integrators, software vendors, or industrial automation providers.
• Subscription (ARR) sales experience with forecasting and long sales cycles.
• Comfort engaging with C-suite and executive leadership.
• Willingness and ability to travel as required.

Skills and Abilities

• Consultative selling and value discovery.
• Executive communication and storytelling skills.
• Strategic account planning abilities.
• Pipeline and forecast management skills.
• Ability to collaborate across sales, technical, and delivery teams.
• Possesses curiosity, adaptability, and a drive for continuous learning.

Physical Requirements

• Frequency at which you would carry/lift in a typical day: Occasionally 0 – 33%, Frequently 34 – 66%, Continuously: 67 – 100%
• Frequency at which you would do the following in a typical day:
  • Sitting (a continuous period of being seated): Continuously
  • Standing (for sustained periods of time): Frequently
  • Walking (moving about on foot to accomplish tasks): Frequently
  • Bending/Stooping (downward and forward): Occasionally
  • Crawling (moving about on hands and knees or hands and feet): Not at all
  • Climbing/Walking Stairs (ascending or descending): Frequently
  • Reaching (extending arms in any direction): Frequently
  • Crouching/Squatting (bending the body downward and forward by bending leg and spine): Occasionally
  • Kneeling (bending legs at knee to come to rest on knee(s)): Occasionally
  • Trunk Rotation (movement in any direction, whether standing or sitting, with at least one foot stationary and in contact with the floor): Occasionally
  • Pushing/Pulling (using upper extremities to press against or draw or tug): Occasionally
  • Handling (applying pressure to an object with the fingers and palm): Continuously
  • Fingering (picking, pinching, typing; working primarily with fingers and not whole hand): Continuously
  • Talking (expressing or exchanging ideas by means of the spoken word): Frequently
  • Driving (the control and operation of a Motor Vehicle): Occasionally
  • Desk Work (tasks generally performed at a desk, including use of a computer, printer, fax machine, telephone and other office equipment): Continuously
  • Use of computer: Continuously
  • Use of telephone: Frequently
  • Hearing (perceiving the nature of sounds at normal speaking levels): Continuously
  • Exposure (to adverse weather & temperature conditions): Not at all
  • Travel (travel needed to perform job duties): Frequently

Benefits

• Health, Dental and Vision Benefits
• Accident, Critical Illness, Hospital Indemnity FSA & HSA
• Employee Stock Ownership Plan (ESOP)
• Disability Benefits
• 401(k) Retirement Plan
• Life Insurance
• Employee Assistance Program
• Paid Holidays
• Paid Volunteer Time
• Personal Leave
• and more!

Equal Opportunity

We are an equal opportunity employer and provide a drug-free and smoke-free workplace.