The Senior Account Manager - Technical Automation Sales is responsible for driving profitable growth within the Western NY region+ 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.The ideal candidate brings deep industrial automation and OT sales expertise, a strong regional network, and a proven ability to manage complex, consultative sales cycles while maintaining disciplined forecasting and pipeline management.KPI's
Maintain Salesforce CRM pipeline and provide accurate forecasting on a consistent monthly, quarterly, and annual basis.Exceeds monthly, quarterly, and annual sales targetsExpected to drive greater than $750k+ in gross profit annually.
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 solutionsIndustrial connectivity productsRobotic solutionsEdge 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.