Enterprise Account Director

Enterprise Account Director

Pinnacle is committed to building future leaders through a dedicated career program where you are in control of your own professional journey. Whether you are interested in project management, solving critical problems, or working directly with the customer to understand their specific needs, we have the resources and opportunities to help you reach your goals. Pinnacle is focused on helping industrial facilities improve reliability performance, resulting in increased production, optimized spending, and improved process safety and environmental impact. We bridge the gap between data and reliability decisions by combining reliability engineering expertise with data science and technology. Pinnacle serves a variety of industries, including Oil & Gas, Food & Beverage, Specialty & Petrochemical, Pharmaceutical, Mining, Agriculture & Fertilizer, Lumber, Water & Wastewater.

We are seeking a results-driven and strategic Enterprise Account Director to drive leading edge reliability solutions in the industrial sector. The ideal candidate will have a deep understanding of industrial operations, a strong sense of curiosity and drive to understand, an ability to communicate complex solutions clearly, and a passion for helping customers improve their operational efficiency, uptime, and overall productivity.

This role requires a dynamic and influential individual who can foster strong relationships with key stakeholders, understand customer pain points, and drive growth through the sale of reliability solutions that create tangible value for customers.

Your Job Responsibilities:

• Customer Relationship and Strategy Management:
  • Market and Customer Awareness: Continuously monitor and analyze industry trends, competitor offerings, and customer business to ensure understanding across market and customer fundamentals.
  • Client Relationship Management: Build and maintain strong, long-term relationships with key decision-makers and influencers within client organizations, including senior leadership, operational managers, and procurement teams.
  • Strategy Development & Execution: Develop and execute a comprehensive strategy to accelerate value add across customer operations, including identification of key sites, key customer relationships, key value add opportunities, and ways to pilot solutions to then scale across entire companies.
  • Ensure Alignment and Key Reporting: Work with the Pinnacle team to ensure alignment with key customers across projects and potential opportunities. Examples include ensuring clear communication of new scopes of work across customer and Pinnacle stakeholders, strong kickoffs, standardized and value add reporting to customers of ongoing projects, and escalation protocol for wins or misses.
  • Ensure Sales Reporting Up-to-Date: Ensure key sales opportunity tracking, revenue projections, and customer strategy manager remain up-to-date per expectations.
• Opportunity Management:
  • Understanding of Customer Pain Points and Needs: Work closely with potential clients to understand their unique operational challenges, particularly in asset management, equipment reliability, and maintenance, and business value opportunity around reliability improvement (increased uptime, productivity improvements, spend optimization, and risk mitigation).
  • Consultation, Analysis & Solution Design and Presentation:
    • Act as a trusted advisor to clients, providing insights and recommendations based on industry trends, best practices, and customer-specific needs.
    • Work with the Pinnacle Solutions and Technology teams to design the right solutions for the customer to address pain points and business needs.
    • Present tailored solutions that demonstrate clear, measurable value.
  • Negotiating Complex Sales:
    • Ensure key stakeholders are identified related to the opportunity and their key needs are addressed with solution design and communication.
    • Ensure the right Pinnacle team members are brought in at the right time and understand the right context to interact constructively with key customer stakeholders.
    • Lead proposal development, pricing strategy, and negotiations to ensure contract and proposal completion.

Accountabilities/Results/Success:

• Lagging:
  • Revenue growth of customer over time in Pinnacle's core solutions

• Leading:
  • Customer Health Score (average of "The Pinnacle Way" scores across owned customer sites).
  • The Pinnacle Way (TPW) "Understand" rating of a 2 or better.
  • Understand what the true goals and objectives are for the facility, leaders, and personnel.

Required Qualifications:

• Industrial Experience: Minimum of 7 years of experience in the industrial sector, with a proven track record of success in value-based selling, preferably in the reliability, maintenance, or industrial solutions space.
• Highly Curious, Learning Mindset and Ability to Connect and Understand: Strong ability to connect with, build rapport, and understand motivations and business drivers of key customer roles, ranging from reliability and mechanical integrity managers to plant managers and executives in plant operations with a proven ability to actively listen and build trust.
• Communication Skills: Excellent verbal and written communication skills with the ability to articulate complex technical concepts to non-technical stakeholders. Skilled in delivering presentations to C-Suite executives and technical teams.
• Consultative Problem-Solving: Strong analytical and problem-solving skills to understand client pain points and design tailored solutions that drive value.

Preferred Qualifications/Software:

• Bachelor's degree in engineering or science field
• Microsoft Suite
• Power BI
• Customer Relationship Management (CRM) Software
• Industrial Reliability: Understanding of reliability and mechanical integrity engineering, by either working directly in those roles, managing these functions, or interfacing directly with these functions in operations, maintenance, or engineering context.
• Value Based Sales Expertise: 3+ years of working in account executive role managing complex value-based selling opportunities and large customer management.

Benefits:

• Health, vision, and dental insurance, life insurance, 401(k) matching, paid time off (PTO), nine paid holidays, 8 hours of volunteer paid time off (VPTO), and maternity and parental leave.

Campus Perks:

• Onsite gym with full amenities, walking workstations, free parking, mini mart/snack machines, gourmet coffee machines, multiple indoor and outdoor collaboration areas, huddle rooms, deep workspaces, and lactation facilities.

Company Celebrations:

• Quarterly town hall and fellowships, length of service awards where employees receive additional paid time off and bonuses to cover travel expenses for anniversary milestone trips (5, 10, and 15 years).

Empowering You for Success:

• Opportunity to participate in customer-focused project management groups (PODs) that help facilitate collaboration and project support, access to company technology stack of Microsoft Office 365 Suite and MS Teams, comprehensive onboarding, on-demand training, regular lunch and learns, supervisor and accountability training, leadership development programs, continuous learning opportunities, and more.

Working Environment:

• Conditions may include working inside and/or outside. May work around office machinery with moving parts and moving objects. Working near radiant and electrical energy. Working closely with others or working alone. Working extended or irregular hours and travelling by all possible modes of transportation.

Physical Job Requirements:

• Ability to walk, stand, sit, kneel, push, stoop, reach above the shoulder, grasp, pull, bend repeatedly, climb stairs, identify colors, hear with aid, see, write, count, read, speak, analyze, lift and carry under 30 lbs., and perceive depth.

Tools and PPE Requirements:

• Equipment (machines, tools, devices) used in performing the essential job function include but not limited to computers and related equipment, calculators, copiers, fax machines, and telephone.

Limitations and Disclaimer:

This job description describes the general job duties, accountabilities and physical requirements associates with the position; it is not an exhaustive list of all the duties, accountabilities, or skills required for the position.

The general job duties, accountabilities and physical requirements associated with the position are subject to modification to reasonably accommodate individuals with disabilities. Some physical requirements may exclude individuals who pose a threat or risk to the health or safety to themselves or others.

This job description neither states nor implies that the listed general job duties, accountabilities, and physical requirements associated with the position are the only tasks expected of an employee. An employee is also required to follow any other job-related instructions and perform any other job-related tasks requested by their supervisor