Strategic Account Manager -Software Solutions

Job Summary 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. This position will engage with manufacturing, operations, IT, and executive stakeholders to understand business challenges, align software solutions to desired outcomes, and guide customers through a value‑based buying journey. Success in this role is measured by customer outcomes, pipeline growth, and recurring revenue performance. 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. Builds 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. Participates in optional industry conferences, trade shows, or vendor‑sponsored events outside of core selling responsibilities. Assists with the development of internal sales tools, templates, playbooks, or best practice documentation. Supports internal training sessions or knowledge‑sharing initiatives related to software solutions, when available. Participates in pilot programs or early adopter initiatives for new software offerings or vendors. Assists marketing teams with case studies, testimonials, webinars, or thought leadership content on an as needed basis. Supports special projects related to solution expansion, partner alignment, or go‑to‑market strategy. Occasionally supports customer success or implementation teams during escalations, kickoffs, or executive reviews, as needed. Represents Border States in cross‑functional committees, councils, or improvement initiatives on a voluntary basis. Performs other duties as assigned by supervisor or designate. 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 Lift from Waist: 10 to 25 lbs. - Not at all 26 to 50 lbs. - Not at all 51 to 75 lbs. - Not at all 75 to 100 lbs. - Not at all 100+ lbs. - Not at all Lift from Floor: 10 to 25 lbs. - Frequently 26 to 50 lbs. - Occasionally 51 to 75 lbs. - Not at all 75 to 100 lbs. - Not at all 100+ lbs. - Not at all Carried for Distance: 10 to 25 lbs. - Not at all 26 to 50 lbs. - Not at all 51 to 75 lbs. - Not at all 75 to 100 lbs. - Not at all 100+ lbs. - Not at all Physical Activity Sitting – Continuously Standing – Frequently Walking – Frequently Bending/Stooping – Occasionally Crawling – Not at all Climbing/Walking Stairs – Frequently Reaching – Frequently Crouching/Squatting – Occasionally Kneeling – Occasionally Balancing – Occasionally Repetitive Motion – Continuously Trunk Rotation – Occasionally Pushing/Pulling – Occasionally Handling – Continuously Fingering – Continuously Talking – Frequently Driving – Occasionally Desk Work – Continuously Use of computer – Continuously Use of telephone – Frequently Hearing – Continuously Exposure – Not at all Travel – Frequently Additional Information This job description is a summary of the job duties and responsibilities and is not intended to cover all possible job duties and is subject to change at the employer's discretion. Employees must be able to perform the essential job duties and satisfy job requirements either with or without a reasonable accommodation. Equal Opportunity For All It's not just the law. It's something we've believed in since our founding. We value the diversity of all of our employee‑owners and will always be an equal opportunity employer. #J-18808-Ljbffr