Strategic Account Manager -Software Solutions

Strategic Account Manager - Software Solutions

Be part of a growing, successful company in an exciting and challenging field. Border States is 100% employee-owned, which means you're empowered to make decisions, find solutions and receive rewards for your hard work. This position will be located in Phoenix, AZ or Tucson, AZ.

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.

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

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.