Strategic Account Manager -Software Solutions

Overview 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. Location: Phoenix, AZ or Tucson, AZ. Application Deadline: May 12, 2026 or Posted Until Filled. Please note that the position may be filled before or after the listed application deadline. Applications will only be accepted while the posting remains active. 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 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 and 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 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. Curiosity, adaptability, and a drive for continuous learning. Physical Requirements Note: Describe typical physical demands related to the role at a high level. This may include activities such as light lifting, standing, walking, and travel as required. The specifics of daily tasks and physical requirements may vary by assignment. 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. Our History Border States is a leader in the electrical supply distribution industry with approximately 130 locations in 31 states. We are an employee-owned company that values excellent customer service and strong collaboration across teams. Equal Opportunity Statement Equal Opportunity For All: It’s not just the law. We value the diversity of all of our employee-owners and will always be an equal opportunity employer. Pre-Employment Screenings Criminal background check (required for all positions) Motor Vehicle Record (MVR) check (required for positions involving driving) Drug testing The MVR check and drug testing vary by role and will be communicated during onboarding and as applicable. #J-18808-Ljbffr