Strategic Account Executive

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🕒 Junho 22

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AMDT

SiteLinkedInTodas as Vagas

51 - 200 funcionários

🚘 Automotivo

📦 Logística

🏭 Manufatura

Automotive • Logistics • Manufacturing

A AMDT é uma empresa especializada em software de controle de versão e gestão de backups para automação industrial. Seu software, o octoplant, foi desenvolvido para ampliar a resiliência na manufatura automatizada, oferecendo ferramentas para gerenciar dispositivos IIoT, proteger a produção contra ameaças cibernéticas e garantir operações eficientes e seguras em diversos setores, como automotivo, energia e logística. A AMDT busca minimizar o tempo de inatividade e aumentar a resiliência dos sistemas, permitindo que as empresas mantenham a produção contínua e protejam suas operações contra interrupções inesperadas. Ao consolidar dados e oferecer soluções completas, a AMDT ajuda empresas industriais a aprimorar a eficiência operacional e atender aos requisitos de conformidade regulatória.

Descrição

• Own a defined territory and develop a strategic plan to penetrate and expand target accounts • Generate pipeline through proactive prospecting, cold outreach, networking, referrals, partner relationships, social selling, and account-based selling strategies • Partner closely with Business Development Representatives (BDRs) to develop account penetration strategies, coordinate outreach campaigns, and maximize engagement within target accounts • Provide strategic direction to BDRs on target personas, account priorities, stakeholder mapping, and messaging • Develop and execute account plans focused on Fortune 1000 and enterprise industrial organizations, with an emphasis on automotive, pharmaceutical/life sciences, and food & beverage companies • Identify and engage stakeholders across operations, engineering, maintenance, OT, IT, cybersecurity, procurement, and executive leadership • Build and manage multi-threaded sales motions within complex organizations • Drive strategic sales cycles from initial outreach through contract execution and close • Lead discovery conversations aligned to operational resilience, disaster recovery, risk reduction, compliance, OT cybersecurity, asset management, and digital transformation initiatives • Build compelling business cases and ROI justification for enterprise software investments • Navigate procurement, legal, security, and executive approval processes • Collaborate with solution engineering, channel partners, marketing, and customer success teams to accelerate opportunities • Maintain disciplined pipeline management, forecasting accuracy, and account activity within Salesforce • Develop executive relationships and establish trusted advisor status within target accounts • Consistently achieve and exceed pipeline generation and revenue targets

🎯 Requisitos

• 5+ years of enterprise software, SaaS, industrial software, automation, OT, cybersecurity, infrastructure software, or related technology sales experience • Bachelor’s degree in business, sales, marketing, or related field preferred • Proven success prospecting and creating pipeline independently within large enterprise accounts • Demonstrated track record of exceeding quota in a hunter-focused sales role • Demonstrated ability to generate a significant portion of pipeline through self-sourced activities • Experience selling into Fortune 1000 or large industrial organizations preferred • Experience selling software, cybersecurity, automation, industrial technology, SaaS, OT, IT, SCADA, MES, asset management, industrial networking, or related enterprise technology solutions preferred • Demonstrated success managing complex sales cycles involving multiple stakeholders and decision makers • Strong account planning, territory planning, and opportunity management skills • Demonstrated executive presence with the ability to engage VP, SVP, and C-level leaders • Experience closing strategic software transactions ranging from $500K to $1M+ ARR • Existing relationships within automotive, pharmaceutical/life sciences, or food & beverage organizations is a plus • Experience with Salesforce, HubSpot, LinkedIn Sales Navigator, ZoomInfo, 6sense, Gong, or similar sales technologies preferred • Excellent communication, presentation, negotiation, and organizational skills • AI literacy and willingness to leverage AI tools to improve prospecting, account research, partner engagement, and overall sales effectiveness • Ability to travel up to 50%

🏖️ Benefícios

• Competitive base salary + commission • Accelerators for overperformance • Medical, dental, vision, and 401(k) • Remote-friendly work environment