Senior Strategic Account Executive, Direct & Channel

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🔥 0 minutes ago

🇺🇸 United States – Remote

⏰ Full Time

🟠 Senior

🧑‍💼 Account Executive

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SoftBank Robotics America

WebsiteLinkedInAll Job Openings

11 - 50 employees

Founded 2012

🔧 Hardware

🏢 Enterprise

Hardware • Enterprise • Automation

SoftBank Robotics America is the North American arm of SoftBank Robotics Group, the world's largest autonomous robot integrator. The company focuses on enterprise-scale robotics adoption, transforming how organizations automate their operations and work alongside robots. SoftBank Robotics America provides a comprehensive robotic automation program, supporting businesses from initial deployment to routine maintenance, resulting in significant labor cost savings and improved operational efficiency. Their innovative solutions offer real business value by automating tasks, thereby allowing human talent to focus on more strategic activities. Specializing in automation for various industries such as healthcare, hospitality, and commercial cleaning, they leverage their proprietary platform SBR Connect to monitor fleet activity and inform data-driven decisions, maximizing efficiency and success in automation initiatives.

📋 Description

• Identify, develop, and close strategic enterprise opportunities across targeted vertical markets through direct selling. • Grow channel revenue by co-selling with national distribution and strategic partners, and by developing new partner relationships. • Own the full sales cycle from prospecting and discovery through proposal, negotiation, contract execution, and expansion, across both direct and partner-sourced deals. • Build relationships with executive decision-makers and with partner sales leadership and field teams. • Develop multi-year automation strategies and business cases that align with customer and partner priorities and financial objectives. • Lead executive business reviews, ROI discussions, and expansion planning activities. • Partner closely with Customer Success, Deployment, Service, Product, Marketing, and Partner teams to ensure successful customer outcomes. • Maintain accurate forecasting, pipeline management, and CRM discipline across both direct and channel opportunities. • Represent SBRA at customer meetings, partner events, industry conferences, and executive briefings. • Travel as required to support customer and partner engagements, demonstrations, pilots, and account development.

🎯 Requirements

• 7+ years of enterprise sales experience with a proven track record of exceeding quota and developing strategic customer relationships. • Demonstrated success selling complex operational, technology, automation, SaaS, facilities management, robotics, or business transformation solutions. • Proven success managing six-figure and seven-figure opportunities through consultative sales cycles, including opportunities exceeding $250,000 ARR and multi-year contracts. • Proven ability to navigate complex buying committees and executive decision-making processes. • Strong executive engagement skills with experience presenting to C-level stakeholders. • Ability to develop ROI models, business cases, and value-based proposals. • Experience selling through or alongside distribution, channel, or strategic partners is strongly preferred. • Existing relationships and networks within robotics, automation, or facilities services that can be activated to source new partner and customer opportunities. • Experience with CRM platforms, forecasting tools, and modern sales methodologies. • Experience within healthcare, senior living, commercial real estate, multifamily housing, industrial, logistics, facilities services, robotics, or related industries is preferred. • Bachelor’s degree preferred.

🏖️ Benefits

• Competitive compensation package including base salary, commission, health benefits, retirement programs, and additional incentive opportunities. • Opportunity to help define the next generation of Physical AI and enterprise automation. • Work with some of North America’s largest and most innovative organizations, and with a national ecosystem of distribution and channel partners. • Access to an industry-leading ecosystem of technology, service, customer success, and strategic partners. • A role that combines direct enterprise selling with channel growth, with room to shape how both scale. • Be part of a high-performance culture focused on customer outcomes, growth, and continuous improvement. • Significant opportunity for career growth as SBRA continues to expand its enterprise and channel business.