DescriptionAccount ManagerPosition SummaryThe Account Manager is responsible for fostering, growing, and retaining revenue within an assigned regional portfolio of manufacturing and industrial clients. This role manages a high volume of inbound inquiries, proactively engages both active and dormant clients, and builds trusted relationships that uncover new business opportunities across software, hardware, and services.
The Account Manager serves as the quarterback of a regional sales team, coordinating Customer Success, Business Development, Inside Sales, and technical specialists to deliver exceptional client outcomes. Success requires strong communication skills, disciplined sales process management, a deep understanding of industrial software, and a consultative approach to client engagement.
This role is focused on retaining and growing revenue, positioning technical solutions and services, coordinating cross-functional resources, and delivering an exceptional customer experience.
Key Responsibilities- Client Engagement and Relationship Development: Establish a consistent cadence of proactive outreach to understand client environments, goals, challenges, and technology plans. Build and maintain strong relationships through active listening, curiosity, and solution-oriented dialogue. Maintain a comprehensive view of each client's software inventory, usage, satisfaction, and growth potential. Ensure an exceptional customer experience and reinforce InSource's value in every interaction.
- Sales Responsibility - Core and Growth: Sell core software products, including SCADA, Historian, and Cloud solutions, as well as industrial hardware and related services to assigned accounts. Present add-on products, complementary solutions, and services aligned with client needs. Execute annual renewals for software maintenance and SaaS subscriptions. Qualify opportunities and determine whether to advance them directly or hand them off to Business Development for advanced solutions.
- Sales Presentations and Opportunity Management: Deliver effective presentations and product demonstrations via Microsoft Teams and phone. Actively follow up on quotes and opportunities to advance the sales cycle and achieve annual revenue growth targets for the assigned account portfolio.
- Outbound Sales Motion: Conduct follow-up on pipeline opportunities, execute targeted campaigns, and participate in joint discovery calls with Business Development. Use outbound discovery to understand:
- Current usage and performance of deployed solutions.
- Client satisfaction and realized value.
- New or emerging business needs.
- Organizational or operational changes.
- Inbound Response Management: Rapidly triage and respond to inbound requests from existing clients. Evaluate requests to determine sales potential and whether to manage the opportunity directly or route it to Business Development. Develop quotes for core opportunities in partnership with technical, sales, or licensing resources. Hand off advanced or consulting-oriented inquiries to Business Development as appropriate.
- Team Leadership and Collaboration: Lead weekly team huddles to coordinate activities, share insights, and maintain alignment. Guide the team in developing annual account plans and territory strategy. Create, present, and defend monthly sales forecasts. Ensure clients receive the right resource at the right time through strong cross-functional collaboration.
QualificationsSkills and Competencies- Strong client engagement skills, including exceptional listening, curiosity, and communication.
- Client-focused mindset with the ability to understand needs and recommend solutions with clarity and purpose.
- Ability to bring industry and technical insight into meaningful client conversations.
- Strong focus on achieving measurable client outcomes and delivering a simple, seamless customer experience.
- Collaborative, team-oriented approach with a focus on collective success.
- Ability to coordinate and influence cross-functional teams without relying on direct authority.
- Proven ability to use CRM tools strategically for pipeline management, forecasting accuracy, and disciplined sales process execution.
- Technical proficiency with SCADA, Historian, Cloud offerings, and related licensing models.
- Ability to architect and price core solutions.
- Understanding of manufacturing IT environments, including PLC/DCS systems, industrial networks, HMIs, servers, and control hardware.
- Confidence in recommending products, services, and configurations aligned with client needs.
- Ability to articulate the full InSource value proposition.
- Ability to create, present, and defend accurate sales forecasts.
- Commitment to collaboration, inclusion, professional growth, and continuous improvement.
Experience and Education- Bachelor's degree required; degrees in Business, Engineering, Technology, or a related field are preferred.
- 5-7 years of technical sales experience, preferably within industrial automation, industrial software, or manufacturing technology.
- Demonstrated experience developing and retaining client relationships within an assigned account portfolio.
- Experience selling software, hardware, and related professional services.
- Experience managing software maintenance and SaaS renewal opportunities.
- Proven ability to identify, qualify, manage, and advance sales opportunities.
- Experience using CRM tools throughout the sales cycle for opportunity management, forecasting, and client engagement.
- Experience with SCADA, Historian, Cloud offerings, and related licensing models.
- Familiarity with MES, Asset Performance Management (APM), or Digital Engineering solutions is a plus.
- Experience working with manufacturing and industrial clients is preferred.
