Description
The 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.
Account Managers serve 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, deep understanding of industrial software, and a consultative approach to client engagement.
Key Responsibilities
Client Engagement & 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 exceptional customer experience and reinforce InSource's value in every interaction.
Sales Responsibility (Core & Growth)
• Sell core software products (SCADA, Historian, Cloud), industrial hardware, and related services to assigned accounts.
• Present add-on products, complementary solutions, and services aligned to client needs.
• Execute annual renewals for software maintenance and SaaS subscriptions.
• Qualify opportunities and determine whether to advance personally or hand off to Business Development for advanced solutions.
• Deliver effective presentations and product demonstrations via Microsoft Teams and phone.
• Actively follow up on quotes and opportunities to advance the sales cycle.
• Achieve annual revenue growth targets for the assigned account portfolio.
Outbound Sales Motion
• Conduct follow-up on pipeline opportunities, run targeted campaigns, and participate in joint discovery calls with Business Development.
• Use outbound discovery to understand:
o Current usage and performance of deployed solutions
o Client satisfaction and realized value
o New or emerging business needs
o 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 directly or route 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 & Collaboration
• Lead weekly team huddles to coordinate activities, share insights, and maintain alignment.
• Guide the team in building 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 collaboration across functions.
Expected Behaviors
Client Focused
• Listen first, understand needs, and solve with clarity and purpose.
• Bring industry and technical insight to drive meaningful, challenging conversations.
• Focus on achieving measurable client outcomes.
• Make doing business with InSource simple and seamless.
• Seek out the best technologies and partners to deliver value.
Team Fueled
• Collaborate fully-team success comes before individual credit.
• Encourage growth, inclusion, and diverse perspectives.
• Speak up when something is wrong and take action to resolve it.
• Contribute to a culture of balance, well-being, and enjoyment of work.
Qualifications
• 5-7 years of technical sales experience, preferably within industrial automation, industrial software, or manufacturing technology.
• Bachelor's degree (4-year) required; degrees in business, engineering, or technology preferred.
• Strong client engagement skills: exceptional listening, curiosity, and communication.
• Proven ability to use CRM tools strategically for pipeline management, forecasting accuracy, and disciplined sales process execution.
• Technical proficiency with SCADA, Historian, Cloud offers, and related licensing models.
• Ability to architect and price core solutions; familiarity with MES, APM, or Digital Engineering is a plus.
• Understanding of manufacturing IT environments (PLC/DCS, industrial networks, HMIs, servers, and control hardware).
• Proficient and disciplined use of CRM tools throughout the sales cycle.
• Confident in recommending products, services, and configurations aligned to client needs.
• Ability to articulate the full InSource value proposition.
