Job Title: Key Account Manager, iFactory
Location(s): Remote, Mid-Atlantic Region - Preferred
Compensation: $110,000 - $130,000 before Commissions and Bonus
About this position:The Industrial Automation Key Account Manager (KAM) is responsible for driving growth across strategic OEM accounts while expanding Advantech's presence within the broader industrial automation ecosystem. This role focuses on developing key customer relationships and building scalable opportunities through collaboration with machine builders, system integrators, and automation-focused distribution partners.
The ideal candidate brings a consultative sales approach and the ability to engage engineering, operations, and executive stakeholders. This position plays a key role in developing opportunities across automation-focused vertical segments such as packaging, material handling, robotics, and process automation, while helping establish repeatable go-to-market strategies that support long-term regional growth.
Responsibilities:- Develop and execute strategic account plans for priority OEMs and high-volume automation manufacturers.
- Engage engineering, operations, and executive stakeholders to position IIoT, edge computing, and industrial automation solutions.
- Drive solution-based selling aligned with customer automation roadmaps and long-term technology strategies.
- Build and maintain multi-level relationships within strategic customer organizations.
- Identify, recruit, and develop automation-focused system integrators and regional distribution partners.
- Establish joint business plans with channel partners to expand market reach and revenue growth.
- Enable partners through product training, pipeline alignment, and collaborative selling activities.
- Maintain balanced growth between direct OEM sales and partner-led opportunities.
- Identify and pursue scalable opportunities within targeted industrial automation vertical markets.
- Develop repeatable engagement models across machine builders, integrators, and automation ecosystem partners.
- Monitor competitive activity, emerging automation trends, and market dynamics to inform strategy.
- Collaborate cross-functionally with product management, application engineering, and channel sales teams to support customer opportunities.
- Provide market and customer feedback to support product positioning, solution development, and go-to-market strategy.
- Maintain accurate pipeline management, forecasting, and opportunity tracking within CRM systems.
Qualifications:- 8 - 12+ years of B2B sales or business development experience in industrial automation or manufacturing technology
- Demonstrated experience working with OEMs, machine builders, or automation integrators
- Experience in both direct account selling and channel/partner collaboration
- Working knowledge of industrial PCs, HMI, edge computing, IIoT platforms, or automation ecosystems
- Proven record of revenue growth and territory expansion
- Strong executive communication and consultative selling capability
- Ability to travel as required
Preferred Qualifications:- Experience in verticals such as packaging, material handling, robotics, or process equipment
- Prior experience in channel development or regional partner management
- Familiarity with industrial protocols, SCADA, MES, or automation architectures
- Bachelor's degree in engineering, business, or related discipline
Benefits:- Competitive salary dependent on experience (DOE)
- Winning culture with a friendly, team-oriented environment!
- Generous benefits package including medical, dental, vision, long-term disability, and life insurance.
- Employee Assistance Program (EAP)
- 401(k) with company match
- Education & personal development reimbursement program
- Generous vacation and paid holidays package
- Company events, and lunches
- Work from home program - once eligible
- Referral Bonus
