Cummins

Sr. Strategic Account Manager

Cummins$80K — $120K *
Business Services
5 - 7 years of experience
Job Overview by Ladders

Qualifications

  • Bachelor's degree or equivalent in Marketing, Sales, or related field; or relevant experience.
  • Experience in customer or product management.
  • Proficiency in negotiating purchasing/commercial contracts is preferred.
  • Experience managing large, complex strategic accounts in a team setting.
  • Highly organized with the ability to manage multiple stakeholders and tasks effectively.

Responsibilities

  • Build and enhance relationships with assigned accounts through understanding their industries.
  • Identify and address customer needs with appropriate Cummins products and solutions.
  • Develop and implement account strategies and sales plans to boost revenue.
  • Drive business development opportunities in collaboration with customers.
  • Communicate customer value through data insights and solution benefits.
  • Lead customer communication and manage escalations effectively.
  • Collaborate with internal teams to execute cross-business account strategies.

Benefits

  • Opportunity to work in a high-growth environment with impactful responsibilities.
  • Collaboration with seasoned professionals in a strategic account management role.
  • Exposure to the data center sector and its unique challenges and opportunities.
  • Access to internal resources to support account operations and customer responsiveness.
  • Career advancement opportunities through involvement in complex account management.
Full Job Description
Job Description

We are looking for a talented Sr. Strategic Account Manager join our team specializing in Sales for Cummins, Inc. in Indianapolis, IN.

In this role, you will make an impact in the following ways:
  • Build, manage, and expand relationships with assigned accounts by understanding customer industries, business models, and buying processes.
  • Identify current and emerging customer needs and position Cummins products and solutions to address them.
  • Develop and execute account strategies and sales plans to grow share, revenue, and profitability within existing accounts.
  • Drive new business and growth opportunities jointly with customers, increasing overall customer value.
  • Communicate value by helping customers interpret data and gain agreement on the benefits of Cummins solutions.
  • Lead and coordinate customer communication at all levels, managing escalations, contracts, and authorized negotiations.
  • Collaborate across sales roles and internal stakeholders to align efforts and execute cross-business account strategies.
  • Track performance by measuring customer satisfaction, delivering accurate forecasts and reports, and meeting revenue and share targets.


Responsibilities

To be successful in this role you will need the following:
  • Articulating Value Proposition - Deeply interpret both internal and external customer needs. Clearly explain and demonstrate how your products, solutions, and services meet these needs. Highlight strengths and address any weaknesses to differentiate from competitors.
  • Developing Account Strategy - Evaluate the current relationship, financial status, product competitiveness, barriers, quality, and service levels of your accounts. Balance customer requirements with business capabilities to set achievable targets that align with your business strategy.
  • Sales Pipeline Management - Develop and execute account/territory-level sales strategies based on your current pipeline. Regularly assess the size, contents, and progress of your pipeline. Adjust your sales strategy and plans as needed.
  • Sales Forecasting - Gather customer data from various sources and compare it against historical data. Use this information to predict future consumption patterns. Develop forecasts that are realistic and based on solid data analysis.


Qualifications

Education/Experience:
  • College, university, or equivalent degree in Marketing, Sales, technical or a related subject or an acceptable combination of education and experience required.
  • This position may require licensing for compliance with export controls or sanctions regulations.
  • Significant level of relevant work experience required, including previous customer and/or product experience required. Purchasing/commercial contract negotiation preferred.

Additional Responsibilities Unique to this Position

This role will be in the Strategic Data Center
  • Partners closely with the existing Sr. Strategic Account Manager to co-manage a high-growth, complex account, ensuring continuity, alignment, and consistent customer engagement across all levels of the organization.
  • Provides additional day-to-day account coverage, including managing customer communications, coordinating internal resources, and driving follow-through on action items to support rapid account expansion and increased demand.
  • Supports scaling account operations by improving internal coordination (sales, engineering, supply chain, service), helping to streamline processes, and ensuring responsiveness to customer needs in a fast-paced growth environment.

Skill, Education, or Experience Requirements
  • Proven experience managing large, complex strategic accounts in a team-based or co-managed account structure, with demonstrated ability to collaborate effectively with other account leaders.
  • Strong organizational and execution skills, with the ability to manage multiple workstreams, customer requests, and internal stakeholders in a high-growth, dynamic environment.
  • Demonstrated ability to drive customer engagement and maintain strong relationships at multiple levels, while supporting account strategy execution and revenue growth.
  • Experience working cross-functionally with technical, commercial, and operational teams to deliver customer solutions and resolve issues.

Preferred (Nice to Have)
  • Experience supporting large-scale or high-growth accounts in the data center, power generation, or related industrial sectors.
  • Familiarity with complex contract structures, commercial negotiations, or managing escalations in large enterprise environments.

Compensation

Please note that the salary range provided is a good faith estimate on the applicable range. The final salary offer will be determined after considering relevant factors, including a candidate's qualifications and experience, where appropriate.

This role is on an 80/20 sales compensation plan.

About Cummins

Cummins Power Generation is a world leader in the design and manufacture of power generation equipment, including PowerCommand standby and prime power systems. They also provide single-source warranty, planned maintenance, and round-the-clock emergency service 24 hours a day, seven days a week including back-up power rental through their network of distributors. Part of the world-wide power systems business which has annual sales of more than $1.2 billion, Cummins Power Generation's strength comes from being a division of Cummins Inc. Cummins Power Generation has unique expertise in that all aspects of generator set design, manufacture and service have been brought together in one company. All the major components - the engine, alternator and control systems - are manufactured by divisions of Cummins. This integral approach means each element of a generating set is matched to work in harmony from the start. Providing what the customer wants is at the core of Cummins' manufacturing philosophy. For generating set customers this means a choice of mobile, stationary, open or sound attenuated versions is available for all models.

Cummins Careers

Join the dynamic world of Cummins, a global leader in power solutions, where innovation and leadership drive our mission to power a more prosperous world. At Cummins, we offer unparalleled job opportunities in engineering, technology, and business management, making it an ideal place for professionals seeking meaningful and impactful careers. Work You’ll Do At Cummins, you’ll be part of a team that values diversity and is committed to creating inclusive growth opportunities for all employees. Our culture thrives on intellectual curiosity, cognitive diversity, and bringing your whole self to work. We believe in your potential and encourage every team member to reach their personal and professional goals. Join our industry-leading team to help develop groundbreaking solutions and technologies that impact markets and communities across the globe. Your work at Cummins will not only contribute to global innovation but also ensure sustainable practices that benefit future generations. Professional Growth and Development Cummins is dedicated to the professional growth of its employees. We offer a variety of leadership and diversity training programs designed to enhance your skills and advance your career. From hands-on internships for emerging talents to leadership programs for seasoned professionals, Cummins provides resources and global opportunities to learn, thrive, and lead in your respective field. Innovative Work Environment Our commitment to innovation is at the core of what we do. At Cummins, you will collaborate with skilled colleagues who are eager to share knowledge and ideas. We foster an environment where creative thinking and proactive leadership are encouraged, driving us forward in the areas of clean energy and environmental sustainability. Benefits and Culture Cummins employees enjoy a range of benefits designed to support their physical, financial, and emotional well-being. Among these are comprehensive health care options, competitive retirement plans, and flexible work arrangements. Our supportive culture champions community involvement and a work-life balance that accommodates the diverse needs of our team members. Join Our Team Explore the numerous job opportunities at Cummins where your skills and interests can be matched with the right position, helping you to excel. We are continuously hiring and looking for ambitious, curious, and innovative individuals ready to make a significant impact. Stay Connected Keep up to date with the latest at Cummins by following our careers blog. Gain insights from insiders, learn about our employment practices, and discover how our team is leading the charge in global power solutions. Job Alert Emails Customize your experience by subscribing to Cummins job alerts. Receive updates on new postings, company news, and insider tips directly tailored to your career interests. See what exciting and rewarding opportunities await at Cummins. At Cummins, your career is just beginning. Join us, and power your potential on a global stage.
Learn more about Cummins
Size
59,900 employees
Market Cap
$34.3 billion
Industry
Net Income
$1.7 billion
Founded
1919
5 Year Trend
+6.5%
Revenue
$19.8 billion
NASDAQ

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