About the Role
We're hiring a Strategic Account Manager (SAM) to own expansion and revenue retention across a regional book of enterprise industrial accounts. You'll work as an overlay to the Account Executive: diagnosing where each customer actually sits on the path from a single-site deployment to a governed, multi-site enterprise standard, then working directly with the customer's central team to build the account plan and governance that gets them there.
The AE still owns and closes the deal. You build the structural case that makes the next expansion conversation closeable, and you own renewal outcomes across the region so growth doesn't come at the cost of what's already sold. The win is influence, not a signature: getting a customer to commit, quickly and unwaveringly, to one way of doing industrial data at scale.
What You'll Do
• Diagnose each account's readiness to scale, jointly with the AE, through structured interviews with internal stakeholders and customer teams across your region
• Run Value Engineering engagements with the customer's central team to define the shared KPI, the asset model, and the rollout approach, in the room rather than delivered afterward
• Build and maintain the account plan with the AE: a multi-site rollout roadmap tied to the customer's own initiatives, plus the governance layer that keeps them on it (named program owner, site champions, operating cadence), and hold the customer to it
• Own revenue retention across your region: track every renewal, spot engagement drop-off early, and coordinate save plans with Customer Success and the AE before risk becomes churn
• Run the cross-functional cadence as the AE's overlay: weekly account syncs with Pre-Sales, Customer Engineering and Project Management, forecast calls for SAM-supported accounts, and quarterly readouts to sales and CS leadership
• Package what works into success stories and run internal enablement so the patterns from one account reach the next
What You'll Bring
Must Have
• 5+ years in enterprise account management, customer success or expansion sales for industrial, manufacturing or OT/IT software, working accounts at multi-site or multi-plant scale
• A track record standing up governance or program structures with named executive sponsors and cross-site stakeholders, not just running individual site deployments
• High emotional intelligence: able to read the customer-side politics in accounts you don't own, and to tell an executive sponsor an uncomfortable truth about where their program stands without losing the room
• Comfortable as an overlay with no closer's authority: motivated by winning the customer's commitment to a standard, not by negotiating or closing the deal yourself
• Experience owning or directly influencing both an expansion number and a renewal number in a book of business, without letting one crowd out the other
Nice to Have
• Working knowledge of industrial data architecture (edge computing, asset modeling, OT/IT data contextualization), enough to hold a credible model-first conversation with technical stakeholders
• Experience building and maintaining a formal joint account plan alongside an AE, and being held to it
• Startup or scale-up experience building a motion or playbook from scratch rather than inheriting one
• Experience with systems-integrator or partner-led deployments in manufacturing environments
