Account Director, Manufacturing

Responsibilities

• Manage a small number of key manufacturing accounts, developing and executing comprehensive account strategies.
• Build trusted relationships with senior executives and business leaders across technology, operations, engineering, supply chain, manufacturing, and other functions.
• Lead enterprise prospects’ journeys from initial consideration and use-case identification through successful deployment and expansion.
• Help customers identify and prioritize high-value applications of AI across their manufacturing operations and broader enterprises.
• Partner with solutions and research engineering to build and execute complex customer programs and projects.
• Navigate complex enterprise environments involving legacy systems, operational technology, security requirements, data governance, and global stakeholders.
• Own a consumption revenue target.
• Manage consumption revenue forecasts.
• Analyze key account metrics to create reports and provide insights to internal and external stakeholders.
• Closely monitor the manufacturing industry landscape, including customers, competitors, partners, technologies, and emerging AI use cases, to contribute to product roadmap and other corporate strategies.
• Collaborate with solutions, marketing, communications, business operations, people operations, finance, product management, and engineering.
• Support the recruitment and onboarding of other teammates.
• Support the development of company culture.

Requirements

• 14+ years selling platform-as-a-service and/or software-as-a-service solutions.
• Significant experience selling complex enterprise technology solutions to large manufacturing organizations.
• A strong understanding of the manufacturing industry, including its business models, operational environments, technology ecosystems, and transformation priorities.
• Experience developing executive relationships across functions such as technology, engineering, operations, supply chain, manufacturing, and procurement.
• Experience navigating complex, global accounts with multiple business units, facilities, stakeholders, and decision-makers.
• The ability to connect emerging technologies to measurable business outcomes, including productivity, efficiency, quality, innovation, resilience, and revenue growth.
• Achieving revenue targets greater than $2M per year for more than 3 years.