Digital Account Manager

Ats Automation•Lewis Center, OH

About The Position

Key Responsibilities Strategic Account Development & Expansion Manage and grow a portfolio of high-value, strategic accounts across North America and Europe. Serve as the primary commercial lead for digital offerings, building strong executive relationships and driving alignment with customer objectives. Expand existing accounts by identifying upselling, cross-selling, and solution enhancement opportunities. Partner with CAPEX Key Account Managers to build and execute account plans that attach digital solutions to current and upcoming equipment programs. Expand deployments beyond ATS lines to broader plant applications, anchored on measurable operational outcomes. Support the development of top-to-top executive relationships between ATS leadership and customer decision-makers to deepen trust and unlock long-term strategic collaboration. New Business Acquisition Prospect, qualify, and close digital solution deals where Digital Training and Illuminate/SmartVision solve problems on non-ATS equipment. Build on the existing VTS customer base and expand into adjacent use cases. Develop and execute market entry strategies to land new accounts and open doors in strategic verticals. Collaborate with marketing and technical teams to position ATS's value in emerging market opportunities. Commercial Execution & Customer Success Lead terms negotiation with Operations and Legal; ensure clean contracting, renewals, and pricing structures for recurring revenue. Own customer satisfaction and retention targets for digital products; drive renewal, upsell, and cross-sell motions. Establish and proactively engage strategic partnership networks within industry to learn latest market trends and competitor strategies. Sales Operations & Collaboration Maintain a sales funnel in Salesforce with disciplined stage hygiene, forecast accuracy, and pipeline coverage. Create proposals and solution outlines leveraging ATS templates and product battlecards, with support from Product Development and Applications. Contribute to digital sales strategy and feedback loops with Product Management and Marketing to refine offer packages, pricing, and enablement. Apply value selling principles to align technical offerings with customers' business outcomes and ROI. Support application engineering and proposal teams in crafting compelling value-based solutions for both new and existing customers. Establish successful and collaborative relationships with internal stakeholders and team members to develop the best solution for a customer. Employ functional and leadership skills to effectively coordinate cross-functional teams to ensure successful account execution Additional Information Compliance & Standards Adhere to all health and safety rules and procedures. Adhere to all International Standardization Organization (ISO) Procedures/Forms/Work Instructions as well as department procedures. Outcomes & KPIs (12-18 months) Recurring bookings & revenue: Quarterly recurring bookings and ARR growth vs. plan. Attach rate: Percent of CAPEX wins with at least one digital solution attached. Renewal & churn: Renewal rate > 90%; churn < 10%. Pipeline health: > 3x coverage vs. quarterly target; qualified opportunities in target stages. Win rate: Win rate > 35%. CSAT/NPS (digital): CSAT > 4.5/5; NPS > +30 for digital customers. Salesforce hygiene: Stage accuracy, close-date realism, next-step notes present in > 95% of opportunities. Join our globally growing team at ATS Industrial Automation where we create complex automation solutions at the highest level that sustainably impact lives around the world. At ATS, a publicly traded global company with a proud 40-year history, we help drive the future with our factory-wide automation solutions. At ATS Industrial Automation, what we do matters - both to our customers and to their customers. With 600 skilled employees around the world, we design, build and service mission-critical automated assembly and test solutions for mobility, nuclear and specialty automation. Our customers are leaders in their industries and rely on us to deliver what we promise - on time and on budget. Combined with our broad product portfolio, financial strength and global presence, we provide our customers with the best automation solutions wherever and whenever they need them.

Requirements

5-8+ years in software/SaaS or digital manufacturing solutions sales (IIoT/MES, digital twin, VR/AR training, analytics), ideally in automotive.
Demonstrated success with renewals/migrations and recurring revenue models.
Strong commercial acumen: terms negotiation, contracting, pricing, and legal coordination.
Fluency with Salesforce, structured account planning, and executive selling.
Consultative, value-based selling to plant operations, engineering, and IT/OT stakeholders.
Willingness to travel (~40-50% NA; ad hoc EU support).
Familiarity with sales methodologies such as Miller Heiman, MEDDICC, or Challenger.
Proven ability to navigate complex sales cycles involving cross-functional teams, technical evaluations, and executive-level engagement.
Experience landing net-new business in underpenetrated markets and expanding wallet share within strategic accounts.

Responsibilities

Manage and grow a portfolio of high-value, strategic accounts across North America and Europe.
Serve as the primary commercial lead for digital offerings, building strong executive relationships and driving alignment with customer objectives.
Expand existing accounts by identifying upselling, cross-selling, and solution enhancement opportunities.
Partner with CAPEX Key Account Managers to build and execute account plans that attach digital solutions to current and upcoming equipment programs.
Expand deployments beyond ATS lines to broader plant applications, anchored on measurable operational outcomes.
Support the development of top-to-top executive relationships between ATS leadership and customer decision-makers to deepen trust and unlock long-term strategic collaboration.
Prospect, qualify, and close digital solution deals where Digital Training and Illuminate/SmartVision solve problems on non-ATS equipment.
Build on the existing VTS customer base and expand into adjacent use cases.
Develop and execute market entry strategies to land new accounts and open doors in strategic verticals.
Collaborate with marketing and technical teams to position ATS's value in emerging market opportunities.
Lead terms negotiation with Operations and Legal; ensure clean contracting, renewals, and pricing structures for recurring revenue.
Own customer satisfaction and retention targets for digital products; drive renewal, upsell, and cross-sell motions.
Establish and proactively engage strategic partnership networks within industry to learn latest market trends and competitor strategies.
Maintain a sales funnel in Salesforce with disciplined stage hygiene, forecast accuracy, and pipeline coverage.
Create proposals and solution outlines leveraging ATS templates and product battlecards, with support from Product Development and Applications.
Contribute to digital sales strategy and feedback loops with Product Management and Marketing to refine offer packages, pricing, and enablement.
Apply value selling principles to align technical offerings with customers' business outcomes and ROI.
Support application engineering and proposal teams in crafting compelling value-based solutions for both new and existing customers.
Establish successful and collaborative relationships with internal stakeholders and team members to develop the best solution for a customer.
Employ functional and leadership skills to effectively coordinate cross-functional teams to ensure successful account execution
Adhere to all health and safety rules and procedures.
Adhere to all International Standardization Organization (ISO) Procedures/Forms/Work Instructions as well as department procedures.