Senior Account Manager

SHIV SOFTWARE EXPERTS LLC• Richmond, VA

24d•$100,000 - $120,000•Remote

About The Position

We are seeking an experienced Senior Account Manager to drive business growth by developing new customer relationships, expanding existing accounts, and managing the full sales cycle for complex engineered solutions. This is a remote, U.S.-based position with regular travel for customer meetings, trade shows, supplier visits, and internal collaboration. The ideal candidate is a consultative sales professional with experience selling complex automation, manufacturing, capital equipment, or engineered solutions. This role requires strategic thinking, strong relationship-building skills, and the ability to collaborate across engineering, operations, project management, and leadership teams.

Requirements

Minimum 7 years of experience in B2B sales, account management, business development, sales engineering, or a related commercial role.
Proven success selling complex engineered solutions, industrial automation, capital equipment, robotics, controls, machine vision, or manufacturing technologies.
Experience managing long sales cycles involving multiple decision-makers.
Strong consultative and solution-based selling skills.
Experience negotiating contracts and managing strategic customer relationships.
Strong understanding of CRM systems; experience with HubSpot is preferred.
Proficiency with Microsoft Office Suite, Microsoft Teams, and sales reporting tools.
Excellent communication, presentation, and negotiation skills.
Ability to travel regularly throughout assigned territories.

Nice To Haves

Bachelor's degree in Engineering, Business, or a related field (or equivalent technical and commercial experience).
Experience in automation, robotics, manufacturing, life sciences, consumer products, filtration, energy, or industrial markets.
Technical sales background or formal sales training.
Experience working with engineering and manufacturing organizations.
Experience with one or more of the following technologies is preferred: Industrial automation, Robotics, PLCs and control systems, Machine vision, Motion control, Industrial networking, Sensors, Material handling systems, Assembly automation, Inspection systems, Process automation.

Responsibilities

Identify, qualify, and develop new business opportunities for turnkey automation systems, custom equipment, and engineered manufacturing solutions.
Manage assigned accounts and prospects throughout the complete sales cycle, from prospecting and discovery through proposal, negotiation, and closing.
Expand relationships with existing customers while identifying opportunities within new target accounts.
Re-engage previous customers and leverage referrals, market intelligence, CRM data, and trade show networking to generate new opportunities.
Represent the company professionally while delivering exceptional customer service.
Develop strategic account plans and territory growth strategies.
Identify target industries, customer segments, and strategic accounts aligned with company capabilities.
Monitor industry trends, customer requirements, and competitor activities to identify new business opportunities.
Provide market insights and recommendations to sales leadership.
Conduct customer discovery to understand operational challenges, production processes, technical requirements, and business objectives.
Evaluate project feasibility, commercial fit, and customer requirements.
Collaborate with engineering and applications teams to develop competitive proposals.
Support pricing strategy, scope development, contract negotiations, and margin optimization.
Maintain accurate opportunity records within the company's CRM platform.
Provide reliable sales forecasts and pipeline updates.
Track sales activities, customer interactions, and project status.
Identify potential risks and proactively communicate changes to leadership.
Serve as the primary customer advocate throughout the sales process.
Work closely with engineering, project management, operations, finance, and leadership teams to ensure successful project execution.
Support smooth project handoffs from sales through implementation.
Maintain customer relationships after project completion to encourage repeat business and long-term partnerships.
Achieve annual sales and revenue objectives.
Build and maintain a healthy, qualified sales pipeline.
Develop new customer relationships while expanding existing accounts.
Maintain accurate CRM records and reliable sales forecasts.
Contribute to long-term business growth through strategic account development and exceptional customer service.