Strategic Account Manager, Enterprise
About The Position
We are seeking a Strategic Account Manager to serve as the executive partner for a select group of OnLogic's top customers. This is not a traditional account management role. You'll own the long-term direction of each relationship: understanding the customer's business strategy, shaping multi-year programs, and making OnLogic an integral part of how they build and scale their infrastructure and operations at the edge. We believe in the power of in-person collaboration and the benefits of a strong workplace community. Therefore, this role requires an on-site presence at either our South Burlington, VT or Cary, NC office, plus 30–40% travel. We encourage candidates who are able to relocate or comfortably commute to apply.
Requirements
- 10+ years in client-facing roles, with a proven record of growing $500K+ ARR strategic accounts, and experience managing complex projects.
- 5+ years in B2B technical sales (computer hardware).
- Experience negotiating enterprise agreements and leading multi-year design-in or deployment programs.
- Superior communication, presentation, problem-solving, and analytical skills. Thrives independently and within a team-oriented sales setting.
- Deep edge computing or industrial hardware knowledge, business acumen, and comfort navigating complex, multinational organizations to maximize the total available market.
- Ability to work in the U.S. without visa sponsorship, now and in the future.
Nice To Haves
- Someone customers call for perspective, not just a quote.
- A strategist who understands customer pain points and how OnLogic solves them.
- Someone technically credible who can discuss architecture, thermal constraints, certification, and lifecycles with design engineers.
- A long-term relationship builder who measures success in multi-year program wins, not in quarters and purchase orders.
- An internal leader capable of rallying cross-functional teams around a customer without needing direct authority over them.
Responsibilities
- Building relationships with C-suite and engineering leaders to become a trusted advisor on their edge computing strategy.
- Making OnLogic the core of customers' next-gen solutions and leading complex, multi-site, multi-year programs from design to end-of-life.
- Developing relationships that help you expand into new business units and regions, ultimately winning share from competitors.
- Bringing in Engineering, Product, Operations, and Executive leadership as needed, serving as the single owner of the customer's experience.
- Fostering strategic executive alignment between OnLogic’s leadership and the leadership of our enterprise customers.
- Leading high-stakes negotiations, including master supply agreements, non disclosure agreements, and volume quotes.
- Bringing strategic customer insights back into OnLogic's Product Management Team, Marketing Team, and Sales Leadership.
- Owning your business by turning customer programs and your deal funnel into forecast accuracy, and sustainable revenue growth.
- Identifying industry-specific solutions that fit the needs of your enterprise accounts by utilizing OnLogic’s tech partnerships.
Benefits
- A Competitive Salary based upon your experience and the requirements of the role
- A Comprehensive Benefits package
- 401k Plan with 3% Employer Contribution
- An Annual Profit Share Bonus
- Paid Maternity & Paternity Leave, and Short & Long Term Disability
- Opportunity to Participate in our Employee Stock Purchase Plan
- A personal development plan created to help you (and us) grow
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
