Strategic Account Manager, Partnerships

OnLogic • South Burlington, VT

3d • Onsite

About The Position

We are seeking a Strategic Account Manager to serve as the chief architect of our partnership ecosystem, reporting to the Director, Key Accounts and Strategic Partnerships for the Americas. This is a high-impact position focused on defining the strategy and execution of how OnLogic wins through others. You’ll be responsible for the “Who, Where, and How” of our partnership sales strategy. You are not just managing existing business, you are unlocking new high-value relationships with Specialty Original Equipment Manufacturers (SOEMs), Global System Integrators, Independent Software Vendors (ISVs), and Value-added Resellers. Your mission is to bridge the gap between Operational Technology (OT) and Information Technology (IT) at a strategic level, ensuring OnLogic is embedded into the world's leading industrial and digital transformation solutions. We believe in the power of in-person collaboration and the benefits of a strong workplace community. Therefore, this full-time role requires an onsite presence at either our South Burlington, VT or Cary, NC office. We encourage candidates who are able to relocate or comfortably commute to apply.

Requirements

• 10+ years in a Strategic Partnership or Business Development role within the Edge Computer, IoT, or enterprise technology sector.
• A track record of building enduring partnerships and programs from the ground up that resulted in tangible, multi-million dollar revenue streams.
• Existing high-level contacts within the SOEM and Global SI landscape.
• Understanding of the strategic importance of the “Edge”. You can discuss the business value of shifting workloads from the cloud to the factory floor (Virtualization, AI at the Edge, Industry 4.0).
• Ability to lead high-stakes negotiations and represent OnLogic at major industry forums and boardrooms.
• And the potential to grow into people management.
• Ability to work in the U.S. without visa sponsorship, now and in the future.
• A natural door-opener with executive presence: You are a seasoned business development professional who feels entirely at home pitching to C-suite executives and product leaders within major global technology organizations.
• A technically fluent business strategist: You possess a deep commercial grasp of Industry 4.0, Edge AI, and the IT/OT stack, allowing you to speak the same language as engineers and developers.
• A commercially-obsessed builder: You are motivated by measurable ROI and actual revenue growth, with zero interest in hollow, "feel-good" partnership agreements that don't produce results.
• A master choreographer of sales stakeholders: You have a collaborative, bridge-building mindset and the unique ability to get independent internal and external sales forces pulling in the exact same direction.
• An insightful, forward-thinking trend spotter: You are highly perceptive, always keeping your ear to the ground to translate market shifts and competitor movements into actionable product insights.
• An articulate ambassador for OnLogic: You are a high-energy advocate who can command a boardroom, lead complex negotiations, and confidently represent a brand on a global industry stage.

Responsibilities

• Defining the partnership strategy: help architect a multi-year partnership strategy that identifies which market segments and partner types will drive the next phase of OnLogic growth.
• Driving the roadmap of global partners: develop and track the critical success factors and partner onboarding roadmap.
• Unlocking relationships: use a “top-down” approach to access and influence C-suite and product leadership within tier-1 global partners.
• Ecosystem design: creating the framework for how OnLogic interacts with the IT/OT stack and ensuring our hardware is the validated platform for leading SCADA, Cloud, and Edge software providers.
• Value proposition development: working with product and marketing to build “better together” stories that make OnLogic the indispensable hardware partner for global integrators.
• Tangible revenue contribution: move beyond high-level agreements to deliver measurable revenue. You are responsible for the commercial success and ROI of the partnerships you establish. Often this will work with and through local partner account managers (US/EU).
• Co-selling excellence: lead the "Who" and "How" of co-selling motions, ensuring our direct sales teams and partner sales teams are perfectly synchronized on large-scale opportunities.
• Global scalability: build frameworks that allow our partnership models to be executed consistently across the EU, US, and APAC markets.
• Intelligence gathering: act as a strategic sensor for the company, capturing "Edge" trends and product requirements from partners to guide our internal R&D roadmap.

Benefits

• The On-Target Earnings (OTE) range for this role is $180,000 to $200,000 ($117,000 to $130,000 base salary).
• 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

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed