Job Description
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.
In this role, you’ll be responsible for:
- 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.
The team you will be joining:
Our sales team is made up of a range of highly-impactful roles, with opportunities to demonstrate great sales leadership and customer service at every stage of the sales cycle! Our sales roles include:
- Acquisition Team: Strategic Account Managers and Business Development Managers focused on prospecting, lead generation, and closing deals with new customers.
- Inside Sales Team: Strategic Account Managers and Technical Sales maintain our inbound lead engine as a cornerstone of sustained growth through lead qualification, customer retention, and funnel management.
- Enterprise Accounts Team: Strategic Account Managers manage and grow key strategic accounts with complex solution selling and executive relationship management.
- Sales Operations: Process driven leaders who optimize our workflows and data driven approach in a rapidly scaling organization.
- Strategic Partner/OEM Team: A dedicated group of Account Managers that manage our” top” tier “go-to-market/commercial” partners, including co-sell and sell through motions.
- Technology Partnerships: A function that manages our technology partner relationships provide key solution stacks for our customers to drive business outcomes from the deployment of Onlogic systems e.g. ISV application and OSV scale partners.
Learn more about Life at OnLogic: www.onlogic.com/life-at-onlogic
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.
Who we’re looking for:
- 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.
Who we are:
OnLogic employees have the opportunity to shape our future and drive impactful change. We design and manufacture specialized computers and hardware solutions for companies all over the world, helping them to make the seemingly impossible possible. Our computers are designed to work where others fail, and it's our vision to be the first choice in industrial computing. To make that vision a reality, we've built a team of ambitious problem solvers, guided by the company's core values of Open, Fair, Innovative, and Independent. We have an open office, open salaries, and strive to be fair and transparent in our decision making. We encourage input and feedback from every member of our team and look to improve ourselves and our business every single day.
Diversity is an essential element of our core values. Not just respecting, but actively embracing a variety of backgrounds, life experiences, and opinions, helps us foster innovation, enhances our problem-solving capabilities, and promotes learning and engagement among the members of our team. We strongly encourage those with diverse backgrounds to apply.
We are committed to providing a safe, inclusive, and harassment-free workplace for all employees. We do not tolerate any form of harassment, discrimination, or bias based on race, ethnicity, gender, sexual orientation, religion, disability, age, or any other protected characteristic.
To learn more about our values, our mission and what it's like to work at OnLogic, visit www.onlogic.com/careers.
Benefits
The On-Target Earnings (OTE) range for this role is $180,000 to $200,000 ($117,000 to $130,000 base salary). We determine final compensation based on discussions with applicants and their experience in similar roles.
- 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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