Strategic Account Manager

Atlanta, GA
Full Time
Mid Level

As a Global Strategic Account Manager at EPLAN, you will be at the forefront of driving enterprise-level partnerships with the world’s most influential industrial companies. This high-impact role is responsible for managing and expanding global relationships with key customers, aligning EPLAN’s software solutions with their long-term digital transformation strategies. You will serve as a trusted advisor and orchestrator across regions, business units, and stakeholders, ensuring consistency, maximizing account value, and delivering measurable outcomes. This is a strategic, consultative sales role ideal for a high-performing individual with a deep understanding of complex B2B sales, industrial automation ecosystems, and a passion for innovation in engineering and manufacturing.

Sales position that covers a limited number of significant global, regional, or national key accounts. Responsible for the development of strategic long-term commercial partnerships. The focus of the position is to maximize profitable revenue through selling incremental software to existing accounts and establishing growth through expanding into new applications and departments within the assigned key accounts.

Accountabilities

  • Strategic Account Management

    • Maintain sales contacts with significant global, regional, or national strategic accounts.
    • Identify, analyze, and prospect new sales opportunities & strategic accounts.
    • Develop and execute strategic account plans; responsible for managing a personal sales budget.
    • Negotiate and close deals, preferably long-term contracts with significant added value to the sales objectives.
    • Develop commercial relationships at the executive level within companies.
    • Follow market, customer developments, and competitors to identify criteria impacting future business.
    • Promote EPLAN; participate in PR events; represent EPLAN at fairs & business events.
    • Develop an efficient network with important customers, business partners, competitors, and confederations.
    • Maintain global relationships with the SAM Team and build plans for global development of respective customers.

  • Account Planning

    • Analyze – facts & figures based – short- & long-term opportunities.
    • Develop strategic account plans and provide accurate forecasts.
    • Support the development & execution of all account plans & activities EPLAN-BE.
    • Plan and organize sales activities to approach important customers.
    • Draft the annual sales budget.
    • Keep colleagues in other countries informed about commercial developments & (market-) evolutions of key accounts-BE belonging to an international organization.
    • Initiate proactively corrective actions if necessary.
    • Provide information to local sales team & management to support and define sales objectives & plans.

  • Sales Administration & Reporting

    • Responsible for efficient & accurate sales administration.
    • Manage customer information in the CRM system.
    • Monthly, quarterly, and annual follow-up & analyses of sales results & forecasts.
    • Produce reports & presentations related to budget, sales, accounts, figures, promo plans, etc.

  • Strengthening Local EPLAN Team

    • Inform general manager about problems, complaints, developments in the market, and about competitors.
    • Contribute to improving the quality of services by communicating remarks of accounts about the quality of EPLAN products & services.
    • Consult about technical aspects with local colleagues after sales.
    • Ensure efficient and optimal use of technology and training centers.

Job Dimensions

  • Product portfolio: All EPLAN products & services.
  • Travel: 50%+ Travel domestically and internationally to meet customers, prospects, and to internal meetings as required.

Education

  • Bachelor's or master's degree in engineering, business administration, or marketing or equivalent experience.

Experience

  • Preferably a minimum of 5 years in selling solutions and business value to senior-level executives.
  • Previous experience in successfully developing and/or managing major/enterprise accounts where significant revenue growth has been generated.
  • Knowledge of CAE/CAD technology 
  • A proven sales track record of selling to the Manufacturing industries is highly advantageous.
  • Consultative Solution Selling, or Target Account Selling expertise.

Knowledge

  • Knowledge of the market, engineering applications, and the consultative sales process required to close new business in a software solutions-oriented market.
  • General knowledge in sales automation tools.
  • Excellent knowledge of office applications: MS Office & CRM software.
  • Excellent command of English (written and spoken).

Skills & Personal Competences

  • Strong organization and negotiation skills.
  • Ability to demonstrate equal business stature at the executive level.
  • Ability to prepare and deliver solid business cases and ROI studies to business decision-makers.
  • An understanding of the business challenges associated with the market.
  • Ability to develop profitable business solutions.
  • Ability to effectively prioritize and manage numerous activities in a regional area while maintaining expenses.
  • Advanced interpersonal and presentation skills.
  • Advanced verbal and written communication skills.
  • Result-driven team player; perseverance; proactive; initiative taker; problem solver; positive drive & attitude.

Organization & Contacts

  • Reports to: Group Lead Strategic Account Management
  • Internal contacts: Local and international sales team, local and international professional services team, SAM colleagues, local and international management
  • External contacts: Customers, prospects, partner companies

#LI-Hybrid #Eplan

If you require reasonable accommodation for any part of the application or hiring process due to a disability, you may contact the company’s Human Resources Department at (937) 399-0500.

This option is reserved for individuals who require accommodation due to a disability.

Rittal LLC and Eplan are proud to be an affirmative action/equal opportunity employer. EEO, including Disability/Vets.

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