Enterprise Account Executive - Industrials

The Enterprise Account Executive for the Industrials vertical is responsible for driving growth within key accounts in sectors such as Heavy Equipment & Vehicles, Industrial Components & Products, Machinery and Tooling, White Goods, and Office Furniture. This role requires a strong understanding of industrial manufacturing, supply chain complexities, and the digital transformation trends impacting these diverse industries.

The Enterprise Account Executive will focus on managing and expanding relationships with large enterprises, delivering tailored solutions that enhance operational efficiency, asset management, and productivity across these segments.

Responsibilities

• Develop and execute a sales strategy for the Industrials vertical, specifically targeting companies in heavy equipment, industrial components, machinery manufacturing, white goods, and office furniture.

• Build and maintain strong relationships with senior executives and decision-makers to drive account growth and foster long-term partnerships.

• Lead the full sales cycle from prospecting to deal closure, focusing on solution-based selling that addresses industry-specific challenges, including equipment uptime, asset lifecycle management, supply chain optimization, and digital transformation.

• Collaborate with internal teams, including product management and technical sales, to deliver solutions leveraging PLM, IoT, CAD, AR, and other digital tools tailored to each industrial segment, from heavy machinery to consumer-focused white goods and office furniture.

• Stay informed about industry trends, regulatory requirements, and advancements in digital manufacturing, including predictive maintenance, automation, sustainability, and compliance in each sector.

• Accurately forecast and manage a pipeline of opportunities using CRM tools like Salesforce.com, ensuring alignment with sales targets and company objectives.

Skills and Knowledge

• Strong consultative sales skills, with the ability to engage with senior leaders in industrial manufacturing and convey the value of digital transformation across varied sectors.

• Knowledge of industry challenges and trends within heavy equipment, industrial components, machinery, white goods, and office furniture, including asset management, supply chain dynamics, and product lifecycle requirements.

• Familiarity with digital solutions such as PLM, IoT, CAD, and AR and their applications in the industrial sector to drive efficiency, innovation, and sustainability.

• Proficiency in CRM tools for pipeline management and accurate forecasting, with a detail-oriented approach to account management.

• Ability to navigate complex sales cycles and build long-term relationships in capital-intensive and consumer-oriented industries.

Experience

• 8+ years of experience in enterprise software sales, with a focus on industrial manufacturing, heavy equipment, white goods, office furniture, or related sectors.

• Proven track record of managing and growing large, complex accounts, consistently meeting or exceeding sales targets.

• Experience in solution-based selling to address digital transformation and operational challenges in the Industrials vertical.

• Background in working with companies in heavy equipment, components, machinery, white goods, or office furniture manufacturing is preferred.

Minimum Qualifications

• Bachelor's degree in Business, Engineering, or a related field, or equivalent experience.

• Willingness to travel as needed to engage with clients in the Industrials sector.