Digital Account Manager

Job Description

Key Responsibilities

Strategic Account Development & Expansion

• Manage and grow a portfolio of high-value, strategic accounts across North America and Europe.
• Serve as the primary commercial lead for digital offerings, building strong executive relationships and driving alignment with customer objectives.
• Expand existing accounts by identifying upselling, cross-selling, and solution enhancement opportunities.
• Partner with CAPEX Key Account Managers to build and execute account plans that attach digital solutions to current and upcoming equipment programs.
• Expand deployments beyond ATS lines to broader plant applications, anchored on measurable operational outcomes.
• Support the development of top-to-top executive relationships between ATS leadership and customer decision-makers to deepen trust and unlock long-term strategic collaboration.

New Business Acquisition

• Prospect, qualify, and close digital solution deals where Digital Training and Illuminate/SmartVision solve problems on non-ATS equipment.
• Build on the existing VTS customer base and expand into adjacent use cases.
• Develop and execute market entry strategies to land new accounts and open doors in strategic verticals.
• Collaborate with marketing and technical teams to position ATS's value in emerging market opportunities.

Commercial Execution & Customer Success

• Lead terms negotiation with Operations and Legal; ensure clean contracting, renewals, and pricing structures for recurring revenue.
• Own customer satisfaction and retention targets for digital products; drive renewal, upsell, and cross-sell motions.
• Establish and proactively engage strategic partnership networks within industry to learn latest market trends and competitor strategies.

Sales Operations & Collaboration

• Maintain a sales funnel in Salesforce with disciplined stage hygiene, forecast accuracy, and pipeline coverage.
• Create proposals and solution outlines leveraging ATS templates and product battlecards, with support from Product Development and Applications.
• Contribute to digital sales strategy and feedback loops with Product Management and Marketing to refine offer packages, pricing, and enablement.
• Apply value selling principles to align technical offerings with customers' business outcomes and ROI.
• Support application engineering and proposal teams in crafting compelling value-based solutions for both new and existing customers.
• Establish successful and collaborative relationships with internal stakeholders and team members to develop the best solution for a customer.
• Employ functional and leadership skills to effectively coordinate cross-functional teams to ensure successful account execution

Additional Information

Compliance & Standards

• Adhere to all health and safety rules and procedures.
• Adhere to all International Standardization Organization (ISO) Procedures/Forms/Work Instructions as well as department procedures.

Outcomes & KPIs (12–18 months)

• Recurring bookings & revenue: Quarterly recurring bookings and ARR growth vs. plan.
• Attach rate: Percent of CAPEX wins with at least one digital solution attached.
• Renewal & churn: Renewal rate > 90%; churn < 10%.
• Pipeline health: > 3x coverage vs. quarterly target; qualified opportunities in target stages.
• Win rate: Win rate > 35%.
• CSAT/NPS (digital): CSAT > 4.5/5; NPS > +30 for digital customers.
• Salesforce hygiene: Stage accuracy, close-date realism, next-step notes present in > 95% of opportunities.

Qualifications

• 5–8+ years in software/SaaS or digital manufacturing solutions sales (IIoT/MES, digital twin, VR/AR training, analytics), ideally in automotive.
• Demonstrated success with renewals/migrations and recurring revenue models.
• Strong commercial acumen: terms negotiation, contracting, pricing, and legal coordination.
• Fluency with Salesforce, structured account planning, and executive selling.
• Consultative, value-based selling to plant operations, engineering, and IT/OT stakeholders.
• Willingness to travel (~40–50% NA; ad hoc EU support).
• Familiarity with sales methodologies such as Miller Heiman, MEDDICC, or Challenger.
• Proven ability to navigate complex sales cycles involving cross-functional teams, technical evaluations, and executive-level engagement.
• Experience landing net-new business in underpenetrated markets and expanding wallet share wi