Universal Balancing (now part of Burke Porter, an Ascential Technologies Company) · 1 month ago
Enterprise Account Manager - Industrial SaaS (Midwest and Eastern US)
Sturtevant, WI
Full-time
Hybrid
Senior Level
5+ years expUniversal Balancing, now part of Burke Porter, is seeking an Enterprise Account Manager focused on industrial SaaS solutions. The role involves managing the full sales cycle, expanding existing accounts, and engaging with technical stakeholders to drive successful deployments.
IndustrialMachinery ManufacturingMechanical Engineering
Responsibilities
Own the full sales cycle from opportunity identification through contract execution, excluding renewals
Mine and expand Ascentialytics installed base by identifying new use cases, securing pilots and driving site rollouts
Pursue new opportunities within off-highway, aerospace, Tier 1 suppliers, fleet operators, MROs and OEMs
Drive and coordinate POCs and technical evaluations, partnering with engineering and customer success to deliver proof of value
Confidently address IT and infrastructure objections related to security, compliance, cloud vs. on-prem, integration, APIs, identity and access, networking and enterprise procurement
Communicate technical concepts clearly; discuss APIs, integrations and data flows
Engage and manage multi stakeholder buying committees across IT, operations and finance to close complex enterprise deals
Apply excellent listening and discovery skills to uncover pain points and develop business case-driven solutions
Build multi-level relationships with executive sponsors and technical champions to de-risk procurement and accelerate deployments
Build and manage a qualified pipeline with accurate CRM records while providing timely forecast updates
Present ROI and business cases to executive and technical buyers, converting pilots into paid deployments and scaling accounts
Travel to customer sites and industry conferences as needed
Qualification
Required
5+ years of quota carrying SaaS sales experience in industrial markets such as APM, predictive maintenance or IIoT
Proven success selling B2B software into organizations with multi stakeholder buying committees and closing pilots or POCs that converted to production
Demonstrated ability to speak customers' technical language and handle infrastructure and integration conversations
Strong consultative selling skills, with exceptional listening and discovery capabilities and track record of building multi-level relationships with executive sponsors and technical champions
Experience managing POCs and leading technical evaluations, collaborating with pre-sales and engineering teams
Comfortable delivering technical demos and presenting business cases to both IT and OT audiences
Experience working remotely and managing a US territory
Willingness to travel 25-50% as needed
Preferred
Direct experience in off-highway or aerospace markets or relationships with OEMs and Tier 1 suppliers
Familiarity with PLC, SCADA, industrial historians and common industrial protocols
Prior success selling to both IT and OT stakeholders
Bachelor's degree or equivalent experience
Company
Universal Balancing (now part of Burke Porter, an Ascential Technologies Company)
Universal Balancing serves an international client base with a wide range of precision manual and automated balance machines and unparalleled worldwide support.
51-200 employees
Funding
Current Stage
Growth StageRecent News
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