ATS Industrial Automation · 1 day ago
Digital Account Manager
Lewis Center, OH
Full-time
Hybrid
Senior Level
5+ years expATS Industrial Automation is a globally growing company that creates complex automation solutions impacting lives around the world. They are seeking a Digital Account Manager to manage and grow a portfolio of strategic accounts, drive new business acquisition, and ensure customer satisfaction with digital products.
Industrial Automation
Responsibilities
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
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
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
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
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
Qualification
Required
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 within strategic accounts
Benefits
Flexible work schedules
Employee events
Free coffee beverages
Employee referral program
Safety shoe programs
Competitive starting salaries
Overtime pay eligibility
Paid vacation
Company paid short- and long-term disability and life insurance
Comprehensive health benefits
401K matching program
Employee Incentive Bonus program
Optional Employee Share Purchase Program
Tuition reimbursement programs
Commitment to promoting from within
Company
ATS Industrial Automation
ATS Industrial Automation is a global leader with expertise and proven experience providing end-to-end automation solutions.
Cambridge, Ontario, CA
1001-5000 employees
Funding
Current Stage
Late StageCompany data provided by crunchbase