Job Description

Key Responsibilities

1. Strategic Account Ownership• Own and develop multi-year strategic account plans for assigned IT manufacturing customers.
• Build executive relationships across IT, Operations, Engineering, and Procurement.
• Position the organization as a trusted digital transformation partner.
• Lead quarterly executive business reviews (QBRs).

2. Revenue & Growth Management
• Achieve annual revenue and margin targets.
• Drive new logo acquisition within the manufacturing sector.
• Expand wallet share through cross-sell and upsell initiatives.
• Identify whitespace opportunities across regional plants and global offices.

3. Industry-Specific Solution Selling
Develop and position solutions across:

Connectivity & Network
• SD-WAN for multi-site plants
• MPLS / DIA / Private 5G
• Campus and factory connectivity
• Edge networking for smart factories

Hybrid IT & Cloud
• Hybrid cloud architectures (AWS, Azure, GCP)
• Data center colocation
• Disaster recovery & business continuity
• Edge computing for manufacturing analytics

Managed Services
• Managed network services
• Managed cloud operations
• Workplace & end-user support
• Infrastructure managed services
• Green Tech

Cybersecurity
• OT/IT security integration
• SOC services
• Zero Trust architectures
• Network & endpoint protection

4. Smart Manufacturing & Industry 4.0 Enablement
• Understand manufacturing workflows (MES, ERP, PLM integration).
• Support use cases such as:
o Predictive maintenance
o IoT sensor connectivity
o Robotics & automation support
o Real-time production analytics
• Align solutions to operational efficiency, uptime, and cost optimization goals.

5. Commercial & Contract Leadership
• Lead RFP responses and complex bid management.
• Structure multi-year managed services contracts.
• Negotiate enterprise framework agreements.
• Maintain pipeline accuracy and forecasting discipline.

Key Performance Indicators (KPIs)
• Enterprise revenue and margin achievement
• Cross-sell/upsell growth %
• Customer retention & renewal rates
• Strategic account penetration across plants/regions

Requirements 
• Bachelor's degree in business, Engineering, IT, or related field with at least 6 years of enterprise sales experience in
o Telecommunications
o Managed Services
o Cloud / Hybrid IT
• Proven experience selling into manufacturing enterprises.
• Track record of closing large, multi-country deals.

Qualifications

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