National Account Manager
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Job Description
National Account Manager driving quota, pilots, and commercialization for Vontier’s connected retail technology solutions. Managing North American accounts, channel partners, forecasts, and sales enablement.
Responsibilities:
- Execute Gilbarco Veeder-Root sales quota in assigned accounts
- Own a defined North American account, including pipeline development, account management, and quota attainment
- Manage relationships with customers, distributors, and contractors
- Drive sales through direct customer engagement, distributor/channel partners, and strategic accounts
- Lead contract and deal-close activities for territory bookings
- Maintain territory forecasts and sales activity reports
- Design, manage, and execute technical pilots, POCs, and channel tests
- Define pilot success criteria, analyze results, and produce commercialization plans and launch playbooks
- Recommend pricing, packaging, and go-to-market approaches
- Conduct customer interviews, site visits, and feedback sessions to capture requirements and identify market shifts
- Maintain competitive intelligence and provide guidance to Product and Marketing
- Develop and deliver sales enablement assets, demos, webinars, and training
- Support trade shows, customer events, and marketing campaigns
- Act as the conduit between the assigned account, field teams, and Product Management/Marketing
- Maintain an active funnel, forecast sales, and manage contracts
- Manage pricing and profitability through pricing deviations and concessions
Requirements:
- Bachelor’s degree required
- 10+ years of channel or direct sales experience in retail technology, POS, payments, or adjacent B2B hardware/software
- Demonstrable quota attainment record
- Proven experience designing and leading technical POCs/pilots and converting pilot outcomes into commercialization plans
- Strong presentation skills; comfortable presenting to C-suite and channel leadership
- Proficiency in Excel and PowerPoint; able to build clear executive dashboards and ROI analyses
- Excellent cross-functional collaboration, project management, and problem-solving skills
- Technical aptitude for retail systems and solution demonstrations (POS, payment devices, remote management tools) strongly preferred
Benefits:
- Personal growth and work-life balance
- Continuous learning opportunities
- Inclusive and collaborative work environment
- Tools and support for innovation and professional development
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