National Strategic Account Manager – Robotics, Digital Solutions
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Job Description
National Strategic Account Manager responsible for account strategy and growth in Robotics & Digital Solutions at ESAB. Collaborating across teams to deliver integrated solutions for key accounts.
Responsibilities:
- Serve as the primary commercial owner for John Deere and a defined set of “look-alike” OEMs
- Develop and maintain multi-year account plans including revenue targets, wallet share goals, and solution roadmaps
- Map customer stakeholders (engineering, operations, purchasing, IT, digital/Industry 4.0 teams) and build executive-level relationships
- Drive adoption of ESAB’s robotics, and digital offerings (e.g., welding automation cells, collaborative robots, connected equipment, data/analytics platforms, software) as a primary focus
- Identify customer pain points and translate them into solution concepts and value propositions
- Lead opportunity qualification, solution scoping, and deal strategy for major projects and programs
- Build and manage a robust opportunity pipeline across assigned accounts
- Coordinate with regional sales and channel partners to ensure coverage at plant level
- Act as the “voice of the customer” to Robotics, and Digital Product Management teams
- Coordinate cross-functional teams (engineering, applications, service, digital, marketing) to deliver complex solutions and ensure successful implementations
- Present at customer leadership meetings and internal executive reviews
- Ensure adherence to global framework agreements, pricing guidelines, and commercial policies
Requirements:
- 7–10+ years in strategic / key account management, business development, or solutions sales in industrial/ OEM environments
- Proven success selling complex solutions (preferably robotics, digital/IoT, or capital equipment) into large multi-site OEMs
- Experience working with John Deere or similar Tier-1 OEMs is strongly preferred
- Solid understanding of industrial automation and robotics; familiarity with welding/metal fabrication processes
- Comfort discussing digital/connected solutions (data platforms, software, analytics, integration with MES/ERP)
- Strong financial acumen for building ROI/TCO models and negotiating high-value contracts
- Strategic thinker with the ability to build and execute long-range account plans
- Excellent relationship-building and executive communication skills
- Strong project leadership and cross-functional coordination abilities
- Self-starter, comfortable managing complex, long sales cycles and matrix stakeholders
- Bachelor’s degree in Business, Engineering, or related field required. MBA or advanced technical degree is a plus.
Benefits:
- Health insurance
- 401(k) matching
- Flexible work arrangements
- Professional development opportunities
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