SmartSights · 2 days ago
Territory Account Manager – Direct & SI Partners
United States
Full-time
Remote
Mid, Senior Level
2+ years expSmartSights is a global leader in industrial analytics, alarm notification, and automated reporting software. The Territory Account Manager is responsible for hunting new opportunities and farming existing accounts, focusing on system integrators and direct customers to drive pipeline and revenue growth.
Computer Software
Responsibilities
Deliver new and expansion revenue across assigned territory of SI partner and direct customer accounts
Build and maintain a healthy, well-distributed pipeline (new logo, expansion, partner-led)
Grow share of wallet through upsell and cross-sell of the full product and solution portfolio
Develop strong, value-based relationships with SI partners and customer stakeholders
Maintain high forecast accuracy and disciplined CRM usage
Own a defined territory and accounts with responsibility for both new acquisition and expansion
Actively prospect into target SI partners and direct customer accounts to identify net-new opportunities
Develop account plans that balance new opportunity creation with long-term account growth
Build multi-thread relationships across technical, commercial, and executive stakeholders
Manage and grow relationships with small and large system integrators as primary GTM partners
Enable partners by clearly positioning solutions, use cases, and value propositions
Support partner-led deals from qualification through close, including pricing and commercial alignment
Qualify and progress opportunities using a structured, value-based sales approach
Convert marketing- and partner-sourced leads into qualified pipeline and closed revenue
Maintain strong pipeline coverage to consistently meet or exceed targets
Manage buying cycles involving multiple stakeholders and decision-makers
Identify expansion opportunities within existing partner and customer accounts
Position additional products, and solutions based on evolving customer needs
Work with Product, Marketing, and Customer Success to drive solution expansion
Ensure expansion, and new opportunities are aligned for long-term account growth
Partner closely with Marketing on campaigns, events, and partner initiatives
Collaborate with Product and Product Marketing to provide customer and partner feedback
Work with Customer Success to ensure smooth onboarding, adoption, and expansion readiness
Act as a trusted internal advocate for customers and partners
Qualification
Required
B2B SaaS sales fundamentals in partner-led and direct sales environments
Strong understanding of system integrator business models and sales motions
Familiarity with subscription-based revenue models (ARR, renewals, expansions)
Proven ability to hunt new opportunities while farming and expanding existing accounts
Strong discovery, qualification, and consultative selling skills
Ability to sell value and outcomes, not just products
Strong negotiation, closing, and account planning capabilities
Ability to build long-term, trust-based relationships
Comfortable influencing multiple stakeholders without direct authority
Experience using CRM systems (Salesforce preferred)
Familiarity with sales and marketing tools such as HubSpot, LinkedIn Sales Navigator, ZoomInfo, or similar
Strong pipeline, forecasting, and reporting discipline
2–6 years of experience in B2B sales or account management roles
Demonstrated success in hybrid hunter/farmer roles
Experience selling through or with system integrators is highly desirable
Preferred
Understanding of industrial software, manufacturing, IIoT, or OT environments
Experience working with SIs or channel partners
SaaS or industrial software experience
Bachelor's degree in business, Engineering, or related field (or equivalent experience)
Benefits
Competitive salary and bonus structure
Competitive insurance (medical, dental, vision, STD, LTD, basic, and voluntary life insurance)
401(k) plan with company match
Flexible PTO (no accruals)
Company
SmartSights
SmartSights, a global leader in data-driven analytics, reports, and notifications, empowers industrial operations with clear insights for effective decision-making and action.
51-200 employees
Funding
Current Stage
Growth StageCompany data provided by crunchbase