Account Manager

Position Summary

The Account Manager is responsible for driving profitable growth within an assigned portfolio of existing customers. This role owns the commercial relationship from account planning through opportunity development, proposal, closing, and long-term customer growth.

The Account Manager serves as a trusted advisor to customer leadership, helping manufacturers improve reliability, asset performance, and operational results while expanding adoption of Reliability Solutions' full portfolio of services, software, training, and consulting.

Success in this role is measured by customer retention, revenue growth, cross-selling, executive relationships, and the ability to identify strategic expansion opportunities across multiple sites. Each Account Manager also serves as the commercial champion for a designated portion of the Reliability Solutions portfolio.

Key Responsibilities

Strategic Account Management

• Own and execute strategic account plans for assigned customers.
• Conduct regular business reviews and identify new opportunities aligned with customer objectives.
• Build trusted relationships with executives, maintenance, reliability, engineering, and operations leaders.
• Develop executive-level relationships and position Reliability Solutions as a long-term strategic partner.

Revenue Growth and Portfolio Expansion

• Grow annual revenue through cross-selling, upselling, and multi-site expansion.
• Promote the full Reliability Solutions portfolio, including Services, Spartakus APM, Lube-it, Precision Lubrication, Training, and Consulting.
• Identify strategic expansion opportunities across additional sites, users, solutions, and service lines.
• Drive profitable growth while supporting customer retention and long-term value creation.

Opportunity Development and Sales Execution

• Lead commercial opportunities from discovery through proposal, negotiation, contract award, and closing.
• Translate customer objectives and operational challenges into compelling Reliability Solutions offerings.
• Coordinate internal technical, consulting, software, training, and service resources to develop effective solutions.
• Maintain an accurate sales pipeline, forecasts, opportunity records, and activity information in the CRM.

Customer Success and Commercial Leadership

• Partner with the Customer Success team to maximize software adoption, renewals, and customer value.
• Support Spartakus and software adoption by identifying risks, expansion opportunities, and required corrective actions.
• Act as the internal commercial champion for an assigned product or service line.
• Support sales enablement, share best practices, and help colleagues position the assigned portfolio offering effectively.

Key Performance Indicators

• Annual Bookings and Revenue Growth
• Net Revenue Retention
• Cross-Sell and Expansion Revenue
• Executive Customer Meetings
• Strategic Account Plans Completed
• Multi-site Expansion Projects
• Spartakus and Software Adoption
• Customer Satisfaction
• Pipeline Health and Forecast Accuracy
• CRM Discipline

Required Qualifications

• Five or more years of experience in industrial sales, maintenance, reliability, engineering, or operations.
• Strong consultative selling and relationship-building skills.
• Experience working with manufacturing customers is preferred.
• Excellent communication, presentation, and negotiation skills.
• Ability to develop executive-level relationships and manage complex sales opportunities.

Success in This Role

A successful Account Manager develops trusted executive relationships, consistently exceeds growth targets, expands customer adoption across the Reliability Solutions portfolio, and becomes the customer's preferred partner for improving reliability and operational performance. The Account Manager proactively identifies new opportunities, delivers measurable business value, and contributes to sustainable, profitable growth for both the customer and Reliability Solutions.