Account Manager

About the Client

Our client is a global leader in industrial communication and IIoT, with a portfolio spanning industrial remote access, edge-to-cloud data and IIoT gateways, RTUs, PID controllers, industrial network infrastructure, and protocol conversion gateways. The division hiring this role is undergoing a strategic shift from a channel/distribution-led model to a direct sales motion targeting EPCs, specifying engineers, and large end users — a global initiative with executive visibility.

About the Role

This is a flagship hire to pioneer the company's direct national accounts motion within its industrial data solutions division. Reporting to the divisional Sales Director, the National Accounts, Direct Sales Manager will own the build-out of direct coverage across a defined set of target accounts, with a primary focus on Oil & Gas and heavy process industrials. The role is an individual contributor with national scope and a clear path to expand globally as the model proves out.

Location: Gulf Coast preferred (Houston/TX); open to other US locations, though non-TX bases will mean heavier travel

Responsibilities

• Own direct sales and strategic account management across a defined set of national accounts
• Expand and upsell within existing accounts; build out coverage where it's currently spotty
• Engage large end-user stakeholders, EPCs, and specifying engineers across the project lifecycle
• Drive preferred-vendor status and influence specifications upstream in project cycles
• Sell consultatively across multi-stakeholder buying groups on long-cycle, relationship-driven pursuits
• Partner cross-functionally to inform the broader direct-sales playbook as the model scales globally

Qualifications

• 5+ years of B2B industrial sales experience; automation/instrumentation background helpful but not required
• Demonstrated success selling into EPCs and specifying engineers — non-negotiable
• Strong command of capital project lifecycles and where/when to influence the buying decision
• Track record managing strategic, enterprise, or global accounts with deep customer penetration
• Consultative, self-sufficient seller — comfortable operating without day-to-day coaching