Strategic Account Manager - Software Solutions

This position will be located in: Fargo, ND or Sioux Falls, SD or Grand Forks, ND or Rapid City, SD or Billings, MT or Bismarck, ND

Final date to receive applications: May 12, 2026 or Posted Until Filled

The Strategic Account Manager (AM) - Software Solutions drives growth of our smart manufacturing software portfolio, including SaaS-based MES, ERP, CMMS, and Data Ops solutions. This role is responsible for developing and executing a consultative sales strategy that helps customers improve operational performance, visibility, reliability, and decision-making across their industrial operations. This position will engage with manufacturing, operations, IT, and executive stakeholders to understand business challenges, align software solutions to desired outcomes, and guide customers through a value‑based buying journey.

Success in this role is measured by customer outcomes, pipeline growth, and recurring revenue performance.

• Leads complex, value-based sales engagements for SaaS smart manufacturing solutions across assigned accounts and territories.
• Positions MES, ERP, CMMS, and Data Ops solutions as enablers of operational excellence, reliability, and data-driven decision‑making.
• Translates customer operational challenges into measurable business value and ROI.
• Builds trusted relationships with manufacturing leadership, plant operations, maintenance, engineering, IT/OT, and executive teams.
• Facilitates discovery workshops, solution presentations, demos, and executive‑level business case discussions.
• Acts as a customer advocate throughout the sales cycle and handoff to both internal and external delivery and customer success teams.
• Identifies, qualifies, and develops new opportunities through account planning, prospecting, referrals, and internal collaboration.
• Maintains a healthy pipeline aligned to revenue and growth targets.
• Leverages CRM tools to manage opportunities, forecasts, and sales activities.
• Partners closely with internal sales teams, internal and external delivery teams to scope, propose, and close solutions.
• Collaborates with strategic software partners and vendors to align messaging and co‑sell opportunities.
• Supports marketing initiatives, campaigns, and events focused on smart manufacturing solutions.
• Stays current on smart manufacturing trends including MES, ERP modernization, asset performance, predictive maintenance, digital transformation, and industrial data platforms.
• Develops a working understanding of customer industries, operational workflows, and digital maturity models.

• Participates in optional industry conferences, trade shows, or vendor‑sponsored events outside of core selling responsibilities.
• Assists with the development of internal sales tools, templates, playbooks, or best‑practice documentation.
• Supports internal training sessions or knowledge‑sharing initiatives related to software solutions, when available.
• Participates in pilot programs or early adopter initiatives for new software offerings or vendors.
• Assists marketing teams with case studies, testimonials, webinars, or thought leadership content on an as needed basis.
• Supports special projects related to solution expansion, partner alignment, or go‑to‑market strategy.
• Occasionally supports customer success or implementation teams during escalations, kickoffs, or executive reviews, as needed.
• Represents Border States in cross‑functional committees, councils, or improvement initiatives on a voluntary basis.
• Performs other duties as assigned by supervisor or designate.

• Bachelor’s degree in business, engineering, information systems, or related discipline, or equivalent experience.
• 5+ years of experience in B2B software or solution sales, preferably SaaS.
• Experience selling or supporting enterprise or mid‑market customers in manufacturing, industrial, or operations‑focused environments.
• Demonstrated success in consultative, outcomes‑based selling with complex stakeholder groups.
• Ability to translate technical concepts into clear business value.
• Experience selling MES, ERP, CMMS, Data Ops, industrial analytics, or digital transformation solutions.
• Familiarity with…