Executive Account Manager

** WHAT YOU WILL DO*
* You will execute Gilbarco Veeder-Roots sales quota in an assigned region/accounts by managing relationships with the customers, distributors, and contractors in the region/accounts. This is a territory / (Account)-based sales leader role that combines individual quota ownership with a cross-functional mandate to accelerate product adoption across Convenience Retail (Solutions, Payment and Software) portfolio. The role is hands-on in-field Sales and partners closely with Product Management, Marketing, Channel, and Sales Operations.

** Responsibilities*
* -    Own a defined North American Account with full responsibility for pipeline development, account management, and quota attainment.

-    Communicate, promote, and provide education on Gilbarco Veeder Root's key strategic initiatives, principles, goals, objectives, and programs with distributors and customers

-    Schedule and log sales calls, manage assigned accounts and distributors by reporting key activities and updates

-    Drive sales through direct customer engagement, distributor/channel partners, and strategic accounts; lead contract and deal-close activities for territory bookings.

-    Maintain accurate territory forecasts and sales activity reports; collaborate with Sales Operations and Sr Director on territory-level plans.

-    Design, manage and execute technical pilots, POCs, and channel tests that de-risk customer adoption and demonstrate commercial impact.

-    Define pilot success criteria, collect and analyze results, and produce scalable commercialization plans and launch playbooks.

-    Recommend pricing, packaging, and go-to-market approaches for portfolio additions or bundling opportunities based on pilot and field learnings 1

-    Run VOC activities (customer interviews, site visits, feedback sessions) to capture requirements, prioritize features, and identify market shifts.

-    Maintain competitive intelligence and translate findings into actionable guidance for Product and Marketing.

-    Work with Product Management/Marketing to develop and deliver sales enablement assets: value-selling messaging, ROI calculators, battle cards, demos, webinars, and training for RSSMs, sales engineers, distributors, and channel     partners.

-    Support trade shows, customer events, and marketing campaigns with technical and commercial content; assist in web content and webinar development.

-    Act as the principal conduit between your assigned account, field and Product Management/Marketing for Indoor Retail initiatives; ensure alignment on timelines and priorities.

-    Act as mentor and leader for Retail Solution Sales Managers, provide feedback and direction

-    Maintain an active funnel of opportunities on all product lines, forecasting sales, and managing contracts

-    Manage price and profitability in the territory/accounts through management of pricing deviations and concessions

** WHO YOU ARE*
* ** Required Skills / Qualifications / Certifications / Tech Stack*
* ** Essential*
* - Bachelor's degree required

- 10+ years of channel or direct sales experience in retail technology, POS, payments, or adjacent B2B hardware/software; demonstrable quota attainment record

- Proven experience designing and leading technical POCs/pilots and converting pilot outcomes into commercialization plans.

- Strong presentation skills; comfortable presenting to C-suite and channel leadership.

- Proficiency in Excel and PowerPoint; able to build clear executive dashboards and ROI analyses.

- Excellent cross-functional collaboration, project management, and problem-solving skills.

- Technical aptitude for retail systems and solution demonstrations (POS, payment devices, remote management tools) strongly preferred.

** Outcomes and Deliverables*
* ** Deliverables*
* - Territory quota attainment and pipeline quality

- Number / % of pilots converted to scaled deployments within target timelines

** Outcomes*
* - Incremental revenue attributable to initiatives and enablement activities

- Adoption rate of enablement materials and sales plays across assigned partners/teams

- Time-to-scale for new features/offers after pilot completion

** Physical Demands: N/A*
*…