Digital Account Manager

Location: Lewis Center

ATS Company:
Industrial Automation

Requisition

Location:

Lewis Center, OH, US,  Date:
Dec 19, 2025 Digital Account Manager

Job Description

Key Responsibilities Strategic Account Development & Expansion
* Manage and grow a portfolio of high-value, strategic accounts across North America and Europe.
* Serve as the primary commercial lead for digital offerings, building strong executive relationships and driving alignment with customer objectives.
* Expand existing accounts by identifying upselling, cross-selling, and solution enhancement opportunities.
* Partner with CAPEX Key Account Managers to build and execute account plans that attach digital solutions to current and upcoming equipment programs.
* Expand deployments beyond ATS lines to broader plant applications, anchored on measurable operational outcomes.
* Support the development of top-to-top executive relationships between ATS leadership and customer decision-makers to deepen trust and unlock long-term strategic collaboration. New Business Acquisition
* Prospect, qualify, and close digital solution deals where Digital Training and Illuminate/Smart Vision solve problems on non-ATS equipment.
* Build on the existing VTS customer base and expand into adjacent use cases.
* Develop and execute market entry strategies to land new accounts and open doors in strategic verticals.
* Collaborate with marketing and technical teams to position ATS's value in emerging market opportunities. Commercial Execution & Customer Success
* Lead terms negotiation with Operations and Legal; ensure clean contracting, renewals, and pricing structures for recurring revenue.
* Own customer satisfaction and retention targets for digital products; drive renewal, upsell, and cross-sell motions.
* Establish and proactively engage strategic partnership networks within industry to learn latest market trends and competitor strategies. Sales Operations & Collaboration
* Maintain a sales funnel in Salesforce with disciplined stage hygiene, forecast accuracy, and pipeline coverage.
* Create proposals and solution outlines leveraging ATS templates and product battle cards, with support from Product Development and Applications.
* Contribute to digital sales strategy and feedback loops with Product Management and Marketing to refine offer packages, pricing, and enablement.
* Apply value selling principles to align technical offerings with customers' business outcomes and ROI.
* Support application engineering and proposal teams in crafting compelling value-based solutions for both new and existing customers.
* Establish successful and collaborative relationships with internal stakeholders and team members to develop the best solution for a customer.
* Employ functional and leadership skills to effectively coordinate cross-functional teams to ensure successful account execution Additional Information Compliance & Standards
* Adhere to all health and safety rules and procedures.
* Adhere to all International Standardization Organization (ISO) Procedures/Forms/Work Instructions as well as department procedures. Outcomes & KPIs (12-18 months)
* Recurring bookings & revenue:
Quarterly recurring bookings and ARR growth vs. plan.
* Attach rate:
Percent of CAPEX wins with at least one digital solution attached.
* Renewal & churn:
Renewal rate > 90%; churn < 10%.
* Pipeline health: > 3x coverage vs. quarterly target; qualified opportunities in target stages.
* Win rate:
Win rate > 35%.
* CSAT/NPS (digital): CSAT > 4.5/5; NPS > +30 for digital customers.
* Salesforce hygiene:
Stage accuracy, close-date realism, next-step notes present in > 95% of opportunities. Qualifications
* 5-8+ years in software/SaaS or digital manufacturing solutions sales (IIoT/MES, digital twin, VR/AR training, analytics), ideally in automotive.
* Demonstrated success with renewals/migrations and recurring revenue models.
* Strong commercial acumen: terms negotiation, contracting, pricing, and legal coordination.
* Fluency with Salesforce, structured account planning, and executive selling.
* Consultative, value-based selling to plant operations, engineering, and IT/OT stakeholders.
* Willingness to travel…