The Role
The Enterprise Account Executive is responsible for owning and growing a defined set of strategic enterprise accounts and/or named prospects. This role focuses on driving new bookings and expansion ARR by aligning Velotic’s industrial software platform to customers’ digital transformation, modernization, and operational excellence initiatives. You will lead complex, multi-year sales cycles involving multiple buying centers (IT, OT, Operations, Engineering, Finance) and orchestrate internal teams and partners to deliver differentiated, value-based solutions.
This is a highly consultative role for sellers who understand industrial environments, thrive in complexity, and excel at building durable executive relationships.
Key Responsibilities
Strategic Account Ownership & Planning
- Own a portfolio of strategic enterprise accounts and/or named prospects, with full responsibility for revenue, pipeline, and long-term account growth.
- Develop and execute multi-year account plans aligned to customer business priorities, modernization roadmaps, and Velotic’s platform strategy.
- Identify land-and-expand opportunities across connectivity, MES/MOM, analytics, and application enablement.
Executive & Stakeholder Engagement
- Build trusted relationships with senior executives and operational leaders (CIO, CTO, COO, VP Manufacturing, VP Digital, Plant Leadership).
- Position Velotic as a strategic partner for digital transformation, operational resilience, and industrial modernization.
- Navigate complex buying committees across IT/OT and global organizations.
Complex Deal Leadership
- Lead sophisticated, high-value sales cycles from qualification through close, including business case development, value articulation, and executive alignment.
- Orchestrate cross-functional resources (pre-sales, engineering, product, customer success, professional services) to deliver compelling, outcome-oriented solutions.
- Coordinate with global systems integrators, OEMs, and channel partners where appropriate.
Platform & Solution Selling
- Articulate the value of Velotic’s integrated platform in addressing legacy system fragmentation, data silos, and operational inefficiencies.
- Translate technical capabilities into clear business outcomes such as improved uptime, throughput, quality, safety, and cost reduction.
- Drive adoption of enterprise-wide solutions spanning multiple plants, regions, and use cases.
Pipeline Management & Forecasting
- Build and maintain a healthy, well-qualified pipeline aligned to annual and multi-year targets.
- Deliver accurate forecasting and deal inspection using Salesforce.com or equivalent CRM.
- Maintain disciplined sales hygiene and data-driven deal management.
Revenue Growth & Expansion
- Consistently meet or exceed quarterly and annual bookings targets.
- Expand wallet share through upsell, cross-sell, and renewal-driven expansion motions in partnership with Customer Success.
- Identify and execute opportunities for standardization and platform consolidation within large accounts.
Cross-Functional Collaboration
- Partner closely with Customer Success, Product, Marketing, and Services to ensure alignment across the full customer lifecycle.
- Provide feedback from the field to inform product strategy, packaging, and go-to-market evolution.
