Executive Account Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Take full ownership of a designated North American account, focusing on pipeline development, account management, and achieving quota targets.

• Effectively communicate, advocate for, and educate distributors and customers on Gilbarco Veeder Root’s strategic initiatives, principles, goals, objectives, and programs.

• Schedule and document sales calls, manage assigned accounts and distributors, and report on key activities and updates.

• Propel sales through direct customer interactions, distributor/channel partnerships, and strategic accounts; lead contract negotiations and deal closures for territory bookings.

• Maintain precise territory forecasts and sales activity reports; collaborate with Sales Operations and the Sr Director to develop territory-level strategies.

• Design, oversee, and execute technical pilots, POCs, and channel tests that mitigate risks for customer adoption and showcase commercial impact.

• Establish pilot success criteria, gather and analyze results, and create scalable commercialization plans and launch playbooks.

• Suggest pricing, packaging, and go-to-market strategies for portfolio expansions or bundling options informed by pilot and field insights.

• Conduct VOC activities (customer interviews, site visits, feedback sessions) to gather requirements, prioritize features, and identify market trends.

• Keep abreast of competitive intelligence and convert findings into actionable insights for Product and Marketing teams.

• Collaborate with Product Management and Marketing to create and deliver sales enablement resources: value-selling messaging, ROI calculators, battlecards, demos, webinars, and training for RSSMs, sales engineers, distributors, and channel partners.

• Assist with trade shows, customer events, and marketing campaigns by providing technical and commercial content; help in developing web content and webinars.

• Serve as the primary liaison between your assigned account, field teams, and Product Management/Marketing for Indoor Retail initiatives; ensure alignment on timelines and priorities.

• Act as a mentor and leader for Retail Solution Sales Managers, offering feedback and guidance.

• Keep an active pipeline of opportunities across all product lines, forecast sales, and manage contracts.

• Oversee pricing and profitability in the territory/accounts by managing pricing deviations and concessions.

⛳️ Requirements

• A Bachelor’s degree is required.

• Over 10 years of channel or direct sales experience in retail technology, POS, payments, or related B2B hardware/software; a proven track record of quota achievement.

• Demonstrated experience in designing and leading technical POCs/pilots and translating pilot results into commercialization strategies.

• Strong presentation abilities; comfortable presenting to C-suite executives and channel leadership.

• Proficient in Excel and PowerPoint; capable of creating clear executive dashboards and ROI analyses.

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

• A strong technical aptitude for retail systems and solution demonstrations (POS, payment devices, remote management tools) is highly preferred.

🏝️ Benefits

• Health insurance

• Retirement plans

• Paid time off

• Flexible work arrangements

• Professional development