Senior Account Manager – Flexible Automation

This is a fully remote position, open to applicants in Michigan, +2 more states.

📋 Description

• Develop and enhance the pipeline for Flexible Automation solutions across both new and existing clients.

• Oversee intricate customer sales processes from initial discovery through to business case development, solution alignment, commercial negotiations, and closing the sale.

• Present Dematic’s Flexible Automation offerings, which include AMRs, AGVs, robotic cells, pallet shuttle solutions, AutoStore-style solutions, and automation enabled by software.

• Assist customers in comprehending commercial models that encompass recurring software, services, or automation-as-a-service benefits.

• Create ROI-focused proposals linked to labor, throughput, storage density, scalability, uptime, and operational flexibility.

• Collaborate closely with regional account teams, software leaders, solution design, engineering, and implementation teams to formulate effective solutions.

• Ensure that flexible technologies seamlessly integrate with Dematic’s conventional fixed automation systems and advance sales opportunities.

• Engage with operations, supply chain, logistics, IT, finance, and executive stakeholders within customer organizations.

• Recognize opportunities that begin with Flexible Automation and extend into the wider Dematic portfolio when suitable.

• Maintain disciplined forecasting, pipeline management, and account planning.

⛳️ Requirements

• A minimum of 8 years of demonstrated success in enterprise B2B sales, strategic account management, or business development.

• Proven experience in selling one or more of the following: warehouse automation, AMRs, AGVs, robotics, goods-to-person systems, WMS, WES, TMS, warehouse orchestration software, supply chain execution software, or related industrial technologies.

• Proficiency in consultative and value-driven sales approaches within multi-stakeholder enterprise settings.

• Experience in constructing business cases and articulating ROI to both operational and financial decision-makers.

• Capability to navigate both direct sales and team-selling strategies.

• Strong executive presence, with effective communication, negotiation, and account planning skills.

• Willingness to travel frequently to customer locations and industry events.

• Familiarity with subscription, recurring revenue, or hybrid commercial models involving equipment, services, or software.

• Knowledge of warehouse operations and distribution center workflows.

• Experience in selling to accounts with complex buying committees and extended sales cycles.

• Previous exposure to AMR fleet software, warehouse orchestration, or automation controls/software integration.

• Applicants must have authorization to work for any employer in the United States.

🏝️ Benefits

• Opportunities for Career Development

• Competitive Compensation and Benefits

• Pay Transparency

• Global Career Opportunities