Role Overview
AMDT is seeking a highly driven Strategic Account Executive (m/f/d) to accelerate growth across the EMEA market. This is a high-impact, hunter-focused role responsible for acquiring new strategic customers within manufacturing and critical infrastructure sectors while expanding strategic relationships within key accounts.
Success in this role requires strong prospecting discipline, executive-level engagement skills, and the ability to establish trusted-advisor relationships within large enterprise accounts.
Your Tasks
New Business Development & Account Penetration
- Develop and execute account penetration strategies focused on large industrial and enterprise organizations
- Identify, engage, and acquire new enterprise customers across manufacturing and critical infrastructure industries
- Build pipeline through outbound prospecting, account-based selling, networking, referrals, social selling, and inbound lead management
- Drive strategic sales opportunities from initial engagement through negotiation, procurement, and contract execution
Strategic Account Leadership
- Build trusted relationships with stakeholders across C-Level, IT, OT, Security, Engineering, Operations, Procurement, and Risk Management functions
- Develop and execute account plans focused on enterprise industrial organizations, particularly within Automotive, Pharmaceutical/Life sciences, and Food & Beverage
- Manage multi-threaded sales motions and identify opportunities for account growth and expansion
Solution Positioning & Customer Engagement
- Lead discovery conversations focused on OT security, cybersecurity, operational resilience, compliance, automation, and digital transformation
- Deliver compelling solution presentations, business value and ROI value assessments
- Monitor industry trends and competitive activity to position AMDT solutions effectively
Cross-Functional Collaboration
- Partner closely with BDRs to execute account-based outreach strategies and maximize account engagement
- Provide strategic direction to BDRs on target personas, account priorities, stakeholder mapping, and messaging
- Collaborate with Presales, Marketing, Customer Success and Channel Partners to advance opportunities and deliver exceptional customer experiences
- Maintain accurate forecasting, opportunity management, and pipeline visibility within Salesforce.
Your Profile
- 7+ years of experience in enterprise software, SaaS, industrial software, automation, OT, cybersecurity, infrastructure software, or related technology sales
- Strong understanding of OT environments, industrial control systems (ICS), PLCs, SCADA, industrial networking, OT security; knowledge of cybersecurity, risk management, or GRC is an advantage
- Proven success in a hunter-focused role with a strong record of acquiring new logos and exceeding revenue targets
- Experience selling into manufacturing, industrial, or critical infrastructure
- Experience within Automotive, Pharmaceutical/Life Sciences, Food & Beverage, or related industries preferred
- Ability to engage senior decision-makers and manage complex sales cycles involving multiple stakeholders
- Experience with Salesforce, HubSpot, LinkedIn Sales Navigator, ZoomInfo, Gong, 6sense, or similar sales technologies
- Experience leveraging AI tools to improve prospecting, account research, relationship management, and overall sales effectiveness
- Bachelor’s degree in business, sales, marketing, or related field is preferred
- Fluent English is required, fluent German is a plus
- Willingness to travel up to 50%
Must have
- Proven track record of exceeding quota in a hunter-focused enterprise sales role
- Experience in enterprise software, SaaS, industrial software, automation, OT, cybersecurity, infrastructure software
Nice to have
- Existing network within Automotive, Pharmaceutical/Life Sciences, Food & Beverage organizations
- Familiarity with NIS2, NIST, IEC 62443, CRA, or other cybersecurity frameworks
Reasons to become part of AMDT
- Transformative Opportunities & Inclusive Culture : Be part of a dynamic, evolving company where growth is encouraged, your contributions are valued, and where you collaborate and thrive within a diverse, supportive community.
- Rewarding Performance : Benefit from a competitive, performance‑oriented compensation package designed to celebrate your achievements and reward the value you bring.
- Flexible Work Options : Work how you work best – remotely, hybrid, or from ourstate-of-the-artoffice.
- Future Security : We invest in your future, contributing 20% towards a comprehensive pension plan.
- Supplementary Health Coverage : Enjoy added security with additional health insurance that supports your well‑being beyond the basics.
- Corporate Benefits : Take advantage of exclusive discounts on selected brands to enrich your everyday life.
- Continuous Learning : Access Preply for easy language learning, supporting your personal …
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