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Strategic Account Manager EMEA (m/f/d)

AMDT

Roles & Responsibilities

  • 5+ years of software sales experience (industrial/manufacturing sectors) with a proven track record in developing, growing, and retaining strategic or key accounts
  • Fluent or native English with excellent communication, negotiation, and relationship-building skills
  • Experience in Automotive, Food & Beverage, or Pharmaceutical industries with knowledge of OT environments, OT security, cybersecurity, or GRC
  • Proficiency with Salesforce and HubSpot, plus modern sales enablement tools; Bachelor's degree in Business, Sales, Marketing, or related field (preferred)

Requirements:

  • Lead strategic account management for key customers in the UK & Ireland: develop long-term strategic account plans, build trust-based relationships across C-level, IT, OT, Security, and Procurement, and identify growth opportunities (cross-sell/upsell)
  • Drive new business development: acquire new strategic customers in manufacturing and critical infrastructure, conduct targeted outbound prospecting, manage inbound leads, and own pipeline creation, forecasting, and deal execution
  • Position solutions and engage customers: deliver compelling product demos (remote/on-site), articulate value propositions related to OT security, cybersecurity, cyber risk, automation, and digital transformation, and monitor competitive landscape
  • Collaborate cross-functionally for optimal customer experience: partner with Marketing, Customer Success, Presales, and Product Management; ensure end-to-end customer experience and provide insights to influence product roadmap and GTM strategy

Job description

Role Overview
AMDT is seeking a highly skilled and experienced Strategic Account Manager to lead the growth of key strategic customers across EMEA. The ideal candidate has a strong background in software sales and deep experience selling into industrial environments. Preferred industry exposure includes Automotive, Food & Beverage, or Pharma, combined with knowledge of OT (Operational Technology), OT security, cybersecurity, or GRC (Governance, Risk & Compliance)‑related solutions. This role requires a strategic thinker with a proven history of building, expanding, and retaining high‑value customer relationships.
Your Tasks
Strategic Account Leadership
  • Develop and execute long‑term strategic account plans for key customers in the UK & Ireland
  • Build strong, trust-based relationships across C‑Level, IT, OT, Security, and Procurement stakeholders
  • Identify growth opportunities, including cross‑sell and upsell potential within existing accounts
New Business Development
  • Acquire new strategic customers across the manufacturing and critical infrastructure sectors
  • Conduct targeted outbound prospecting and manage inbound leads efficiently
  • Own pipeline creation, forecasting, and deal execution through all stages of the sales cycle
Solution Positioning & Customer Engagement
  • Deliver compelling product and solution demonstrations (remote and on‑site)
  • Articulate value propositions related to OT security, cybersecurity, cyber risk, automation, and digital transformation
  • Monitor competitive landscape and position AMDT solutions effectively
Cross‑Functional Collaboration
  • Partner closely with Marketing, Customer Success, Presales, and Product Management
  • Ensure an excellent end‑to‑end customer experience across all touchpoints
  • Contribute customer insights to influence product roadmap and go‑to‑market strategy
Your Profile
  • Minimum 5+ years of software sales experience, ideally in industrial or manufacturing sectors
  • Fluent or native English speaker
  • Demonstrated success in developing and scaling strategic or key accounts
  • Experience in at least one: Automotive, Food & Beverage, Pharmaceutical
  • Relevant experience in OT security or cybersecurity environments
  • Knowledge of OT environments, cybersecurity concepts, or GRC processes
  • Proficiency with Salesforce, HubSpot, and modern sales enablement tools
  • Excellent communication, negotiation, and relationship‑building skills
  • Bachelor’s degree in Business, Sales, Marketing, or a related field (preferred)
Nice to have
  • Familiarity with leading security frameworks (e.g., NIS2, NIST, IEC 62443, CRA)
  • Experience in a start‑up or high‑growth scale‑up environment
That sounds like you?
Then don't wait any longer and send us your resume. We are looking forward to the exchange with you! 
 Chiara Germani is your contact person.
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.
  • Flexible Work Options: Work how you work best – remotely, hybrid, or from our state-of-the-art office.
  • 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 and professional growth.
  • Celebrating Milestones: Enjoy special bonuses and gifts for significant life events like marriage, the birth of a child, or your anniversaries with us.
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About us

AMDT is the global market and technology leader for versioning and backup solutions in industrial automation. With its octoplant software platform, the company secures the automation of production processes through strong end-point management, where it consistently records and monitors changes to configurations, programming and project statuses in production. This minimizes downtime, increases efficiency, quality and safety standards, and saves costs as well as resources. As a modular solution, octoplant can be linked to different automation technologies and devices, regardless of the manufacturer.

AMDT was formed in 2022 from the merger of the two established market leaders AUVESY GmbH and MDT Software Inc. The company is headquartered in Landau, Pfalz, Germany, with additional locations in the USA and China. The company works with more than 100 partners on all continents and serves over 3,000 customers worldwide

More information at: amdt.com 
 

We are an equal opportunity employer and prohibit discrimination/harassment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. AMDT maintains a drug-free workplace.
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