Complex Automation & Controls Integration West Coast Regional Sales Manager

DISCLAIMER: Every applicant is human reviewed. That's our commitment. In return, please read the entire post to see if you're a great fit, and complete the assessment below if you'd like to proceed.

You are an industrial controls automation expert with a track record of exceeding a $4MM annual quota designing, communicating, and selling complex solutions in process control, engineering, and digital transformation to manufacturing, water/wastewater, and other critical infrastructure clients.

You’re equally comfortable discussing critical business OKRs with the client’s C-Suite and details of device integration and implementation with engineering and process teams. Your experience will include selling customized automation, process control, and MES projects, and more recently, AI solutions. You will have a portfolio of personal case studies where you’ve managed the full project lifecycle - from identifying operational inefficiencies while walking the factory floor, through solution design, closing the deal, and then managing the customer to create future upsell/cross-sell opportunities.

The ideal candidate is likely a member of the Control Systems Integrators Association (CSIA) and may have worked in companies like Polytron, RoviSys, E Tech Group, or Grantek. Additionally, (s)he is someone who understands that doing the work isn’t always fun, but that success is intensely rewarding.

You are well-versed in PLC and DCS systems, with a solid understanding of Industry 4.0 concepts. You recognize the value of technologies such as SCADA, MES, OT networking, Unified Namespace (UNS), AI, and machine learning in driving efficiency and enabling Smart Manufacturing.

Company

InflexionPoint, LLC (formerly known as ACC/Automated Control Concepts) - https://inflexionpoint.ai/ - was founded over 40 years ago and was recently named on the Inc 5000 list of fast-growing companies. We work with many of the world's leading manufacturing companies to design, build, and manage solutions that automate operations and harness data to enable informed decision-making. As a digital transformation partner, we see each project in the context of clients’ objectives of improved security, reduced risk, increased revenue, decreased operating cost, and improved asset efficiency across their entire value chain. We don’t just deliver code and controls; we deliver business outcomes.

Our areas of expertise span project lifecycles from strategy, through automation and intelligence, to infrastructure. We have delivered outcomes directly and through partners across all four of our target industries: critical infrastructure, life sciences, CPG, and food and beverage.

In addition to regional offices in Denver, CO, and Raleigh, NC, our corporate offices are located on the beautiful Jersey Shore about an hour south of NYC. We are backed by Sverica Capital (https://sverica.com/), a private equity investor. We have aggressive growth goals, and our most successful salespeople love to win, hate to lose, and expect to exceed quota. So they embrace the grind and do the necessary work to crush their number in pursuit of their financial and career goals.

Ideal Candidate

The successful candidate will have at least a bachelor's degree in business, engineering, or a related field (advanced degree preferred) and 7+ years of quota-beating experience selling complex controls integration projects. 

You’ll differentiate the solutions and services you sell by HOW you sell them. Your customers will value their interactions with you because of your ability to help them identify opportunities for improvement and quantify the business outcome. You’ll be a business consultant who happens to use MES and controls automation tools to help clients improve their full cycle of operations. 

You will have strong communication and analytical skills and experience traveling at least 50% of the time. Further, you will have demonstrated the ability to work remotely from your home office in Washington, Oregon, or California.

We are a results-oriented, growth-focused company, so you’ll be accountable and detail-oriented. You won’t make or accept excuses - instead, you’ll do the work to excel. You’ll also be a creative, entrepreneurial, and curious problem solver who builds strong relationships with colleagues, business partners, and clients.

About the Regional Sales Manager Role

In addition to consistently meeting quota expectations, you’ll be responsible for:

• Prospecting, Lead Generation, and Project Creation - This role is fundamentally about uncovering and creating opportunities with new accounts. You will forge relationships and establish yourself and IxP as creative resources to whom clients turn when they need to unlock the power of data.
• Consultative and Solution Sales - Application engineers can respond to RFQs. We expect an RSM to proactively discover and create opportunities. You’ll do that through the combination of your controls automation network, extraordinary and disciplined sales skills, and the ability to help prospects think creatively about their challenges and understand the value IxP brings.
• Pipeline Management - Forecasts aren’t just a check-the-box function - we staff to deliver services based on the pipeline. So you’ll continuously fill the pipeline, qualify aggressively, and treat commits as a reflection on your professional ability.
• Networking and Market Insights - Through your curiosity and project creation, you’ll help us identify new gaps and opportunities. You’ll monitor competitive offerings and network in person and online with industry influencers and thought leaders.
• Team selling - Quarterbacking the sales effort to leverage our team’s talent and insights to help position IxP to close deals.
• Cross-Functional Collaboration - Your job is to win deals. Our services team delivers them. So it’s up to you to ensure a precise handoff with relationships and technical details. You’ll also collaborate with marketing to refine campaigns and strategies.

Compensation

We gladly pay well for superb performance. The Regional Sales Manager role carries a base salary of $120K and uncapped performance-based upside. Reasonable OTE is $250K supplemented by generous benefits.

InflexionPoint provides a supportive and engaging work environment that demonstrates that we value our employees. Our employees receive competitive salaries, performance-based advancement, paid time off (PTO), health benefits, and 401(k) with employer match, as well as other great incentives.

EEO 

InflexionPoint is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, religion, color, sex, sexual orientation, age, national origin, marital status, genetic information, pregnancy, disability, or any other protected characteristic as outlined by federal, state, or local laws. 

Are You the One?

Are you committed to securing America’s critical infrastructure and supporting the resurgence of manufacturing? Tired of a stagnant company and looking for an exciting growth environment? Then we’d love to get to know you. We welcome your application. 

As soon as you apply, the first step is completing our sales candidate assessment, which you’ll find online at https://eval.objectivemanagement.com/XS3V2RQ. Please set aside 45 quiet and uninterrupted minutes to do so. It helps us to identify candidates who will thrive in our environment.