Territory Partner Sales Executive

SmartSights is a global leader in industrial analytics, alarm notification, and automated reporting software. We are trusted by manufacturers and critical infrastructure providers around the globe to reduce downtime, ensure compliance, and boost productivity through real time insights and rapid response workflows.

The Territory Account Manager is responsible for hunting new opportunities and farming existing accounts across a defined territory, with a strong focus on system integrators (SIs) and direct customers. The role owns pipeline and revenue growth through a combination of new account acquisition, relationship expansion, and portfolio upsell and cross-sell.

This role requires a commercially sharp seller who is equally comfortable opening new doors, nurturing long-term partner relationships, and expanding footprint within existing accounts. Success depends on disciplined pipeline management, consultative selling, and close cross-functional collaboration in a high-growth startup environment.

Function: Sales 

Reports to: Sales Leader 

• Deliver new and expansion revenue across assigned territory of SI partner and direct customer accounts
• Build and maintain a healthy, well-distributed pipeline (new logo, expansion, partner-led)
• Grow share of wallet through upsell and cross-sell of the full product and solution portfolio
• Develop strong, value-based relationships with SI partners and customer stakeholders
• Maintain high forecast accuracy and disciplined CRM usage

Territory and Account Ownership 

• Own a defined territory and accounts with responsibility for both new acquisition and expansion
• Actively prospect into target SI partners and direct customer accounts to identify net-new opportunities
• Develop account plans that balance new opportunity creation with long-term account growth
• Build multi-thread relationships across technical, commercial, and executive stakeholders

SI Partner–Led Selling

• Manage and grow relationships with small and large system integrators as primary GTM partners
• Enable partners by clearly positioning solutions, use cases, and value propositions
• Support partner-led deals from qualification through close, including pricing and commercial alignment

Pipeline Development & Opportunity Management

• Qualify and progress opportunities using a structured, value-based sales approach
• Convert marketing- and partner-sourced leads into qualified pipeline and closed revenue
• Maintain strong pipeline coverage to consistently meet or exceed targets
• Manage buying cycles involving multiple stakeholders and decision-makers

Upsell, Cross-Sell & Portfolio Expansion

• Identify expansion opportunities within existing partner and customer accounts
• Position additional products, and solutions based on evolving customer needs
• Work with Product, Marketing, and Customer Success to drive solution expansion
• Ensure expansion, and new opportunities are aligned for long-term account growth

Cross-Functional Collaboration

• Partner closely with Marketing on campaigns, events, and partner initiatives
• Collaborate with Product and Product Marketing to provide customer and partner feedback
• Work with Customer Success to ensure smooth onboarding, adoption, and expansion readiness
• Act as a trusted internal advocate for customers and partners

• B2B SaaS sales fundamentals in partner-led and direct sales environments
• Strong understanding of system integrator business models and sales motions
• Familiarity with subscription-based revenue models (ARR, renewals, expansions)
• Understanding of industrial software, manufacturing, IIoT, or OT environments (preferred)

Sales & Commercial Skills

• Proven ability to hunt new opportunities while farming and expanding existing accounts
• Strong discovery, qualification, and consultative selling skills
• Ability to sell value and outcomes, not just products
• Strong negotiation, closing, and account planning capabilities

Partner & Relationship Management

• Experience working with SIs or channel partners (preferred)
• Ability to build long-term, trust-based relationships
• Comfortable influencing multiple stakeholders without direct authority

Tools & Technology

• Experience using CRM systems (Salesforce preferred)
• Familiarity with sales and marketing tools such as HubSpot, LinkedIn Sales Navigator, ZoomInfo, or similar
• Strong pipeline, forecasting, and reporting discipline

• Bachelors Degree: Business, Marketing
• 2–6 years of experience in B2B sales or account management roles
• Demonstrated success in hybrid hunter/farmer roles
• Experience selling through or with system integrators is highly desirable
• SaaS or industrial software experience preferred
• Bachelor’s degree in business, Engineering, or related field (or equivalent experience)

• Base Pay + Commission Stucture
• Remote first company
• Competitive insurance (medical, dental, vision, STD, LTD, basic, and voluntary life insurance)
• 401(k) plan with company match
• Flexible PTO (no accruals)