Note: The job is a remote job and is open to candidates in USA. SoftBank Robotics America is a leader in Physical AI and autonomous solutions, seeking a Senior Strategic Account Executive, Direct & Channel to drive growth across North America. This role focuses on managing a portfolio of strategic enterprise accounts while developing revenue through national distribution and channel partners.
Responsibilities
- Own a portfolio of strategic enterprise accounts and active opportunities, beginning with an established book, and advance each deal through the full sales cycle to close and expansion
- Build executive relationships across Operations, Facilities, Procurement, Finance, Asset Management, and C-suite leadership
- Grow strategic accounts across multiple locations, business units, and service lines
- Build business cases and ROI models that connect customer challenges to measurable operational and financial outcomes
- Develop and grow revenue through SBRA's national distribution and channel partners in a structured co-sell motion, working alongside the existing sales team
- Ramp into the channel motion through hands-on collaboration with current partner-facing sellers, then take on partner relationships and co-sell deals directly
- Identify, recruit, and develop new distribution and channel partners that expand SBRA's reach into target verticals
- Leverage industry relationships and professional networks to source new partner and customer opportunities for the pipeline
- Help build a broader and more durable partner base, so channel revenue is diversified across multiple partners rather than dependent on any single relationship
- Identify, develop, and close strategic enterprise opportunities across targeted vertical markets through direct selling
- Grow channel revenue by co-selling with national distribution and strategic partners, and by developing new partner relationships
- Own the full sales cycle from prospecting and discovery through proposal, negotiation, contract execution, and expansion, across both direct and partner-sourced deals
- Build relationships with executive decision-makers and with partner sales leadership and field teams
- Develop multi-year automation strategies and business cases that align with customer and partner priorities and financial objectives
- Lead executive business reviews, ROI discussions, and expansion planning activities
- Partner closely with Customer Success, Deployment, Service, Product, Marketing, and Partner teams to ensure successful customer outcomes
- Maintain accurate forecasting, pipeline management, and CRM discipline across both direct and channel opportunities
- Represent SBRA at customer meetings, partner events, industry conferences, and executive briefings
- Travel as required to support customer and partner engagements, demonstrations, pilots, and account development
Skills
- 7+ years of enterprise sales experience with a proven track record of exceeding quota and developing strategic customer relationships
- Demonstrated success selling complex operational, technology, automation, SaaS, facilities management, robotics, or business transformation solutions
- Proven success managing six-figure and seven-figure opportunities through consultative sales cycles, including opportunities exceeding $250,000 ARR and multi-year contracts
- Proven ability to navigate complex buying committees and executive decision-making processes
- Strong executive engagement skills with experience presenting to C-level stakeholders
- Ability to develop ROI models, business cases, and value-based proposals
- Experience with CRM platforms, forecasting tools, and modern sales methodologies
- Experience selling through or alongside distribution, channel, or strategic partners is strongly preferred
- Existing relationships and networks within robotics, automation, or facilities services that can be activated to source new partner and customer opportunities
- Experience within healthcare, senior living, commercial real estate, multifamily housing, industrial, logistics, facilities services, robotics, or related industries is preferred
- Bachelor's degree preferred
Benefits
- Competitive compensation package including base salary, commission, health benefits, retirement programs, and additional incentive opportunities.
Company Overview
SoftBank Robotics America (SBRA) is the North American arm of SoftBank Robotics, driving technology forward by becoming a worldwide leader in robotics solutions. It was founded in 2005, and is headquartered in San Francisco, California, US, with a workforce of 51-200 employees. Its website is https://us.softbankrobotics.com.Company H1B Sponsorship
SoftBank Robotics America has a track record of offering H1B sponsorships, with 1 in 2025, 2 in 2024, 2 in 2023, 1 in 2022, 2 in 2020. Please note that this does not guarantee sponsorship for this specific role.