Note: The job is a remote job and is open to candidates in USA. SoftBank Robotics America (SBRA) is a leader in Physical AI and autonomous solutions, seeking a Senior Strategic Account Executive, Direct & Channel to drive growth across North America. The role involves managing a portfolio of strategic enterprise accounts and developing revenue through national distribution and channel partners, focusing on both direct selling and partner-led initiatives.
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
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