Complex Automation & Controls Integration Southeastern 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.

Description:

You are a hunter with a proven track record of consistently exceeding a $4MM+ annual bookings quota selling complex, engineered automation and digital-transformation services directly to manufacturers and process operators in the life sciences, CPG, food and beverage, and critical infrastructure sectors. You win new logos, not just renew inherited ones. You would rather open a door than wait for an RFQ.

You have established trusted relationships with plant managers, engineering and automation managers, operations, maintenance, quality, and IT/OT leaders, along with corporate engineering and capital-projects teams, in your territory. You can convert those relationships into introductions, discovery meetings, and qualified opportunities within your first 90 days. Your network also reaches into OEMs, automation distributors, EDC/EPC firms, and technology vendors who can open doors alongside you.

You are a strategic seller. You run disciplined, multi-threaded pursuits using a recognized methodology (such as Strategic Selling/Miller Heiman, MEDDICC, Challenger, or Sandler). You map buying committees, find the economic buyer, build a business case tied to throughput, quality, compliance, uptime, and cost, and guide customers from an unclear problem to a funded project. You are conversant in PLC/DCS controls, SCADA, MES, historians, UNS, OT networking and cybersecurity, and AI/ML. You don't need to write the code, but you know enough to qualify, shape, and position a solution credibly without overselling or underscoping it.

If this describes you, here’s what you need to know about us and this Account Executive role.

Company:

InflexionPoint, LLC (formerly known as Automated Control Concepts) was founded more than 40 years ago. We work with many of the world’s leading companies to design, build, and manage solutions that harness the power of data to facilitate informed decision-making. As a “digital-transformation” partner, we see each project in the context of clients’ objectives of increased revenue, decreased operating cost, and improved asset efficiency across their entire value chain. We don’t deliver code and controls; we deliver business outcomes.

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

We are located on the beautiful “Jersey Shore,” about an hour south of NYC, and are backed by Sverica Capital, 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 engineering, business, or a related field (advanced degree preferred), or equivalent industry experience. They will also have 5+ years of quota-carrying, direct B2B sales experience selling engineered services or solutions for a system integrator, automation OEM, automation distributor, or industrial software/technology vendor. You’ll have a documented history of new-logo wins, multi-year account growth, and deals of $250K–$2MM+ with sales cycles of 6–18 months.

Customers will relish working with you because you’ll be different than the other vendors who just reply to RFQs. You show up with insight into their operation, a point of view on where automation and data can move their numbers, and a team that delivers what you sold.

You will have strong communication, presentation, and analytical skills, disciplined CRM habits (Zoho, HubSpot, Salesforce, or similar), and the ability to travel at least 50% of the time.

We are a results-oriented, growth-focused company, so you’ll be accountable and detail oriented, and your athletic/military background will drive an intolerance of excuses from yourself and others. You’ll also be a creative, entrepreneurial, and curious problem solver who builds strong relationships with colleagues, partners, and clients.

About the Role

In addition to consistently meeting or exceeding bookings and gross-profit quota, you’ll be responsible for:

• New business development (hunting) – Spend the majority of your time prospecting and winning net-new end-user accounts through outbound calling, email, LinkedIn, referrals, site visits, and events. You build your own pipeline; marketing leads are a bonus.
• Network activation – Turn your existing relationships into permissioned introductions, discovery meetings, and qualified opportunities, and keep expanding that network across target plants and corporate engineering groups.
• Territory and account planning – Build and maintain a territory plan with a focused list of 5–10 priority target accounts and a broader 40+ account prospect list. Keep an account plan for each priority account covering stakeholders, installed base, capital plans, and whitespace.
• Strategic pursuit management – Run multi-threaded pursuits across operations, engineering, quality, IT/OT, procurement, and executive sponsors. Qualify rigorously, identify the economic buyer and decision process, and advance deals with customer-verified next steps.
• Value selling and business cases – Lead discovery that uncovers operational pain and quantifies value (OEE, downtime, yield, labor, compliance, energy, risk), and translate it into a compelling business case and proposal.
• Team selling and solution shaping – Quarterback the pursuit with solutions architects, estimators, and project managers to develop the approach, scope, schedule, and budget. Present proposals, negotiate terms, and close.
• Margin and delivery discipline – Pursue profitable work that fits our capabilities and delivery capacity. Protect gross margin, define scope clearly, and avoid overselling.
• Land and expand – Grow won accounts from initial projects into multi-site programs, standards, and recurring managed services and support agreements.
• Pipeline and forecast discipline – Keep CRM current and accurate. Deliver a reliable weekly pipeline and monthly/quarterly forecast built on stage-based evidence.
• Handoff and customer satisfaction – Hand off won projects cleanly to delivery, stay engaged through execution, and confirm the customer achieved the outcomes you sold.
• Market presence and networking – Mine trade shows, user groups, and associations (e.g., ISA, CSIA, ISPE, WEF/AWWA, Ignition Community Conference, Automation Fair) for relationships and opportunities to share IxP’s expertise.
• Technology and channel partners – Work with key platform vendors (e.g., Inductive Automation, Rockwell Automation, Siemens, AVEVA), OEMs, distributors, and EDC partners, in coordination with our Business Development team, to create and jointly pursue opportunities.
• Suggest new approaches – Share market intelligence and ideas for vertical plays, offers, and campaigns that grow the pipeline.

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.

Working Environment

This is a field-based role. Duties are performed from a home office, at customer sites, and at industry events. Customer visits may include manufacturing plants, process facilities, and water/wastewater or utility sites, which can involve noise, temperature variation, and required PPE (safety glasses, hearing protection, steel-toe footwear). Must be able to routinely use standard office equipment including computers and phones.

Physical Demands

Must be able to sit and/or stand for prolonged periods consistent with the average workday, walk plant floors and facilities during customer visits, operate a computer and other office equipment, and travel by car and air, including overnight trips. A valid driver’s license and the ability to meet customer site safety and access requirements are required.

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.