Strategic Account Manager - Software Solutions

Be part of a growing, successful company in an exciting and challenging field. Border States is 100% employee-owned, which means you're empowered to make decisions, find solutions and receive rewards for your hard work. This position will be located in Fargo, ND or Sioux Falls, SD, or Grand Forks, ND, or Rapid City, SD, or Billings, MT, or Bismarck, ND. Applications will only be accepted while the posting remains active.

Job Summary: The Strategic Account Manager (AM) - Software Solutions drives growth of our smart manufacturing software portfolio, including SaaS-based MES, ERP, CMMS, and DataOps solutions. This role is responsible for developing and executing a consultative sales strategy that helps customers improve operational performance, visibility, reliability, and decision-making across their industrial operations.

Responsibilities: Essential Functions Leads complex, value-based sales engagements for SaaS smart manufacturing solutions across assigned accounts and territories. Positions MES, ERP, CMMS, and DataOps solutions as enablers of operational excellence, reliability, and data-driven decision-making. Translates customer operational challenges into measurable business value and ROI. Builds trusted relationships with manufacturing leadership, plant operations, maintenance, engineering, IT/OT, and executive teams. Facilitates discovery workshops, solution presentations, demos, and executive-level business case discussions. Acts as a customer advocate throughout the sales cycle and handoff to both internal and external delivery and customer success teams. Identifies, qualifies, and develops new opportunities through account planning, prospecting, referrals, and internal collaboration. Maintains a healthy pipeline aligned to revenue and growth targets. Leverages CRM tools to manage opportunities, forecasts, and sales activities. Partners closely with internal sales teams, internal, and external delivery teams to scope, propose, and close solutions. Collaborates with strategic software partners and vendors to align messaging and co-sell opportunities. Supports marketing initiatives, campaigns, and events focused on smart manufacturing solutions. Stays current on smart manufacturing trends including MES, ERP modernization, asset performance, predictive maintenance, digital transformation, and industrial data platforms. Develops a working understanding of customer industries, operational workflows, and digital maturity models.

Non-essential Functions Participates in optional industry conferences, trade shows, or vendor-sponsored events outside of core selling responsibilities. Assists with the development of internal sales tools, templates, playbooks, or best practice documentation. Supports internal training sessions or knowledge-sharing initiatives related to software solutions, when available. Participates in pilot programs or early adopter initiatives for new software offerings or vendors. Assists marketing teams with case studies, testimonials, webinars, or thought leadership content on an as needed basis. Supports special projects related to solution expansion, partner alignment, or go to market strategy. Occasionally supports customer success or implementation teams during escalations, kickoffs, or executive reviews, as needed. Represents Border States in cross functional committees, councils, or improvement initiatives on a voluntary basis. Performs other duties as assigned by supervisor or designate.

Qualifications: Bachelor's degree in business, engineering, information systems, or related discipline, or equivalent experience. 5+ years of experience in B2B software or solution sales, preferably SaaS. Experience selling or supporting enterprise or mid-market customers in manufacturing, industrial, or operations-focused environments. Demonstrated success in consultative, outcomes-based selling with complex stakeholder groups. Ability to translate technical concepts into clear business value. Experience selling MES, ERP, CMMS, DataOps, industrial analytics, or digital transformation solutions. Familiarity with manufacturing operations, asset management, and plant-level systems. Experience working with or alongside systems integrators, software vendors, or industrial automation providers. Subscription (ARR) sales experience with forecasting and long sales cycles. Comfort engaging with C-suite and executive leadership. Willingness and ability to travel as required.

Skills and Abilities: Consultative selling and value discovery. Executive communication and storytelling skills. Strategic account planning abilities. Pipeline and forecast management skills. Ability to collaborate across sales, technical, and delivery teams. Possesses curiosity, adaptability, and a drive for continuous learning.

Physical Requirements: Frequency at which you would carry/lift in a typical day: Occasionally 0 33% Frequently 34 66% Continuously: 67 100% Lift from Waist: < than 10 lbs. - Not at all 10 to 25 lbs. - Not at all 26 to 50 lbs. - Not at all 51 to 75 lbs. - Not at all 100+ lbs. - Not at all Lift from Floor: < than 10 lbs. - Frequently 10 to 25 lbs. - Frequently 26 to 50 lbs. - Occasionally 51 to 75 lbs. - Not at all 75 to 100 lbs. - Not at all 100+ lbs. - Not at all Carried for Distance: < than 10 lbs. - Not at all 10 to 25 lbs. - Not at all 26 to 50 lbs. - Not at all 51 to 75 lbs. - Not at all 75 to 100 lbs. - Not at all 100+ lbs. - Not at all Physical Activity Frequency at which you would do the following in a typical day: Sitting (a continuous period of being seated) - Continuously Standing (for sustained periods of time) - Frequently Walking (moving about on foot to accomplish tasks) - Frequently Bending/Stooping (downward and forward) - Occasionally Crawling (moving about on hands and knees or hands and feet) - Not at all Climbing/Walking Stairs (ascending or descending) - Frequently Reaching (extending arms in any direction) - Frequently Crouching/Squatting (bending the body downward and forward by bending leg and spine) - Occasionally Kneeling (bending legs at knee to come to rest on knee(s)) - Occasionally Balancing (maintaining body equilibrium to prevent falling) - Occasionally Repetitive Motion (substantial movement (motions) of the wrists, hands, and/or fingers) - Continuously Trunk Rotation (movement in any direction, whether standing or sitting, with at least one foot stationary and in contact with the floor) - Occasionally Pushing/Pulling (using upper extremities to press against or draw or tug) - Occasionally Handling (applying pressure to an object with the fingers and palm) - Continuously Fingering (picking, pinching, typing; working primarily with fingers and not whole hand) - Continuously Talking (expressing or exchanging ideas by means of the spoken word) - Frequently Driving (the control and operation of a Motor Vehicle) - Occasionally Desk Work (tasks generally performed at a desk, including use of a computer, printer, fax machine, telephone and other office equipment) - Continuously Use of computer - Continuously Use of telephone - Frequently Hearing (perceiving the nature of sounds at normal speaking levels) - Continuously Exposure (to adverse weather & temperature conditions) - Not at all Travel (travel needed to perform job duties) - Frequently

Additional Information: This job description is a summary of the job duties and responsibilities and is not intended to cover all possible job duties and is subject to change at the employer's discretion. Employees must be able to perform the essential job duties and satisfy job requirements either with or without a reasonable accommodation.

Our History: Border States is a leader in the electrical supply distribution industry with approximately 130 locations in 31 states. Our employee-owners are second to none in delivering top-notch customer service and in demonstrating extra-ordinary people skills. We are one of the largest independent electrical distributors in the United States providing products and services to the construction, industrial and utility industries. Border States has a competitive benefit package and is a 100 percent employee-owned company. Employee-ownership is a significant part of our culture and our success stems from the dedication of our employee-owners. We practice open-book management and our employee-owners are empowered with clearly defined levels of authority to be innovative and decisive, allowing us to respond quickly to the needs of customers. Employee-owners understand their roles in the success of the company and care about customers' needs, which drives our focus on adding value to everything we do.

Values: As a Border States employee-owner, you're responsible for living our mission, service philosophy and service standards. Our Purpose: We believe unstoppable businesses shouldn't go it alone. We are owners - of relationships, of outcomes, of every moment these unstoppable businesses need to deliver. Service Philosophy: We earn customer loyalty and confidence by caring about their needs and adding value to everything we do. Service Standards: Border States employee-owners are competent, accurate, responsive, and engaged.

Your career: Join an experienced team at one of the largest electrical distributors in the United States. What are you waiting for? Border States has a competitive benefits package which includes but is not limited to: Health, Dental and Vision Benefits Accident, Critical Illness, Hospital Indemnity FSA & HSA Employee Stock Ownership Plan (ESOP) Disability Benefits 401(k) Retirement Plan Life Insurance Employee Assistance Program Paid Holidays Paid Volunteer Time Personal Leave time and more!

Equal Opportunity For All: It's not just the law.