[Remote] Senior Strategic Account Executive, Direct & Channel

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

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