About the Role :
You will build and grow the Smart Manufacturing business within MachineAstro's existing manufacturing accounts. This is a hands-on, land-and-expand role: you start from a single proven use case inside an account -energy analytics with Energy IQ, Plant Intelligence with PlantIQ or AI enable CMMS - demonstrate a quantified outcome, and grow that beachhead into a multi-line, multi-plant, multi-use-case deployment.
You will sell outcomes, not features, to a mix of plant, reliability, OT and digital-transformation stakeholders - and you will close both project (capex) and recurring (subscription / AMC) revenue. You carry an individual number and work closely with the SME, IoT and deployment teams to turn customer pain into reference-able wins.
Responsibilities :
Land and expand. Convert a single proven use case within an assigned account into a broader rollout - from one line to many, from one plant to the enterprise. Own each account's expansion roadmap.Use-case development. Co-create business cases with the customer's reliability, energy and OT teams. Understand their value chain, priorities and existing OT/IT estate, and translate them into deployable use cases with the SME and IoT teams.Outcome-based selling. Quantify value in the customer's language - downtime hours avoided, OEE points, energy /unit, payback in months - not product specifications.Capex + Opex revenue. Close project-based deals and grow recurring subscription / AMC revenue, with a deliberate focus on retention and expansion of the recurring base.Account relationships. Become the trusted point of contact across plant, corporate and digital functions in your accounts; map stakeholders and build multi-threaded relationships.Cross-functional orchestration. Coordinate SME, IoT, deployment (delivery) and support teams to scope, prove and deliver, ensuring commitments are met and customers stay reference-able.Customer advocacy. Carry the voice of the customer back into the organisation - feedback, gaps and roadmap inputs that sharpen the offering.Commercials and renewals. Lead negotiations, manage renewals and expansions, and protect commercial terms while keeping the account growing.Pipeline hygiene and reporting. Maintain an accurate pipeline and forecast in CRM; report bookings, recurring revenue and account health on a regular cadence.
Qualifications
14-18 years selling industrial or process-industry solutions, with a track record of growing existing accounts.Experience selling digital / Industry 4.0 solutions -Energy analytics, OEE, plant performance and digital twin.Fluency selling to plant and OT stakeholders, and comfort with consultative, ROI-based discovery and selling.Demonstrated ability to meet or exceed sales targets and to build pipeline where none exists yet.Strong communication, negotiation and presentation skills; proficiency with CRM and sales-productivity tools.BE in Mechanical / Production / Instrumentation & Controls/ ElectricalMBA or equivalent business qualification.Existing relationships in target verticals: automotive, steel, aluminum, FMCG, chemicals, pharma or infrastructure.Experience selling recurring / subscription (SaaS or AMC) revenue, not only one-time projects.
Who Thrives Here
Entrepreneurial and comfortable building demand where none exists yet - consultative discovery is second nature.Outcome-obsessed: thinks in the customer's numbers, not in product features.Patient with the land-and-expand motion but relentless about moving each account to the next use case.Collaborative across SME, IoT and delivery teams; treats delivery success as part of the sales job.
Pay range and compensation package
Competitive fixed salary with a meaningful variable component. Variable structured to reward both new bookings and the growth and retention of recurring (subscription / AMC) revenue.
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