Job description
Make a measurable and mission-critical impact.
Join us on the Sales team as a Key Account Manager, and help shape the future of safer, more efficient, and more reliable operations across the globe. Start your journey with Anova today!
You’ll take Business Development Representative (BDR)-sourced opportunities and run point on Enterprise and Mid-Market deals, turning Anova’s IIoT tank-monitoring data into a business case that drives real decisions for distributor’s leadership teams. You’ll lead executive-level discovery and value-based presentations that quantify ROI, partnering closely with Sales Engineers on technical discovery, demos, and objection handling, and with Customer Success Managers to ensure what you sell actually delivers once it’s live.
Job Duties and Responsibilities:
Own the full sales cycle for Enterprise and Mid-Market prospects, converting qualified opportunities sourced by the Business Development Representative (BDR) team into closed-won business
Land new logos across Anova’s target verticals by partnering with BDRs to qualify, develop, and advance inbound and outbound pipeline
Make data-driven recommendations that connect Anova’s IIoT tank-monitoring and telemetry capabilities to each prospect’s inventory, logistics, and asset-utilization challenges
Lead executive-level discovery and value-based presentations during land and expansion phases that quantify the ROI customers will gain
Build and manage an accurate pipeline and forecast, advancing Enterprise and Mid-Market deals through every stage to consistently hit quota
Kick off training and enablement with the customer (hardware, install, & mobile apps) that the Customer Success Manager (CSM) will complete — Sales Director (SD) not responsible for training itself
Completes tier 2 and 3 support requests if escalated by CSM
Coordinates with Sales Engineer and/or CSM to run product demonstrations, and remove technical barriers to closing
Maintain deep expertise in Anova’s IIoT product portfolio, competitive landscape, and industry best practices to position the platform against alternatives
Maintain accurate, up-to-date opportunity and account data in Salesforce to support pipeline visibility and forecasting
Finalize contract terms and pricing to close deals, partnering with Sales Engineering on data collection and integration handoff
Build renewal plans beginning 6 months out from contract end, flagging account risks or expansion opportunities and securing renewal terms ahead of forecast
Travel as needed to meet with prospects and customers and represent Anova at industry events
What you’ll need to succeed:
Minimum Requirements -
Bachelor’s degree or equivalent combination of education and professional experience
5+ years of experience in enterprise or mid-market B2B sales, with a track record of consistently meeting or exceeding quota
Experience managing a full sales cycle in complex, multi-stakeholder deals (6+ month cycles)
Experience with value-based/consultative selling and delivering ROI-driven presentations to executive-level stakeholders
Experience negotiating and finalizing contract terms and pricing
Proficiency with Salesforce (or comparable CRM) for pipeline and forecast management
Ability to travel to meet with prospects/customers and represent Anova at industry events
Strong cross-functional collaboration skills, with experience partnering across sales engineering, customer success, or technical teams to close and grow accounts
Self-starter with strong time and territory management skills
Full professional proficiency in English language, both oral and written
Preferred Qualifications -
Experience selling into the LPG distribution industry
Experience in adjacent industries such as supply chain, logistics, oil & gas, or other industrial verticals
Experience in IIoT, industrial technology, SaaS, or telemetry/monitoring solutions
Familiarity with structured sales methodologies (e.g., MEDDIC/MEDDPICC, Challenger)
Experience owning renewal/expansion motions in addition to net-new logo acquisition
Adept at learning and positioning new technology hardware/cloud-based platforms against competitive alternatives
ABOUT ANOVA
We are very proudly “one” Anova — built by integrating the best in IIoT technology and expertise. Anova monitors more than 1,250,000 assets across nearly 80 countries for over 2000 clients, from family businesses to the largest LPG, Industrial Gases, and chemicals companies in the world. Our scale is global. Our service is local. We partner directly with customers, taking a holistic approach and delivering tailored solutions that drive innovation and improvement and make our world safer, more efficient, and reliable.
We believe that rewarding work should reward you. As part of Anova, your work, integrity, and commitment are rewarded through competitive compensation and reward strategies, through sincere appreciation, and through opportunities for growth and advancement. We put people first by providing benefits that support your life and well-being, from health and finance to recognition and reward, and so much more — we've got you covered.
If this sounds like a fit for you, apply to join Anova in connecting the industrial world — for better.
For more information about how Anova is transforming the Industrial IOT industry, visit us at Anova.com.
Originally posted on Himalayas
Who can apply
Eligible countries: United States. Accepted UTC offsets: UTC-10, UTC-9, UTC-8, UTC-7, UTC-6, UTC-5, UTC+14. Review the full description for employer-specific work authorization, residency and schedule requirements.