Account Manager/BDR - Kepware & Thingworx

Execute structured outbound prospecting motions across Kepware and ThingWorx. Engage prospects through targeted outreach including email, phone, social, events, and campaigns. Follow up on marketing-generated leads, event leads, partner referrals, and product usage signals. Identify, qualify, and progress opportunities aligned to defined ICPs, segments, and sales plays. Build and maintain a healthy outbound pipeline through disciplined activity and qualification rigor. 2-5 years of experience in business development, outbound sales, or account management. Proven ability to generate pipeline and close mid-sized B2B opportunities. Strong discovery, qualification, and deal management skills. Experience working in a team-based or overlay sales model. Comfort operating in a structured, metrics-driven sales environment. Experience selling B2B software, SaaS, or industrial technology solutions. Familiarity with manufacturing, industrial automation, or IIoT markets. Exposure to expansion or cross-sell sales motions. Salesforce or similar CRM experience. Execute sales motions efficiently while adhering to pricing, discounting, and approval guidelines. Deliver a consistent, professional buying experience aligned with Kepware and Thingworx sales methodology. Execute integrated sales plays independently within assigned scope and collaboratively with AEs on larger initiatives. Deliver high-quality, sales-ready opportunities with documented discovery and qualification. Ensure clean, timely handoffs for opportunities that exceed assigned deal size or complexity thresholds. Participate in onboarding, training, call reviews, and sales-play coaching. Provide feedback on messaging effectiveness, lead quality, and outbound performance.