OT Account Executive US

Paessler GmbH; United States; Hybrid; USD 70,000 - 90,000; Full time

Benefits offered by this job

Flexible working hours

Structured onboarding

Creative work environment

Job summary

Paessler GmbH is looking for an Account Executive, Expansion (OT), to drive growth in our Operational Technology solutions within existing clients. Your focus will be identifying and securing new OT-related business opportunities in sectors like manufacturing and utilities. With a bachelor's degree and 2+ years in technology sales, especially in OT, you'll develop relationships, uncover customer needs, and collaborate with internal teams to optimize operations. The position offers flexible working hours and a supportive work environment.

Qualifications

• 2+ years of experience selling technology into operational technology (OT) or industrial sectors.
• Proven success in identifying and closing OT projects within enterprise accounts.
• Understanding of SCADA, PLCs, and cybersecurity in OT environments.

Responsibilities

• Identify and secure OT expansion opportunities in existing accounts.
• Build relationships with operational stakeholders.
• Demonstrate the business value of OT-focused solutions.

Skills

Consultative selling

Relationship-building

Communication

CRM software proficiency

Education

Bachelor's degree or equivalent in STEM/engineering

Tools

PRTG

Siemens

Rockwell

Schneider Electric

Job description

As an Account Executive, Expansion (OT), you will play a pivotal role in driving the growth of our Operational Technology (OT) solutions within our existing customer base. Your primary focus will be to identify, develop, and close new OT‑related business opportunities—such as Industrial IoT, automation, network monitoring for industrial environments, security, and data acquisition—across established accounts.

You’ll work closely with existing customers to understand their evolving OT needs, deepen relationships with plant, production, and facility stakeholders, and position our solutions to help them optimize operations, increase security, and enable digital transformation on the plant or factory floor.

Key Responsibilities

• Identify, qualify, and secure OT expansion opportunities in existing accounts (including manufacturing, utilities, transportation, or other critical infrastructure sectors)
• Build and maintain strong relationships with operational stakeholders—such as plant managers, operations leads, and industrial IT specialists
• Proactively uncover pain points, modernization efforts, and digital transformation initiatives driving OT requirements
• Demonstrate and articulate the business value of our OT‑focused solutions, including uses in SCADA, IC, automation, monitoring, and cybersecurity
• Achieve and exceed assigned quotas for OT expansion within existing customers
• Collaborate with Customer Success, Engineering, and Pre‑Sales teams to scope, design, and propose tailored OT use cases
• Develop account growth plans with an OT‑centric lens, mapping organizational charts and decision makers in the OT sphere
• Accurately manage pipeline, forecasts, and activity through CRM tools
• Stay up-to-date on OT industry trends, competitor offerings, and best practices
• Represent the voice of the OT customer—providing market feedback to internal teams to guide product development

Requirements

• Bachelor’s degree or equivalent experience (STEM or engineering fields a plus)
• 2+ years of experience selling technology into OT, industrial, or infrastructure verticals (e.g., manufacturing, utilities, energy)
• Proven success in identifying and closing OT projects within existing enterprise accounts
• Understanding of core OT concepts—such as industrial networks, SCADA, PLCs, cybersecurity in OT environments, or IIoT
• Strong communication, consultative selling, and relationship-building skills, particularly with operational and engineering personas
• Proficient with CRM software; skilled at account mapping and multi‑threaded sales approaches
• Self‑motivated, organized, and goal‑oriented

Preferred

• Familiarity with network monitoring, industrial security, or automation platforms (e.g., PRTG, Siemens, Rockwell, Schneider Electric, etc.)
• Knowledge of regulatory requirements affecting OT (e.g., NERC CIP, IEC 62443)
• Prior experience interfacing with both IT and OT stakeholders

Why Paessler?

• Many possibilities to further develop your individual skillset
• Innovative and creative work environment with plenty of room for new ideas
• A structured onboarding phase with experienced colleagues
• Flexible and remote working hours
• Paessler is a fast‑growing midsized company that has been in the market for 20 years
• The company is focused on long‑term goals and is currently comprised of 350 employees