Strategic Account Manager, Enterprise

OnLogic; Cary (NC); On-site; USD 104,000 - 180,000; Full time

Benefits offered by this job

401k Plan with 3% Employer Contrib

Annual Profit Share Bonus

Paid Maternity & Paternity Leave

Short & Long Term Disability

Personal development plan

Job summary

OnLogic is seeking a Strategic Account Manager to act as the executive partner for a select group of top customers. This role demands owning the long-term relationship strategy and multi-year programs, with OnLogic embedded in customers’ edge computing initiatives.

The position requires on-site work at Cary, NC (or South Burlington, VT) and 30–40% travel. You will build relationships with C-suite and engineering leaders, lead complex programs, and collaborate across teams to drive sustainable

Qualifications

• 10+ years in client-facing roles with a track record of growing strategic accounts.
• 5+ years in B2B technical sales (computer hardware).
• Experience negotiating enterprise agreements and leading multi-year design-in or deployment programs.
• Superior communication, presentation, problem-solving, and analytical skills; thrives independently and in teams.
• Deep edge computing or industrial hardware knowledge and experience navigating multinational organizations.

Responsibilities

• Build relationships with C-suite and engineering leaders as a trusted advisor on edge computing strategy.
• Lead multi-site, multi-year programs from design to end-of-life with OnLogic at the core.
• Expand into new business units and regions to win share from competitors.
• Coordinate with Engineering, Product, Operations, and Executive leadership to own the customer experience.
• Foster executive alignment between OnLogic leadership and enterprise customers.
• Lead high-stakes negotiations including master supply agreements and NDAs.
• Bring strategic customer insights to Product, Marketing, and Sales leaders.
• Turn customer programs and funnel into forecast accuracy and revenue growth.
• Identify industry-specific solutions leveraging OnLogic partnerships.

Skills

Client facing

B2B technical sales

Enterprise negotiations

Communication skills

Edge computing knowledge

US work authorization

Job description

We are seeking a Strategic Account Manager to serve as the executive partner for a select group of OnLogic's top customers. This is not a traditional account management role. You'll own the long-term direction of each relationship: understanding the customer's business strategy, shaping multi-year programs, and making OnLogic an integral part of how they build and scale their infrastructure and operations at the edge.

We believe in the power of in-person collaboration and the benefits of a strong workplace community. Therefore, this role requires an on-site presence at either our South Burlington, VT or Cary, NC office, plus 30-40% travel. We encourage candidates who are able to relocate or comfortably commute to apply.

In this role, you'll be responsible for:

• Building relationships with C-suite and engineering leaders to become a trusted advisor on their edge computing strategy.
• Making OnLogic the core of customers' next-gen solutions and leading complex, multi-site, multi-year programs from design to end-of-life.
• Developing relationships that help you expand into new business units and regions, ultimately winning share from competitors.
• Bringing in Engineering, Product, Operations, and Executive leadership as needed, serving as the single owner of the customer's experience.
• Fostering strategic executive alignment between OnLogic's leadership and the leadership of our enterprise customers.
• Leading high-stakes negotiations, including master supply agreements, non disclosure agreements, and volume quotes.
• Bringing strategic customer insights back into OnLogic's Product Management Team, Marketing Team, and Sales Leadership.
• Owning your business by turning customer programs and your deal funnel into forecast accuracy, and sustainable revenue growth.
• Identifying industry-specific solutions that fit the needs of your enterprise accounts by utilizing OnLogic's tech partnerships.

The team you will be joining:

Our Sales & Marketing team is a collaborative crew of digital marketers, creative storytellers, revenue drivers, and account strategists dedicated to positioning OnLogic as the first choice in edge computing and helping customers make the impossible possible. Together, they build demand, fuel growth, and champion the customer experience across every touchpoint. From creative campaign development and ecommerce management to strategic account growth, complex solution selling, and partner co-sell motions, this team bridges brand awareness with high-impact revenue generation and scalable sales operations.

Learn more about Life at OnLogic: www.onlogic.com/life-at-onlogic

Requirements

• 10+ years in client-facing roles, with a proven record of growing $500K+ ARR strategic accounts, and experience managing complex projects.
• 5+ years in B2B technical sales (computer hardware).
• Experience negotiating enterprise agreements and leading multi-year design-in or deployment programs.
• Superior communication, presentation, problem-solving, and analytical skills. Thrives independently and within a team-oriented sales setting.
• Deep edge computing or industrial hardware knowledge, business acumen, and comfort navigating complex, multinational organizations to maximize the total available market.
• Ability to work in the U.S. without visa sponsorship, now and in the future.

Who we're looking for:

• Someone customers call for perspective, not just a quote.
• A strategist who understands customer pain points and how OnLogic solves them.
• Someone technically credible who can discuss architecture, thermal constraints, certification, and lifecycles with design engineers.
• A long-term relationship builder who measures success in multi-year program wins, not in quarters and purchase orders.
• An internal leader capable of rallying cross-functional teams around a customer without needing direct authority over them.

Who we are:

OnLogic employees have the opportunity to shape our future and drive impactful change. We design and manufacture specialized edge computing solutions for companies all over the world, helping them to make the seemingly impossible possible. Our computers are designed to work where others fail, and it's our vision to be the first choice in edge computing. To make that vision a reality, we've built a team of ambitious problem solvers, guided by the company's core values of Open, Fair, Innovative, and Independent. We have an open office, open salaries, and strive to be fair and transparent in our decision making. We encourage input and feedback from every member of our team and look to improve ourselves and our business every single day.

Diversity is an essential element of our core values. Not just respecting, but actively embracing a variety of backgrounds, life experiences, and opinions, helps us foster innovation, enhances our problem-solving capabilities, and promotes learning and engagement among the members of our team. We strongly encourage those with diverse backgrounds to apply.

We are committed to providing a safe, inclusive, and harassment-free workplace for all employees. We do not tolerate any form of harassment, discrimination, or bias based on race, ethnicity, gender, sexual orientation, religion, disability, age, or any other protected characteristic.

To learn more about our values, our mission and what it's like to work at OnLogic, visit www.onlogic.com/careers.

Benefits

The On-Target Earnings (OTE) range for this role is $160,000 - $180,000 ($104,000 - $117,000 base salary). We determine final compensation based on discussions with applicants and their experience in similar roles.

• A Competitive Salary based upon your experience and the requirements of the role
• A Comprehensive Benefits package
• 401k Plan with 3% Employer Contribution
• An Annual Profit Share Bonus
• Paid Maternity & Paternity Leave, and Short & Long Term Disability
• A personal development plan created to help you (and us) grow