[Remote] Senior Strategic Account Executive, Direct & Channel

Note: The job is a remote job and is open to candidates in USA. SoftBank Robotics America is a leader in Physical AI and autonomous solutions, seeking a Senior Strategic Account Executive, Direct & Channel to drive growth across North America. This role focuses on managing a portfolio of strategic enterprise accounts while developing revenue through national distribution and channel partners.ResponsibilitiesOwn a portfolio of strategic enterprise accounts and active opportunities, beginning with an established book, and advance each deal through the full sales cycle to close and expansionBuild executive relationships across Operations, Facilities, Procurement, Finance, Asset Management, and C-suite leadershipGrow strategic accounts across multiple locations, business units, and service linesBuild business cases and ROI models that connect customer challenges to measurable operational and financial outcomesDevelop and grow revenue through SBRA's national distribution and channel partners in a structured co-sell motion, working alongside the existing sales teamRamp into the channel motion through hands-on collaboration with current partner-facing sellers, then take on partner relationships and co-sell deals directlyIdentify, recruit, and develop new distribution and channel partners that expand SBRA's reach into target verticalsLeverage industry relationships and professional networks to source new partner and customer opportunities for the pipelineHelp build a broader and more durable partner base, so channel revenue is diversified across multiple partners rather than dependent on any single relationshipIdentify, develop, and close strategic enterprise opportunities across targeted vertical markets through direct sellingGrow channel revenue by co-selling with national distribution and strategic partners, and by developing new partner relationshipsOwn the full sales cycle from prospecting and discovery through proposal, negotiation, contract execution, and expansion, across both direct and partner-sourced dealsBuild relationships with executive decision-makers and with partner sales leadership and field teamsDevelop multi-year automation strategies and business cases that align with customer and partner priorities and financial objectivesLead executive business reviews, ROI discussions, and expansion planning activitiesPartner closely with Customer Success, Deployment, Service, Product, Marketing, and Partner teams to ensure successful customer outcomesMaintain accurate forecasting, pipeline management, and CRM discipline across both direct and channel opportunitiesRepresent SBRA at customer meetings, partner events, industry conferences, and executive briefingsTravel as required to support customer and partner engagements, demonstrations, pilots, and account developmentSkills7+ years of enterprise sales experience with a proven track record of exceeding quota and developing strategic customer relationshipsDemonstrated success selling complex operational, technology, automation, SaaS, facilities management, robotics, or business transformation solutionsProven success managing six-figure and seven-figure opportunities through consultative sales cycles, including opportunities exceeding $250,000 ARR and multi-year contractsProven ability to navigate complex buying committees and executive decision-making processesStrong executive engagement skills with experience presenting to C-level stakeholdersAbility to develop ROI models, business cases, and value-based proposalsExperience with CRM platforms, forecasting tools, and modern sales methodologiesExperience selling through or alongside distribution, channel, or strategic partners is strongly preferredExisting relationships and networks within robotics, automation, or facilities services that can be activated to source new partner and customer opportunitiesExperience within healthcare, senior living, commercial real estate, multifamily housing, industrial, logistics, facilities services, robotics, or related industries is preferredBachelor's degree preferredBenefitsCompetitive compensation package including base salary, commission, health benefits, retirement programs, and additional incentive opportunities.Company OverviewSoftBank Robotics America (SBRA) is the North American arm of SoftBank Robotics, driving technology forward by becoming a worldwide leader in robotics solutions. It was founded in 2005, and is headquartered in San Francisco, California, US, with a workforce of 51-200 employees. Its website is https://us.softbankrobotics.com.Company H1B SponsorshipSoftBank Robotics America has a track record of offering H1B sponsorships, with 1 in 2025, 2 in 2024, 2 in 2023, 1 in 2022, 2 in 2020. Please note that this does not guarantee sponsorship for this specific role.