Key Account Manager, iFactory

Job Title: Key Account Manager, iFactory Location(s): Remote, Mid-Atlantic Region - Preferred Compensation: $110,000 - $130,000 before Commissions and Bonus About this position: The Industrial Automation Key Account Manager (KAM) is responsible for driving growth across strategic OEM accounts while expanding Advantech’s presence within the broader industrial automation ecosystem. This role focuses on developing key customer relationships and building scalable opportunities through collaboration with machine builders, system integrators, and automation-focused distribution partners. The ideal candidate brings a consultative sales approach and the ability to engage engineering, operations, and executive stakeholders. This position plays a key role in developing opportunities across automation-focused vertical segments such as packaging, material handling, robotics, and process automation, while helping establish repeatable go-to-market strategies that support long-term regional growth. Responsibilities:

• Develop and execute strategic account plans for priority OEMs and high-volume automation manufacturers.
• Engage engineering, operations, and executive stakeholders to position IIoT, edge computing, and industrial automation solutions.
• Drive solution-based selling aligned with customer automation roadmaps and long-term technology strategies.
• Build and maintain multi-level relationships within strategic customer organizations.
• Identify, recruit, and develop automation-focused system integrators and regional distribution partners.
• Establish joint business plans with channel partners to expand market reach and revenue growth.
• Enable partners through product training, pipeline alignment, and collaborative selling activities.
• Maintain balanced growth between direct OEM sales and partner-led opportunities.
• Identify and pursue scalable opportunities within targeted industrial automation vertical markets.
• Develop repeatable engagement models across machine builders, integrators, and automation ecosystem partners.
• Monitor competitive activity, emerging automation trends, and market dynamics to inform strategy.
• Collaborate cross-functionally with product management, application engineering, and channel sales teams to support customer opportunities.
• Provide market and customer feedback to support product positioning, solution development, and go-to-market strategy.
• Maintain accurate pipeline management, forecasting, and opportunity tracking within CRM systems.

Qualifications:

• 8 - 12+ years of B2B sales or business development experience in industrial automation or manufacturing technology
• Demonstrated experience working with OEMs, machine builders, or automation integrators
• Experience in both direct account selling and channel/partner collaboration
• Working knowledge of industrial PCs, HMI, edge computing, IIoT platforms, or automation ecosystems
• Proven record of revenue growth and territory expansion
• Strong executive communication and consultative selling capability
• Ability to travel as required

Preferred Qualifications:

• Experience in verticals such as packaging, material handling, robotics, or process equipment
• Prior experience in channel development or regional partner management
• Familiarity with industrial protocols, SCADA, MES, or automation architectures
• Bachelor’s degree in engineering, business, or related discipline

Benefits:

• Competitive salary dependent on experience (DOE)
• Winning culture with a friendly, team-oriented environment!
• Generous benefits package including medical, dental, vision, long-term disability, and life insurance.
• Employee Assistance Program (EAP)
• 401(k) with company match
• Education & personal development reimbursement program
• Generous vacation and paid holidays package
• Company events, and lunches
• Work from home program – once eligible
• Referral Bonus

About Advantech Founded in 1983, Advantech is a leader in providing trusted innovative embedded and automation products and solutions. Advantech offers comprehensive system integration, hardware, software, customer-centric design services, and global logistics support; all backed by industry-leading front and back-office e-business solutions. Advantech has always been an innovator in the development and manufacture of high-quality, high-performance computing platforms. We cooperate closely with our partners to help provide complete solutions for a wide array of applications across a diverse range of industries. To realize our corporate vision of Enabling an Intelligent Planet, Advantech will continue collaborating and partnering for Smart city & IoT Solutions. World-class Recognition Advantech is an authorized alliance partner of both Intel® and Microsoft®. Our customers will find the technologies we use inside our products to be widely compatible with other products in the global marketplace. In 2018 and 2019, Interbrand, the world-renowned brand consulting firm, once again recognized Advantech efforts to build a trusted, global brand; it also symbolizes a promise we gave to our business partners, which was to do our best to keep building a trustworthy brand that is recognized everywhere in the world. Advantech was selected as Interbrand’s #5 best Taiwan Global Brand in 2018. Work Authorization: To conform to U.S. Government export regulations (ITAR), applicant must be a U.S. citizen, lawful permanent resident of the U.S., protected individual as defined by 8. U.S.C. 1324b(a)(3), or eligible to obtain the required authorizations from the U.S. Department of State. More information can be found at https://www.pmddtc.state.gov/regulations_laws/itar.html Advantech is proud to be an Equal Employment Opportunity employer. We accept applications directly from candidates only and will not be responsible for any recruiting agency fees absent a formal agreement.