Strategic ABM Manager

Help bring industrial AI to the world’s leading glass and steel manufacturers.

PaneraTech combines advanced sensing, engineering expertise, and AI to help manufacturers improve furnace operations, extend asset life, and make better operating decisions.

We are seeking an experienced Strategic Account-Based Marketing (ABM) Manager to build and execute targeted marketing programs that strengthen customer relationships, create qualified opportunities, and support revenue growth.

This is a hands-on role with ownership of strategic-account marketing and the broader marketing programs supporting it. You will work closely with company leadership, sales, technical experts, and external creative partners.

About the role

Our market centers on approximately 30–50 strategic global accounts, with purchasing decisions involving corporate executives, plant leaders, operations, engineering, and procurement.

You will develop one-to-one and one-to-few account programs tailored to these organizations while managing the content, events, digital channels, and external partners needed to execute them. Success will be measured through account penetration, qualified opportunities, opportunity progression, and contribution to revenue.

Key responsibilities

• Develop strategic account plans. Partner with sales to prioritize accounts, map decision-makers across corporate and plant organizations, understand business priorities, and establish coordinated engagement plans.
• Execute targeted campaigns. Build account-specific programs combining executive engagement, technical content, email, LinkedIn, industry events, and customer success stories.
• Support sales execution. Develop messaging, presentations, and campaign materials that help sales initiate conversations and advance opportunities. Establish clear follow-up responsibilities.
• Lead content development. Translate technical capabilities into clear business value for executive and technical audiences. Coordinate case studies, white papers, sales presentations, and digital content with internal experts and external writers.
• Own trade show marketing. Manage targeted invitations, meeting campaigns, event materials, and post-event follow-up against defined account and opportunity objectives.
• Manage marketing channels and partners. Direct website priorities, social media programs, and external writing, design, and digital partners, with accountability for budgets, deadlines, and quality.
• Run marketing operations. Use Salesforce and marketing automation tools to manage segmentation, campaigns, engagement tracking, and performance reporting.
• Apply AI effectively. Incorporate AI tools into account research, content development, personalization, and reporting while maintaining accuracy and professional standards.

Why PaneraTech

You will work directly with company leadership and technical experts on technologies addressing major manufacturing challenges. This role offers substantial ownership, access to global industrial customers, and the opportunity to build marketing programs with a measurable connection to business results.

• A minimum of 8 years of professional experience in similar B2B marketing roles, with substantial responsibility for strategic account-based marketing, integrated marketing programs, or enterprise demand generation.
• Demonstrated success developing and executing one-to-one or one-to-few ABM programs for complex, high-value products or services.
• Experience supporting long sales cycles and buying decisions involving multiple stakeholders, including executive and technical audiences.
• A proven ability to partner closely with sales on account planning, coordinated outreach, opportunity development, and campaign follow-up.
• Experience marketing technical offerings and translating product capabilities into clear operational and financial value.
• Strong writing, editing, and presentation skills, with the ability to develop compelling customer-facing materials.
• Hands-on proficiency with Salesforce or a comparable CRM, marketing automation platforms, and campaign performance reporting.
• Experience managing external agencies, freelancers, budgets, and multiple concurrent marketing programs.
• Demonstrated ability to set strategy and personally execute the work in a lean, entrepreneurial environment.
• Ability to work a hybrid schedule in Fairfax, Virginia, and travel periodically for industry events and customer engagement.

• Experience in industrial technology, manufacturing, automation, enterprise AI, or other technical B2B markets.
• Experience engaging global enterprise accounts across corporate and regional or plant-level organizations.
• Familiarity with glass or steel manufacturing.
• Practical experience using AI tools to improve marketing productivity and personalization.