Sr. Strategic Account Manager

We are looking for a talented Sr. Strategic Account Manager join our team specializing in Sales for Cummins, Inc. in Indianapolis, IN.

In this role, you will make an impact in the following ways: 

• Build, manage, and expand relationships with assigned accounts by understanding customer industries, business models, and buying processes.
• Identify current and emerging customer needs and position Cummins products and solutions to address them. 
• Develop and execute account strategies and sales plans to grow share, revenue, and profitability within existing accounts. 
• Drive new business and growth opportunities jointly with customers, increasing overall customer value. 
• Communicate value by helping customers interpret data and gain agreement on the benefits of Cummins solutions. 
• Lead and coordinate customer communication at all levels, managing escalations, contracts, and authorized negotiations. 
• Collaborate across sales roles and internal stakeholders to align efforts and execute cross-business account strategies. 
• Track performance by measuring customer satisfaction, delivering accurate forecasts and reports, and meeting revenue and share targets.

To be successful in this role you will need the following: 

• Articulating Value Proposition - Deeply interpret both internal and external customer needs. Clearly explain and demonstrate how your products, solutions, and services meet these needs. Highlight strengths and address any weaknesses to differentiate from competitors.
• Developing Account Strategy - Evaluate the current relationship, financial status, product competitiveness, barriers, quality, and service levels of your accounts. Balance customer requirements with business capabilities to set achievable targets that align with your business strategy.
• Sales Pipeline Management - Develop and execute account/territory-level sales strategies based on your current pipeline. Regularly assess the size, contents, and progress of your pipeline. Adjust your sales strategy and plans as needed.
• Sales Forecasting - Gather customer data from various sources and compare it against historical data. Use this information to predict future consumption patterns. Develop forecasts that are realistic and based on solid data analysis.

Education/Experience: 

• College, university, or equivalent degree in Marketing, Sales, technical or a related subject or an acceptable combination of education and experience required. 
• This position may require licensing for compliance with export controls or sanctions regulations. 
• Significant level of relevant work experience required, including previous customer and/or product experience required. Purchasing/commercial contract negotiation preferred.

Additional Responsibilities Unique to this Position

This role will be in the Strategic Data Center

• Partners closely with the existing Sr. Strategic Account Manager to co-manage a high-growth, complex account, ensuring continuity, alignment, and consistent customer engagement across all levels of the organization.
• Provides additional day-to-day account coverage, including managing customer communications, coordinating internal resources, and driving follow-through on action items to support rapid account expansion and increased demand.
• Supports scaling account operations by improving internal coordination (sales, engineering, supply chain, service), helping to streamline processes, and ensuring responsiveness to customer needs in a fast-paced growth environment.

Skill, Education, or Experience Requirements

• Proven experience managing large, complex strategic accounts in a team-based or co-managed account structure, with demonstrated ability to collaborate effectively with other account leaders.
• Strong organizational and execution skills, with the ability to manage multiple workstreams, customer requests, and internal stakeholders in a high-growth, dynamic environment.
• Demonstrated ability to drive customer engagement and maintain strong relationships at multiple levels, while supporting account strategy execution and revenue growth.
• Experience working cross-functionally with technical, commercial, and operational teams to deliver customer solutions and resolve issues.

Preferred (Nice to Have)

• Experience supporting large-scale or high-growth accounts in the data center, power generation, or related industrial sectors.
• Familiarity with complex contract structures, commercial negotiations, or managing escalations in large enterprise environments.

Compensation 

Please note that the salary range provided is a good faith estimate on the applicable range. The final salary offer will be determined after considering relevant factors, including a candidate’s qualifications and experience, where appropriate.

This role is on an 80/20 sales compensation plan.