Account Executive (Direct Sales) - APAC at Cielo Projects · Tokyo

companyDescription Velotic™ is a leading independent industrial software company providing data‑driven solutions that improve manufacturing efficiency, productivity, and operational insight. Serving customers across manufacturing, oil & gas, utilities, and infrastructure, the company generates more than $300 million in revenue. Velotic’s portfolio, anchored by Proficy, Kepware, and ThingWorx, supports the growing data and performance requirements of industrial operators globally, with an emphasis on AI‑enabled manufacturing and industrial software. With a deeply embedded global installed base across discrete and process manufacturing, Velotic enables customers to securely connect machines, systems, and people; modernize legacy operations; and drive measurable improvements in productivity, quality, and uptime. Our platform spans industrial connectivity, MES/MOM, rapid application development, analytics, and AI-driven optimization—serving as the digital backbone of the modern factory. The IIoT solutions serve as a strategic bridge between the factory floor and the enterprise, transforming fragmented industrial data into a cohesive, high-fidelity foundation for AI-driven decision-making. By orchestrating complex data flows across diverse protocols and securing the journey from the edge to the cloud, Velotic enables organizations to build a scalable digital infrastructure that goes beyond simple cost-cutting. Ultimately, these capabilities drive operational resilience and long-term value creation by eliminating systemic inefficiencies and providing the real-time visibility necessary to thrive in a data-centric industrial landscape. We are building a next-generation commercial organization and are seeking experienced Enterprise Account Executives who can operate as trusted advisors to large industrial customers and drive long-term, platform-oriented growth. jobDescription The Role The Enterprise Account Executive is responsible for owning and growing a defined set of strategic enterprise accounts and/or named prospects. This role focuses on driving new bookings and expansion ARR by aligning Velotics’s industrial software platform to customers’ digital transformation, modernization, and operational excellence initiatives. You will lead complex, multi-year sales cycles involving multiple buying centers (IT, OT, Operations, Engineering, Finance) and orchestrate internal teams and partners to deliver differentiated, value-based solutions. This is a highly consultative role for sellers who understand industrial environments, thrive in complexity, and excel at building durable executive relationships. Key Responsibilities Strategic Account Ownership & Planning Own a portfolio of strategic enterprise accounts and/or named prospects, with full responsibility for revenue, pipeline, and long-term account growth. Develop and execute multi-year account plans aligned to customer business priorities, modernization roadmaps, and Velotic’s platform strategy. Identify land-and-expand opportunities across connectivity, MES/MOM, analytics, and application enablement. Executive & Stakeholder Engagement Build trusted relationships with senior executives and operational leaders (CIO, CTO, COO, VP Manufacturing, VP Digital, Plant Leadership). Position Velotic as a strategic partner for digital transformation, operational resilience, and industrial modernization. Navigate complex buying committees across IT/OT and global organizations. Complex Deal Leadership Lead sophisticated, high-value sales cycles from qualification through close, including business case development, value articulation, and executive alignment. Orchestrate cross-functional resources (pre-sales, engineering, product, customer success, professional services) to deliver compelling, outcome-oriented solutions. Coordinate with global systems integrators, OEMs, and channel partners where appropriate. Platform & Solution Selling Articulate the value of Velotic’s integrated platform in addressing legacy system fragmentation, data silos, and operational inefficiencies. Translate technical capabilities into clear business outcomes such as improved uptime, throughput, quality, safety, and cost reduction. Drive adoption of enterprise-wide solutions spanning multiple plants, regions, and use cases. Pipeline Management & Forecasting Build and maintain a healthy, well-qualified pipeline aligned to annual and multi-year targets. Deliver accurate forecasting and deal inspection using Salesforce.com or equivalent CRM. Maintain disciplined sales hygiene and data-driven deal management. Revenue Growth & Expansion Consistently meet or exceed quarterly and annual bookings targets. Expand wallet share through upsell, cross-sell, and renewal-driven expansion motions in partnership with Customer Success. Identify and execute opportunities for standardization and platform consolidation within large accounts. Cross-Functional Collaboration Partner closely with Customer Success, Product, Marketing, and Services to ensure alignment across the full customer lifecycle. Provide feedback from the field to inform product strategy, packaging, and go-to-market evolution. qualifications Qualifications & Experience 10 -12 years of enterprise software sales experience, with a proven track record of closing complex, multi-million-dollar deals. Technical fluency in industrial systems, networking, or data infrastructure is a plus. Demonstrated success selling to large industrial, manufacturing, or asset-intensive enterprises. Experience selling platform, infrastructure, or mission-critical software (IIoT, MES/MOM, industrial software, enterprise SaaS, or hybrid license/SaaS). Exceptional executive presence and communication skills; able to influence and align senior decision-makers. Highly disciplined in pipeline management, forecasting, and value-based selling. Comfortable operating in ambiguity and change, including post-merger or evolving go-to-market environments. Bachelor’s degree required; MBA or advanced technical/business degree preferred. High energy, self-motivated, and eager to grow in a fast-paced, high-impact environment. additionalInformation Learn more at: www.velotic.com Apply today to be part of the transformation.