Strategic Accounts Director (Industrial IoT & AI)

Function: Enterprise Sales and Strategic Accounts Location: Ahmedabad, Gujarat Travel: Frequent travel across India Reporting To: Business Head Role Overview Arix Energix Limited is seeking an experienced enterprise sales professional to lead the acquisition of large, multi-plant industrial customers for its Enterprise Maintenance, Reliability and Asset Intelligence Platform. The role will focus on corporate-led sales to asset-intensive organisations across cement, metals, mining, power, chemicals, oil and gas, infrastructure and large manufacturing sectors. The selected candidate will be responsible for developing strategic accounts, engaging senior corporate stakeholders, building enterprise transformation opportunities and converting them into multi-plant deployments. This is a hands-on individual-contributor role requiring strong new-business development, executive engagement and enterprise deal-closure capabilities. Key Responsibilities - Identify and develop strategic accounts across asset-intensive industries. Build relationships with Corporate Maintenance Heads, Corporate Engineering Heads, COOs, CIOs, Chief Digital Officers and Manufacturing Excellence leaders.Position the platform as an enterprise-wide maintenance, reliability and asset-intelligence solution.Create opportunities through account research, industry relationships, outbound engagement, referrals and ecosystem partners.Conduct corporate-level discovery meetings to understand maintenance, reliability, standardisation and digital-transformation priorities.Develop account-specific value propositions, business cases and executive presentations.Lead enterprise sales cycles from initial engagement through discovery, solution presentation, technical evaluation, commercial negotiation and contract closure.Coordinate with domain, pre-sales, product, implementation and management teams throughout the sales process.Structure enterprise blueprint, lighthouse-plant and phased multi-plant rollout opportunities.Prevent lighthouse implementations from becoming isolated plant-level pilots.Engage plant leadership to validate operational requirements while maintaining corporate ownership of the programme.Navigate IT architecture, SAP integration, cybersecurity, procurement, legal and commercial approval processes.Manage RFPs, RFIs, technical proposals, commercial submissions and contract negotiations.Develop partnerships with SAP service providers, industrial automation companies, consultants and system integrators.Maintain accurate account plans, opportunity pipelines, forecasts and follow-up records.Meet annual order-booking, revenue and strategic-account development targets.Represent the company at industrial conferences, customer forums and relevant industry associations.Provide structured market feedback to the product and leadership teams. Target Stakeholders The candidate should be capable of engaging: Chief Operating OfficersChief Manufacturing OfficersCorporate Maintenance HeadsCorporate Engineering and Technical HeadsReliability and Asset Performance HeadsManufacturing Excellence and Operational Excellence HeadsDigital Manufacturing and Industry 4.0 HeadsChief Information Officers and Chief Digital OfficersEnterprise Applications and SAP Centre of Excellence HeadsPlant Heads and Plant Maintenance HeadsProcurement and commercial leadership Required Experience - 1015 years of experience in enterprise B2B technology or industrial-solution sales.Minimum 68 years of relevant experience selling to manufacturing or asset-intensive industries.Demonstrated experience in enterprise, corporate or multi-location sales.Proven ability to originate and close new accounts rather than only manage inherited customers.Experience handling complex sales cycles involving business, IT, procurement, legal and plant stakeholders.Experience selling solutions with deal values of 1 crore or above.Exposure to sales cycles ranging from approximately 918 months.Experience preparing business cases, proposals, executive presentations and commercial submissions.Willingness to travel extensively across India. Preferred Domain Exposure Experience in one or more of the following areas is strongly preferred: Enterprise Asset ManagementComputerised Maintenance Management SystemsSAP PM or SAP EAMAsset Performance ManagementManufacturing Execution SystemsIndustrial IoTPredictive and condition-based maintenanceDigital manufacturingIndustry 4.0 platformsReliability engineering solutionsPlant automation softw .