What are the responsibilities and job description for the Global Account Manager position at Cognex Corporation?
About us- Cognex is the largest, most successful and recognized global player in industrial machine vision! We are a financially strong, international company with no debt and have been in business for over 40 years. Using advanced optics, image sensors and artificial intelligence software Cognex vision and ID systems capture an image and then analyze it to make sense of what’s being seen. We are deeply committed to fostering an inclusive and equitable work environment, guided by our "Work Hard, Play Hard, Move Fast" culture, which celebrates employee innovation, determination, and dedication in a dynamic, fun, and distinctive atmosphere.
The Global Account Manager (GAM) is responsible for driving business growth and maximizing bookings at Cognex’s top global clients. As the primary contact for large, multinational corporations, the GAM fosters relationships, manages projects, and ensures smooth transactions. This role involves collaborating with customer engineering teams to promote and qualify Cognex’s cutting-edge vision solutions while navigating complex international markets to deliver long-term growth and exceptional customer satisfaction.
Key Responsibilities:
Maximizing Bookings & Revenue Growth
• Expand opportunities with regional ASEs to secure customer orders across multiple sites.
• Identify and develop new business within existing accounts, gaining “wallet share” against competitors.
• Lead cross-functional and cross-regional teams to implement customer projects, ensuring satisfaction and repeat business.
Account Development & Management
• Create and execute annual account plans with revenue growth targets and strategic activities.
• Build long-term relationships as a trusted vision expert and advisor, engaging key decision-makers through regular interactions, high-level visits, technical seminars, and technology updates.
• Understand client challenges and objectives to uncover new business opportunities and deliver value-added solutions.
• Screen marketing leads, ensuring they are appropriately assigned and followed up by relevant sales teams.
Cross-Functional Collaboration
• Coordinate with local and OEM sales teams to maximize the impact of global specifications.
• Partner with Customer Success for engineering resource allocation, solution development, and product implementation.
• Provide feedback from clients to product teams for product development and validation purposes.
• Work with finance, operations, and other departments to deliver consistent, high-quality operations.
Contract Negotiations & Pricing
• Lead global contract negotiations to secure favorable terms for Cognex.
• Collaborate with decision-makers and legal teams to streamline negotiations.
• Recommend pricing strategies and oversee contract renewals for competitive positioning.
Market & Competitor Analysis
• Analyze customer spending on vision, wallet share, and upcoming investment areas for account planning.
• Stay informed on industry trends and competitor activities to offer innovative, competitive solutions.
• Monitor account data constantly to drive performance improvements and enhance customer value.
Reporting & KPI Management
• Track and report account performance, bookings, and strategic activities.
• Deliver regular updates to senior management on sales targets and insights.
• Lead 6-bullet account reviews at least monthly or as needed, and provide detailed project status reports.
Customer Advocacy & Problem-Solving
• Monitor and resolve technical issues, escalating when necessary.
• Advocate for the client’s needs within Cognex to ensure satisfaction.
• Organize quarterly business reviews with clients to align on progress and opportunities.
Key Qualifications:
Experience
• 5–10 years in technical sales or account management, preferably with multinational clients in automation.
• Proven success in meeting and exceeding sales targets in complex environments.
Skills & Abilities
• Strategic thinking, business acumen, and strong negotiation skills.
• Excellent cross-cultural communication and ability to navigate international markets.
• Organizational and multitasking expertise, with analytical skills for CRM and data-driven decisions.
Education
• Bachelor’s degree in business, Sales, Marketing, or a related field (Master’s preferred).
Additional Requirements
• Willingness to travel internationally.
Performance Metrics:
• Achievement of booking targets and account growth.
• Increased purchasing sites within GAM accounts.
• Funnel creation across multiple regions.
• Securing global vision specifications and project wins.
• Improved Cognex wallet share against competitors.
• Engagement of senior Cognex executives with key accounts.
