AMDT

CISO

• Serve as the senior technical and strategic voice in customer conversations with CISOs, VPs of OT/Plant Security, and operations leadership
• Partner with Account Executives and Solution Engineers on strategic and enterprise opportunities
• Address hard questions on OT-specific risk
• Speak credibly to OT/IT convergence
• Build mutual close plans with sales teams
• Design and deliver ongoing training for Solution Engineers and Account Executives
• Build reusable assets: battlecards, discovery question frameworks, ROI/risk narratives
• Act as a coach and technical mentor to the SE organization
• Represent AMDT's point of view at industry events, customer roundtables, and OT security forums
• Feed field insights and customer objections back to Product and Marketing

Field CISO

Revenue Operations

• Define and own the revenue operations strategy and multi-year roadmap, in alignment with AMDT’s growth plan
• Lead efforts to systematize and professionalize GTM operations, embedding accountability and transparency
• Own the full forecasting lifecycle: pipeline reviews, forecast accuracy targets, variance analysis, cadence, escalation paths, and linkage to executive metrics
• Partner with Sales, Channel, Marketing, and Customer Success to design and enforce rules of engagement, handoff SLAs, territory / channel assignments, and incentive alignment
• Actively execute on key operational initiatives — e.g. data hygiene programs, process redesigns, system integrations — rather than delegating every major piece
• Champion data integrity and single source of truth across CRM, marketing automation, CPQ, analytics, and related GTM systems
• Serve as the integrator across marketing, demand generation, sales, channel/partner, and post-sales functions
• Lead planning sessions (annual, quarterly, monthly) to ensure all GTM functions are aligned on goals, interdependencies, and execution plans
• Define shared metrics, dashboards, and reporting frameworks to promote transparency and unified decision processes
• Lead change management efforts associated with new systems, protocols, or organizational changes
• Build and maintain dashboards and reporting layers that provide clarity on funnel performance, conversion rates, velocity, segmentation, cohort trends, and leading indicators
• Introduce predictive models and advanced forecasting techniques to improve accuracy and forward visibility
• Provide analytical support and strategic guidance to executive leadership about growth levers, bottlenecks, and capital allocation
• Mentor and scale a high-performing operations team (analytics, process, systems)
• Foster a culture of operational excellence, continuous improvement, and accountability
• Partner with enablement / training functions to embed new processes, tools, and behaviors into GTM teams
• Own the GTM stack (CRM, marketing automation, CPQ, deal desk, analytics) and integrations
• Evaluate, implement, and optimize tools; manage vendor relationships and ROI analyses
• Establish strong data governance, system configuration practices, and scalability safeguards

Director of Revenue Operations

Account Executive

• Own a defined territory and develop a strategic plan to penetrate and expand target accounts
• Generate pipeline through proactive prospecting, cold outreach, networking, referrals, partner relationships, social selling, and account-based selling strategies
• Partner closely with Business Development Representatives (BDRs) to develop account penetration strategies, coordinate outreach campaigns, and maximize engagement within target accounts
• Provide strategic direction to BDRs on target personas, account priorities, stakeholder mapping, and messaging
• Develop and execute account plans focused on Fortune 1000 and enterprise industrial organizations, with an emphasis on automotive, pharmaceutical/life sciences, and food & beverage companies
• Identify and engage stakeholders across operations, engineering, maintenance, OT, IT, cybersecurity, procurement, and executive leadership
• Build and manage multi-threaded sales motions within complex organizations
• Drive strategic sales cycles from initial outreach through contract execution and close
• Lead discovery conversations aligned to operational resilience, disaster recovery, risk reduction, compliance, OT cybersecurity, asset management, and digital transformation initiatives
• Build compelling business cases and ROI justification for enterprise software investments
• Navigate procurement, legal, security, and executive approval processes
• Collaborate with solution engineering, channel partners, marketing, and customer success teams to accelerate opportunities
• Maintain disciplined pipeline management, forecasting accuracy, and account activity within Salesforce
• Develop executive relationships and establish trusted advisor status within target accounts
• Consistently achieve and exceed pipeline generation and revenue targets

Strategic Account Executive

AI Engineer

• Neue KI-Technologien bewerten und in praxisnahe Lösungen übersetzen.
• KI-Lösungen konzipieren und umsetzen: Integration von LLMs und KI-APIs, Prompt Engineering, Aufbau von RAG-/Knowledge-Base-Systemen.
• Proof-of-Concepts entwickeln, neue Technologien evaluieren und erfolgreiche Ansätze in einen tragfähigen Zustand bringen – bis hin zur Übergabe an R&D oder in den produktiven Betrieb.
• Daten für KI-Anwendungen aufbereiten (ETL/ELT) und Ergebnisse fortlaufend evaluieren und verbessern.
• Use-Cases für KI im Unternehmen aktiv identifizieren – nicht nur mit der Tech-Brille, sondern mit Blick auf den konkreten Nutzen.
• Ergebnisse präsentieren und Fach- sowie Business-Teams bei KI-Themen beraten – auf dem jeweiligen technischen Niveau deines Gegenübers.

Technical Project Manager

• Performing software installations, configurations and commissioning (remotely and occasionally on-site)
• Conducting training and enablement sessions for administrators, key users, and rollout teams.
• Technical and operational responsibility for international rollout projects at enterprise and corporate clients
• Planning, coordination and control of rollouts across multiple locations, countries and time zones
• Structuring of project phases including schedules, dependencies and milestones
• Technical setup and integration of devices, machines and automation systems
• Integration of common automation and control systems (e.g. Siemens, Schneider Electric, Rockwell)
• Coordination with IT, OT, Engineering and Management on the customer side
• Proactive identification of risks, deviations, and optimization potential during the project.
• Close collaboration with sales, product management and support to ensure sustainable customer success

Account Manager

• Own and manage small-to-mid-sized opportunities with a focus on high-volume transactional deals, particularly within water/wastewater accounts
• Take full ownership of stalled opportunities, driving re-engagement, progression, and closure
• Execute lead routing, pipeline tracking, and opportunity follow-ups to ensure consistent pipeline velocity
• Assist partners with quoting, pricing requests, and deal structuring to accelerate time to close on small-to-mid-sized opportunities
• Actively manage and expand revenue from silver-tier partners through structured engagement, enablement, and consistent follow-up cadence
• Identify, qualify, and co-sell new Octoplant opportunities in partnership with channel organizations
• Build and maintain strong relationships that translate directly into pipeline generation and revenue growth
• Identify and drive site-level expansion opportunities within enterprise accounts with existing agreements or deployments
• Collaborate with Channel Account Managers and partners to uncover upsell and cross-sell opportunities
• Execute targeted expansion strategies to increase account penetration and ARR
• Leverage partner relationships, customer referrals, and proven success stories to replicate wins across additional sites
• Build repeatable expansion playbooks that drive multi-site adoption
• Conduct discovery conversations with partners and customers to identify operational challenges and align Octoplant solutions
• Drive pipeline creation through proactive outreach, partner engagement, and opportunity identification
• Coordinate product demonstrations and technical discussions with Solution Engineering teams
• Maintain accurate CRM data, forecasts, and pipeline reporting
• Participate in trade shows, partner events, and customer meetings to generate new opportunities

Field CISO

Director of Revenue Operations

Strategic Account Executive

AI Engineer

Technical Project Manager

Inside Channel Account Manager