About the Role :
You will build and grow the Smart Manufacturing business within Machine Astro's existing manufacturing accounts. This is a hands-on, land-and-expand role: you start from a single proven use case inside an account —energy analytics with Energy IQ, Plant Intelligence with Plant IQ or AI enable CMMS — demonstrate a quantified outcome, and grow that beachhead into a multi-line, multi-plant, multi-use-case deployment.
You will sell outcomes, not features, to a mix of plant, reliability, OT and digital-transformation stakeholders — and you will close both project (capex) and recurring (subscription / AMC) revenue. You carry an individual number and work closely with the SME, Io T and deployment teams to turn customer pain into reference-able wins.
Responsibilities :
Land and expand. Convert a single proven use case within an assigned account into a broader rollout — from one line to many, from one plant to the enterprise. Own each account's expansion roadmap.
Use-case development. Co-create business cases with the customer's reliability, energy and OT teams.
Understand their value chain, priorities and existing OT/IT estate, and translate them into deployable use cases with the SME and Io T teams.
Outcome-based selling. Quantify value in the customer's language — downtime hours avoided, OEE points, energy ₹/unit, payback in months — not product specifications.
Capex + Opex revenue. Close project-based deals and grow recurring subscription / AMC revenue, with a deliberate focus on retention and expansion of the recurring base.
Account relationships. Become the trusted point of contact across plant, corporate and digital functions in your accounts;
map stakeholders and build multi-threaded relationships.
Cross-functional orchestration. Coordinate SME, Io T, deployment (delivery) and support teams to scope, prove and deliver, ensuring commitments are met and customers stay reference-able.
Customer advocacy. Carry the voice of the customer back into the or