Job Description
PRIMARY DUTIES & RESPONSIBILITIES
Business Development & Sales Strategy :
- Develop and execute a comprehensive sales strategy focused on securing product specification and long-term partnerships with target SIs, OEMs, and ECs
- Consistently meet and/or exceed annual and quarterly sales and pipeline targets
- Act as a subject matter expert, guiding partners and consultants to understand our hardware's value proposition, competitive advantages, and its application to solve complex client problems
- Proactively identify, qualify, and engage new high-potential partners (SIs/ECs) that align with our strategic growth initiatives
Partner & Relationship Management:
- Develop a robust channel strategy, including partner onboarding, certification, and performance management to maximize indirect sales volume
- Build strong, trust-based relationships at all levels within partner organizations, from C-suite executives to technical engineers
- Plan and deliver technical and sales training, "Lunch & Learns," and product updates to ensure partners are fully equipped to sell and implement our solutions
- Collaborate with key partners to create joint marketing and sales plans that drive mutual revenue growth
Technical & Commercial Acumen :
- Work with Design Consultants and Engineers to integrate our hardware specifications into client project bids, blueprints, and master standards documents
- Continuously gather and report on competitive offerings, market trends and customer needs to inform product development and marketing strategies
- Lead complex contract negotiations, pricing strategy, and incentive programs for major partner accounts
Operations & Collaboration :
- Maintain a high degree of accuracy in sales forecasting using the CRM system ensuring a healthy, well-qualified pipeline Maintain a deep understanding of our product portfolio and how it compares to competitors
- Coordinate closely with Internal Sales, Product Management, Engineering, and Marketing teams to ensure a seamless sales process, from solution design to delivery and post-sales support
- Perform other duties as assigned
Required Skills & Abilities
- Strong customer focus & relationship building skills
- Strong written & verbal communication, presentation & negotiation skills
- Strong understanding of Industrial control & automation architectures (PLC, SCADA etc), networking protocols & modern manufacturing/industry standards
- Highly analytical with the ability to build compelling, data-driven business cases for technical solutions
- Self motivated & proven team player
- Comfortable use of MS Office and CRM Systems
Work Environment/ Physical Requirements
- Must be able to lift and move up to 30lbs.
- Must be able to sit or stand for extended periods of time.
- Frequent travel (Mostly domestic, some international) 50-75% of time
- Equal Opportunity Employer
Education/ Experience
- 5+ yrs of progressive experience in B2B technical sales, with at least 3 yrs in Outside Sales Manager role
- Bachelor's degree in engineering or relevant industries
- Proven track record of success selling Automation Hardware (PLC's, DCS, Sensors, Robotics etc)
- Demonstrated Experience working with & selling through Systems Integrators, OEM's or Engineering/Design firms
Job Tags
Full time, Contract work