Note: The job is a remote job and is open to candidates in USA. ADLINK Technology designs and manufactures embedded computing hardware for industries including industrial automation, robotics, autonomous vehicles, healthcare, and intelligent transportation. The Key Account Manager will proactively prospect, develop OEM accounts, sell ADLINK solutions, manage customer and rep-partner relationships, and drive revenue and design wins across the Central US territory.
Responsibilities
- Develop new OEM accounts
- Design and implement sales strategies to ensure the company meets its revenue and design win objectives
- Use insight and consultative selling techniques to teach customers about their industry and offer unique perspectives on their business, which link back to ADLINK’s solutions
- Research prospective organizations and identify the right customer stakeholders to sell to
- Coach customer stakeholders and build consensus for ADLINK solutions within their organization
- Leverage the Challenger Sales methodology and an insights-driven sales processes, along with a current knowledge of industry and technical trends, to customize solutions for customer needs and business goals
- Independently and collaboratively strategize for solving deal level challenges
- Regularly update an accurate and robust pipeline of business opportunities and forecasts in SFDC with latest customer information and use customer intelligence for account planning
- Prepare weekly and monthly territory sales forecasts and maintain your sales pipeline
- Track weekly, monthly, and quarterly performance and sales metrics
- Experience aligning business outcomes and initiatives with technology requirements
- Manage rep partners
- Support and manage the relationships with all assigned customers, ensuring high customer satisfaction
- Cooperate in the annual planning process with Sales management, setting key objectives: design win and revenue targets, new customer targets, new opportunity creation goals, etc
- Customer visits including giving technical presentations and product overviews to customers
- As a trusted advisor, build in-depth knowledge of clients’ business priorities, challenges and initiatives that can be translated into additional ADLINK opportunities
- This a remote role, but travel is required in this role (customer meetings within territory, annual sales events, etc.)
Skills
- Bachelor's degree in any discipline
- 3+ years of work experience in any industry
- Experience aligning business outcomes and initiatives with technology requirements
- Experience in large complex deal negotiations with a successful track record
- Highly organized with a rapid, yet methodical approach
- Strong verbal and written communication skills
- Ability to tailor communication to the customer's needs with authority
- Ability to identify the right customer stakeholders and build connections quickly
- Ability to use rational and emotional drives to appeal to customers during negotiations
- Ability to systematically solve problems and hypothesize possible customer pain points, expectations, and implicit needs
- Ability to coach customer stakeholders and build consensus for ADLINK solutions within their organization
- Ability to leverage the Challenger Sales methodology and insights-driven sales processes
- Ability to prepare weekly and monthly territory sales forecasts and maintain a sales pipeline
- Ability to track weekly, monthly, and quarterly performance and sales metrics
- Ability to operate general office equipment
- Physical stamina to stand, reach, bend, lift, grasp, and kneel
- Ability to occasionally lift and/or move up to 10 pounds
- Specific vision abilities required include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus
Benefits
- Medical, Dental, and Vision Insurance
- Life, AD&D, Short Term Disability, and Long-Term Disability insurance
- 401k retirement plan
- HSA, Health Care FSA and Dependent Care FSA
- Vacation and Sick Leave
- Paid holidays
- The Key Account Manager is a remote
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