Note: The job is a remote job and is open to candidates in USA. Kontron is a global leader in secure, high-performance embedded computing and IoT solutions for mission-critical systems across defense, aerospace, medical, industrial, transportation, and energy markets. The Strategic Partner Sales Manager will develop and manage strategic partnerships across North America, drive partner-led revenue growth, recruit and enable channel partners, and coordinate sales, technical, marketing, and business-planning activities.
Responsibilities
- Recruit and onboard new strategic channel partners, OEMs, VARs, distributors, and system integrators
- Manage existing partners and develop plan to grow existing partner, agent network
- Build executive-level relationships with partner leadership teams
- Develop annual business plans and revenue targets with key partners
- Lead quarterly business reviews and strategic planning sessions
- Create partner growth plans and measurable performance objectives
- Drive partner-sourced and partner-influenced revenue opportunities
- Identify new market opportunities in: Industrial IoT; Embedded Computing; Transportation; Medical; Defense & Aerospace; Telecom & 5G; Smart City Applications
- Develop go-to-market strategies with channel partners
- Support partners throughout the sales cycle from prospecting through award
- Position and promote: Embedded Computers; Single Board Computers (SBC); System-on-Modules (SOM); Industrial PCs; Edge AI Platforms; IoT Gateways; Windows IoT Solutions; Kontron OS based Solutions; 5G Connectivity Products; Cloud-connected IoT Platforms
- Coordinate technical resources to support customer requirements and demonstrations
- Conduct partner training programs
- Develop sales tools, presentations, and competitive positioning materials
- Coordinate joint marketing campaigns and trade show activities
- Educate partners on new product launches and solution updates
- Maintain accurate forecasts and pipeline reporting within CRM
- Track partner performance metrics and revenue attainment
- Coordinate with product management, engineering, operations, and marketing teams
- Provide executive management with regular business updates and revenue forecasts
- Manage inside sales rep(s) work load, provide direction and outline key business indicators for successful partner growth
Skills
- Bachelor's degree in Business, Engineering, Computer Science, Marketing, or related field
- 7+ years of channel sales, partner management, or strategic account management experience
- 5+ years selling technology solutions involving:
- Embedded Computing
- Industrial Automation
- IoT Solutions
- Networking
- Edge Computing
- Telecommunications
- Proven history of meeting or exceeding annual sales targets
- Experience working with OEMs, system integrators, distributors, and value-added resellers
- Experience developing and executing partner business plans
- Ability to travel 40-60% throughout North America
- Hunter mentality with strong relationship-building skills
- Comfortable engaging VP, GM, and C-level executives
- Strong understanding of embedded computing, gateways, IoT software, and edge solutions
- Proven ability to build channel ecosystems that generate measurable revenue growth
- Able to bridge technical and business discussions to create value for customers and partner
- Looking for an honorable, professional, ethical, team player to work in a team environment who wants to be a contributor to the success of the organization
- Candidates should have experience in one or more of the following sectors:
- Embedded Computing
- Industrial Automation
- IoT Platforms
- Edge AI
- Medical Devices
- Transportation Systems
- Telecommunications
- Defense & Aerospace
- Industrial Networking
- Smart Manufacturing
- Preferred experience with:
- Windows IoT
- Linux Operating Systems
- Industrial Networking
- Cloud IoT Platforms
- Edge AI Architectures
- Intel and ARM Platforms
- Wireless and Cellular Technologies
- Private 5G Networks
- Device Management Platforms
- MBA preferred but not required
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