Regional Commercial Sales Leader driving enterprise revenue, customer acquisition, and strategic account growth for Red Hat’s open source software business. Leading commercial sales teams and complex deals.
About the role
- Strategic Partner Sales Manager growing North American partner revenue for Kontron’s embedded computing and IoT solutions. Recruiting channels, enabling partners, and driving embedded technology sales.
Responsibilities
- Develop and manage strategic partnerships driving revenue growth for embedded computing platforms, industrial gateways, edge AI systems, IoT software, and related solutions
- Recruit, onboard, enable, and manage channel partners, OEMs, VARs, distributors, system integrators, and technology alliance partners throughout North America
- Manage existing partners and develop plans to grow the partner and agent network
- Build executive-level relationships with partner leadership teams
- Develop annual business plans, revenue targets, growth plans, and measurable performance objectives with key partners
- Lead quarterly business reviews and strategic planning sessions
- Drive partner-sourced and partner-influenced revenue opportunities
- Identify new market opportunities across industrial IoT, embedded computing, transportation, medical, defense and aerospace, telecom and 5G, and 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, SBCs, SOMs, industrial PCs, edge AI platforms, IoT gateways, Windows IoT solutions, Kontron OS-based solutions, 5G connectivity products, and cloud-connected IoT platforms
- Coordinate technical resources for customer requirements and demonstrations
- Conduct partner training programs and develop sales tools, presentations, and competitive positioning materials
- Coordinate joint marketing campaigns and trade show activities
- Educate partners on product launches and solution updates
- Maintain accurate forecasts and pipeline reporting in CRM
- Track partner performance metrics and revenue attainment
- Coordinate with product management, engineering, operations, and marketing teams
- Provide executive management with business updates and revenue forecasts
- Manage inside sales representatives' workload, provide direction, and outline key business indicators for partner growth
- Travel throughout North America for partner meetings, customer engagements, industry events, and trade shows
Requirements
- 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, or 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
- Experience in one or more of the following sectors: embedded computing, industrial automation, IoT platforms, edge AI, medical devices, transportation systems, telecommunications, defense and aerospace, industrial networking, or smart manufacturing
- Preferred technical 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, or device management platforms
- Sales skills including strategic account planning, channel development, consultative selling, opportunity qualification, executive presentations, contract negotiation, revenue forecasting, and territory development
- Business skills including business plan development, financial analysis, partner performance management, market analysis, competitive positioning, and pipeline management
- Leadership skills including relationship building, cross-functional collaboration, influencing without authority, executive communication, strategic thinking, and problem solving
- Ability to travel 40-60% throughout North America
Benefits
- Competitive salaries
- Excellent benefits
- Opportunities for growth
- Communication through all levels of the organization
- Salary plus commission / OTE
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