Director of OEM Sales

Job Description

Job Title: Director of OEM Sales

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Reporting to: Chief Revenue Officer

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Location: United States (remote)

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VitalEdge is a leading provider of ERP, dealer management, rental, and telematics solutions purpose-built for the heavy equipment industry. We partner with dealers, rental companies, and OEMs across construction, mining, forestry, material handling, and agriculture to help them operate more efficiently and grow their businesses.

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With more than 800 employees across four continents and customers in more than 20 countries, VitalEdge combines deep industry expertise with modern, cloud-based technology. As we continue expanding our North American and international presence, we’re looking for talented people who want to help shape the next phase of our growth.

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Why work for VitalEdge?

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We don’t just sell technology, we enable transformation that results in broader societal benefits like building homes and critical infrastructure, growing food and delivering all sorts of products we all rely on for daily life. We exist to ultimately equip the world to keep running. We have more than 60 years of combined experience and three industry-leading software suites and associated apps, with which we will drive the market forward. It’s an exciting time to work for VitalEdge – join us!

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Position Overview

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VitalEdge is seeking a highly driven Director of OEM Sales to accelerate revenue growth through our relationships with Original Equipment Manufacturers (OEMs) and their dealer networks.

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Reporting to the Chief Revenue Officer, the Director of OEM Sales will own the commercial strategy and sales execution associated with OEM relationships, translating strategic partnerships into measurable pipeline, new customer acquisition, expansion revenue, and long-term growth.

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This is a senior enterprise individual contributor sales role with direct ownership of an individual sales quota and no direct reports. The Director will be responsible for building and managing a robust OEM-driven pipeline, developing opportunities within OEM dealer networks, and personally leading complex enterprise sales cycles from initial engagement through close.

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The ideal candidate combines deep enterprise software sales experience with a strong understanding of OEM/dealer ecosystems. They are comfortable navigating complex organizations, developing executive relationships, creating opportunities where none previously existed, and driving multi-stakeholder deals to close.

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This role will partner closely with OEM Alliances, Sales, Marketing, Product, Customer Success, and other internal teams to convert VitalEdge’s OEM relationships into scalable commercial growth.

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Key Responsibilities

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OEM Sales & Revenue Growth

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• Own and deliver against an individual sales quota, including bookings, pipeline generation, and new customer acquisition targets.
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• Develop and execute sales strategies to grow VitalEdge’s business across OEM and dealer networks.
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• Build and maintain a healthy pipeline of qualified OEM-driven opportunities across target markets and geographies.
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• Identify and pursue opportunities to expand VitalEdge solutions across OEM dealer and distribution networks.
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New Business & Relationship Development

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• Proactively identify, develop, and close new business opportunities through OEM relationships for dealer networks.
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• Lead complex enterprise sales cycles from prospecting and discovery through solution development, negotiation, and close.
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• Build strong relationships with OEM executives, dealer leadership, and other key stakeholders to generate opportunities and accelerate adoption.
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• Develop compelling business cases and value propositions aligned with OEM and dealer priorities.
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• Represent VitalEdge at OEM meetings, dealer conferences, industry events, and other strategic commercial engagements.
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Go-to-Market Collaboration

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• Partner with OEM Alliances to translate strategic OEM relationships into actionable sales opportunities.
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• Collaborate with Marketing, Product, Solution Consulting, Customer Success, and account teams to support new business and expansion opportunities.
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• Provide market and customer insights to help inform product and go-to-market priorities.
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• Develop repeatable sales approaches that can scale across OEMs and dealer networks.
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Pipeline & Forecast Management

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• Maintain accurate pipeline, opportunity, and forecast information within the CRM.
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• Provide regular pipeline and forecast updates while proactively identifying risks and opportunities.
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• Maintain strong knowledge of the ERP/DMS market, OEM/dealer technology ecosystem, competitive landscape, and relevant industry trends.
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Required Qualifications

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• 8+ years of progressive B2B enterprise software, SaaS, ERP/DMS, or industrial technology sales experience, with a demonstrated track record of meeting or exceeding revenue targets.
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• Proven success developing new business and managing complex, multi-stakeholder enterprise sales cycles from prospecting through negotiation and close.
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• Experience selling into or through OEMs, dealer networks, distributors, channel partners, or similar ecosystems.
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• Strong understanding of OEM/dealer environments; experience in heavy equipment, construction, agriculture, material handling, forestry, fleet, manufacturing, or related industrial markets is preferred.
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• Strong commercial acumen with expertise in pipeline development, forecasting, deal strategy, negotiation, and executive-level selling.
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• Ability to build trusted relationships with OEM executives, dealer leadership, customers, and internal stakeholders and translate those relationships into commercial opportunities.
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• Highly collaborative and able to partner effectively across Alliances, Marketing, Product, Customer Success, and other functions to drive revenue growth.
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• Results-oriented, accountable, adaptable, and comfortable operating in a fast-paced, high-growth environment.
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• Willingness to travel regularly for OEM and dealer meetings, customer engagements, conferences, and industry events.
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Our Benefits

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We believe in supporting our employees both personally and professionally. VitalEdge offers a competitive benefits package including medical, dental, and vision coverage, a 401(k) with company matching, and uncapped PTO designed to give our employees flexibility and support throughout the year.

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VitalEdge is an Equal Opportunity Employer