Senior Regional Sales Manager: Out-of-Band (EAST)

Regional Sales Manager III

The Regional Sales Manager III is responsible for growing sales through direct engagement with key customers in the network infrastructure, industrial IoT, and edge AI markets. This role includes managing customers and opportunities across the Southeast or South-Central States with a focus on network infrastructure, out-of-band (OOB) solutions, embedded compute, and IIoT. The role involves building strong customer relationships, identifying new business opportunities, and working closely with internal teams to deliver the right solutions.

Direct Sales and Key Account Management

• Drive revenue growth through direct engagement with strategic end-customers and OEM key accounts in the network infrastructure, industrial internet-of-things, and edge AI markets.
• Develop and execute comprehensive account plans for strategic accounts, focusing on long-term partnerships, opportunity development, and revenue achievement.
• Identify and close high-value opportunities, navigating complex sales cycles and engaging with multiple stakeholders, including technical decision-makers and procurement teams.
• Proactively identify and pursue new business opportunities within existing accounts and through targeted new customer acquisition.

Customer Relationship Management

• Build and maintain relationships with key customer stakeholders, including executives, technical teams, and procurement departments.
• Serve as the trusted advisor for customers by providing market insights, solution recommendations, and strategic guidance to support their business objectives.
• Organize and lead regular business and technical reviews with customers, ensuring alignment with their evolving needs and driving account growth.

Strategic Market Development

• Develop and execute regional sales strategies aligned with company strategy and goals, focusing on the unique requirements of the network infrastructure, industrial IOT and edgeAI markets.
• Monitor market trends, customer requirements, and emerging technologies to identify new growth opportunities.
• Collaborate closely with internal product and marketing teams to position innovative solutions that address customer challenges and with industry trends.

Internal Collaboration and Reporting

• Align closely with Field Application Engineers, Product Managers, and Technical Support to ensure customers receive comprehensive solutions and support.
• Deliver detailed and accurate sales forecasts, account plans, and progress reports to regional and executive leadership.
• Share insights from the field to inform product development, marketing strategies, and business planning.

Deliverables

• Achieve or exceed assigned revenue and growth targets within the defined region and customer base.
• Develop and maintain strategic account plans for key customers, including clear objectives, milestones, and revenue goals.
• Grow and manage opportunity pipeline to 3x target revenue.
• Develop and maintain a regional go to market strategy for network infrastructure and physical security markets.

Education and Experience

• Must have Bachelor's degree in Business Administration, Engineering, or a related field.
• Must have at least 5 years of direct sales and key account management.
• Must have experience in network infrastructure, industrial IoT, or OEM-focused business models.
• Must have a valid driver's license and be willing to travel frequently.

Qualifications and Skills

Required qualifications and skills include, but are not limited to:

• Proven success in managing key accounts and driving sales growth.
• Strong commercial and technical acumen with the ability to navigate complex sales environments.
• Excellent communication, negotiation, and presentation skills in English.
• Proficiency with CRM tools and standard business productivity software.
• Strong understanding of OEM business models and value proposition design.

Preferred qualifications and skills include, but are not limited to:

• Knowledge of IoT and Edge AI technologies and how they impact enterprise and industrial ecosystems.
• Experience developing regional go-to-market strategies.

Location

Remote, Southeast or Southcentral United States

Estimated base salary before commission: $125,000 - $175,000 (USD)

Note: this position follows a 70/30 earnings split, in which 70% = guaranteed pay (fixed salary) 30% = performance-based pay (earned through sales results)