Regional Sales Manager - West

Regional Sales Manager - West

Title: Regional Sales Manager - West

Location: Remote, but must be based in CA, AZ, CO, UT or TX

Compensation: Base $135K-$170K + Uncapped Commission (OTE: $250K+)

Who We Are: We're a manufacturer of rugged computer systems, rackmount servers, and tactical displays serving the Department of Defense/Department of War as well as heavy industrial clients.

Position Overview: We are seeking an experienced Regional Sales Manager to lead and grow sales across the Western U.S. The role is responsible for driving revenue and market share for rugged computer systems, rackmount servers, and tactical displays in commercial and defense markets (including DoD and DOW). The ideal candidate will combine technical knowledge of durable and rugged systems with strong business development and customer relationship skills to win strategic accounts and manage a high-performing territory.

Key Responsibilities:

• Develop and execute the sales strategy for the Western region to meet and exceed revenue, margin and market-share targets.
• Manage and train a team of manufacturer's reps through the territory
• Identify, qualify and close new business opportunities across commercial, industrial and defense (DoD/DOW) customers and prime contractors.
• Manage and grow existing key accounts; build long-term relationships with procurement, engineering and program managers.
• Drive business development efforts for ruggedized electronics, computer hardware, rack and durable system solutions, tailoring proposals to customer requirements.
• Collaborate with product management and engineering to communicate customer needs, support product roadmap decisions and ensure successful technical demonstrations and evaluations.
• Lead territory forecasting, pipeline management and weekly/monthly sales reporting; accurately predict bookings and revenue.
• Negotiate pricing, contractual terms and delivery schedules in coordination with contracts and legal teams; ensure compliance with government contracting requirements.
• Recruit, mentor and manage regional sales representatives and channel partners as needed to scale coverage and performance.
• Represent the company at industry and defense trade shows, conferences and customer meetings; deliver technical sales presentations and product demonstrations.
• Support capture planning for competitive bids, prepare RFP/RFI responses and coordinate cross-functional capture teams.

Qualifications:

• 5+ years selling electronics, computer hardware, ruggedized or durable systems, and rack solutions to industrial or defense customers.
• Experience with DoD/DOW procurement processes, defense contracting practices and working with prime contractors; active or previous security clearance is a plus.
• Strong business development skills with experience building and executing account plans, opportunity qualification and complex negotiations.
• Technical aptitude: ability to discuss electronics, computer systems, racks and ruggedization requirements with engineering and procurement teams.
• Excellent communication, presentation and relationship-building skills; comfortable with Clevel and program-level interactions.
• Experience with CRM tools and disciplined pipeline/forecast management.
• Bachelors degree in Business, Engineering, Computer Science or related field preferred; equivalent experience will be considered.
• Willingness to travel regularly across the Western U.S.

Benefits:

• Base Salary: $135K-$170K (DOE)
• Uncapped Commission: Avg. +120K-150K (OTE: 250k+)
• Medical, Vision, Dental
• 401k

For this position you must be currently authorized to work in the United States. We do not sponsor for this position.