Strategic Partner Sales Manager

Kontron is a global leader in secure, high-performance embedded computing and IoT solutions that power mission-critical systems in markets like Defense, Aerospace, Medical, Industrial, Transportation and Energy. We combine rugged hardware, modular software, and long-term lifecycle services so OEMs and system integrators can accelerate time-to-market, lower total cost of ownership, and keep platforms supported and secure for years.

In addition to being an established global presence with opportunities for growth, Kontron encourages communication through all levels of the organization to ensure a common direction and allow our employees to make informed decisions. Our culture has been created by the people who work here, making Kontron a fast-paced, friendly, and enjoyable workplace with competitive salaries and excellent benefits.

We have an exciting opportunity for a Strategic Partner Sales Manager . The Strategic Partner Sales Manager is responsible for developing and managing strategic partnerships that drive revenue growth for embedded computing platforms, industrial gateways, edge AI systems, IoT software, and related solutions. This role will recruit, enable, and manage channel partners, system integrators, distributors, OEMs, and technology alliance partners throughout North America. The successful candidate will develop joint business plans, identify new market opportunities, drive pipeline growth, and increase revenue through partner-led and partner-influenced sales.

Key Responsibilities:

Partner Development

• 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.

Revenue Growth

• 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.

Technical Solution Selling

• 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.

Partner Enablement

• 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.

Opportunity Management

• 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.

Sales Management

• Manage inside sales rep(s) work load, provide direction and outline key business indicators for successful partner growth.

Required Qualifications:

Education

• Bachelor's degree in Business, Engineering, Computer Science, Marketing, or related field.
• MBA preferred but not required.

Experience

• 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.

Preferred Industry Experience

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

Technical Knowledge

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

Core Skills

Sales Skills

• Strategic Account Planning
• Channel Development
• Consultative Selling
• Opportunity Qualification
• Executive Presentations
• Contract Negotiation
• Revenue Forecasting
• Territory Development

Business Skills

• Business Plan Development
• Financial Analysis
• Partner Performance Management
• Market Analysis
• Competitive Positioning
• Pipeline Management

Leadership Skills

• Relationship Building
• Cross-functional Collaboration
• Influencing Without Authority
• Executive Communication
• Strategic Thinking
• Problem Solving

Key Performance Indicators (KPIs) to be used

• Annual Revenue Achievement
• Partner-Sourced Revenue
• Partner-Influenced Revenue
• New Partner Acquisition
• Pipeline Growth
• Number of Joint Customer Engagements
• Quarterly Business Review Completion
• Opportunity Conversion Rate
• New Customer Wins
• Forecast Accuracy

Travel Requirements

• Ability to travel 40-60% throughout North America.
• Attendance at partner meetings, customer engagements, industry events, and trade shows.

Ideal Candidate Profile

• 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.

Feel up to the challenge? Please apply 

Salary Description

$175,000-$190,000 (Salary + Commission) OTE