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

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.

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.