Sr. Regional Sales Manager

About Lantronix

At Lantronix, we are powering innovation through connected intelligence. We help customers around the world increase productivity and solve complex challenges through secure, reliable, and innovative connectivity and Edge AI solutions.

We believe great companies are built by great people. Our culture is rooted in innovation, collaboration, open communication, and accountability. We encourage employees to share ideas, challenge convention, and take ownership of their work in an environment where every voice matters.

Our Core Values

Innovation – We embrace creative thinking and continuously seek better ways to solve challenges.

Customer Focus – We are committed to delivering solutions that help our customers succeed.

Leadership – We take responsibility, act with integrity, and empower one another to achieve results.

Communication – We value transparency, collaboration, and the open exchange of ideas.

Quality – We hold ourselves to high standards and take pride in delivering excellence.

If you're looking to make an impact, grow your career, and help shape the future of connected technology, we'd love to hear from you!

Sr. Regional Sales Manager (EMEA)

Job Summary

The Senior Regional Sales Manager is responsible for growing sales through direct engagement with key customers in edge AI markets. This role includes managing customers and opportunities across Europe, with a focus on Aerospace and Defense and Industrial Edge computing. The role involves building strong customer relationships, understand customer roadmaps, build an opportunity pipeline, achieve revenue targets, and working closely with internal teams to deliver the right solutions. 

Job Responsibilities

Direct Sales and Key Account Management

• Drive revenue growth through direct engagement with strategic end-customers and OEM key accounts in 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 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 align 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 4x target revenue.
• Develop and maintain a regional go to market strategy for network infrastructure and physical security markets.

Education & Experience

• Must have Bachelor's degree in business administration, engineering or a related field.
• Must have at least 3 years of experience in direct sales and key account management.
• Must have experience in embedded compute OEM-focused business models.
• Must have a valid driver's license and be willing to travel frequently.

Qualifications & Skills

Required Qualifications and Skills

• Must have contacts within the European Aerospace and defense customers and be familiar with EdgeAI and embedded compute solutions.
• 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 and French.
• Proficiency with CRM tools and standard business productivity software.
• Strong understanding of OEM business models and value proposition design.
• Location: Europe.

Preferred Qualifications and Skills

• 5+ years of experience of direct sales and key account management in the Aerospace and Defense market.
• Knowledge of IoT, embedded compute and Edge AI technologies and how they impact enterprise and industrial ecosystems.
• Experience developing regional go-to-market strategies.

Location

Remote - Europe

Compensation

Base Salary: €87,000 - €110,000 annually
Variable Compensation: Eligible for commission/incentive plan

Actual compensation may vary based on experience, qualifications, skills, and geographic location.