Sales Manager Automation Hardware

PRIMARY DUTIES & RESPONSIBILITIES

Business Development & Sales Strategy:

• Develop and execute a comprehensive sales strategy focused on securing product specification and long-term partnerships with target SIs OEMs and ECs
• Consistently meet and/or exceed annual and quarterly sales and pipeline targets
• Act as a subject matter expert guiding partners and consultants to understand our hardwares value proposition competitive advantages and its application to solve complex client problems
• Proactively identify qualify and engage new high-potential partners (SIs/ECs) that align with our strategic growth initiatives

Partner & Relationship Management:

• Develop a robust channel strategy including partner onboarding certification and performance management to maximize indirect sales volume
• Build strong trust-based relationships at all levels within partner organizations from C-suite executives to technical engineers
• Plan and deliver technical and sales training Lunch & Learns and product updates to ensure partners are fully equipped to sell and implement our solutions
• Collaborate with key partners to create joint marketing and sales plans that drive mutual revenue growth

Technical & Commercial Acumen:

• Work with Design Consultants and Engineers to integrate our hardware specifications into client project bids blueprints and master standards documents
• Continuously gather and report on competitive offerings market trends and customer needs to inform product development and marketing strategies
• Lead complex contract negotiations pricing strategy and incentive programs for major partner accounts

Operations & Collaboration:

• Maintain a high degree of accuracy in sales forecasting using the CRM system ensuring a healthy well-qualified pipeline Maintain a deep understanding of our product portfolio and how it compares to competitors
• Coordinate closely with Internal Sales Product Management Engineering and Marketing teams to ensure a seamless sales process from solution design to delivery and post-sales support

• Perform other duties as assigned

Required Skills & Abilities

• Strong customer focus & relationship building skills
• Strong written & verbal communication presentation & negotiation skills
• Strong understanding of Industrial control & automation architectures (PLC SCADA etc) networking protocols & modern manufacturing/industry standards
• Highly analytical with the ability to build compelling data-driven business cases for technical solutions
• Self motivated & proven team player
• Comfortable use of MS Office and CRM Systems

Work Environment/ Physical Requirements

• Must be able to lift and move up to 30lbs.
• Must be able to sit or stand for extended periods of time.
• Frequent travel (Mostly domestic some international) 50-75% of time
• Equal Opportunity Employer

Education/ Experience

• 5 yrs of progressive experience in B2B technical sales with at least 3 yrs in Outside Sales Manager role
• Bachelors degree in engineering or relevant industries
• Proven track record of success selling Automation Hardware (PLCs DCS Sensors Robotics etc)
• Demonstrated Experience working with & selling through Systems Integrators OEMs or Engineering/Design firms