ADLINK Technology is a leader in embedded computing hardware for critical industries. They are seeking a Sales Manager or Key Account Manager to support their East Coast team, responsible for promoting and selling ADLINK’s products to new and existing customers, while achieving customer acquisition and revenue growth objectives.

Responsibilities:

Develop new OEM accounts
Design and implement sales strategies to ensure the company meets its revenue and design win objectives
Use insight and consultative selling techniques to teach customers about their industry and offer unique perspectives on their business, which link back to ADLINK’s solutions
Research prospective organizations and identify the right customer stakeholders to sell to
Coach customer stakeholders and build consensus for ADLINK solutions within their organization
Leverage the Challenger Sales methodology and an insights-driven sales processes, along with a current knowledge of industry and technical trends, to customize solutions for customer needs and business goals
Independently and collaboratively strategize for solving deal level challenges
Regularly update an accurate and robust pipeline of business opportunities and forecasts in SFDC with latest customer information and use customer intelligence for account planning
Prepare weekly and monthly territory sales forecasts and maintain your sales pipeline
Track weekly, monthly, and quarterly performance and sales metrics
Experience aligning business outcomes and initiatives with technology requirements
Manage rep partners
Support and manage the relationships with all assigned customers, ensuring high customer satisfaction
Cooperate in the annual planning process with Sales management, setting key objectives: design win and revenue targets, new customer targets, new opportunity creation goals, etc
Customer visits including giving technical presentations and product overviews to customers
As a trusted advisor, build in-depth knowledge of clients’ business priorities, challenges and initiatives that can be translated into additional ADLINK opportunities
This a remote role, but travel is required in this role (customer meetings within territory, annual sales events, etc.)

Requirements:

Bachelor's degree in any discipline
Develop new OEM accounts
Design and implement sales strategies to ensure the company meets its revenue and design win objectives
Use insight and consultative selling techniques to teach customers about their industry and offer unique perspectives on their business, which link back to ADLINK's solutions
Research prospective organizations and identify the right customer stakeholders to sell to
Coach customer stakeholders and build consensus for ADLINK solutions within their organization
Leverage the Challenger Sales methodology and an insights-driven sales processes, along with a current knowledge of industry and technical trends, to customize solutions for customer needs and business goals
Independently and collaboratively strategize for solving deal level challenges
Regularly update an accurate and robust pipeline of business opportunities and forecasts in SFDC with latest customer information and use customer intelligence for account planning
Prepare weekly and monthly territory sales forecasts and maintain your sales pipeline
Track weekly, monthly, and quarterly performance and sales metrics
Experience aligning business outcomes and initiatives with technology requirements
Manage rep partners
Support and manage the relationships with all assigned customers, ensuring high customer satisfaction
Cooperate in the annual planning process with Sales management, setting key objectives: design win and revenue targets, new customer targets, new opportunity creation goals, etc
Customer visits including giving technical presentations and product overviews to customers
As a trusted advisor, build in-depth knowledge of clients' business priorities, challenges and initiatives that can be translated into additional ADLINK opportunities
This a remote role, but travel is required in this role (customer meetings within territory, annual sales events, etc.)
Strategic Thinking - Systematically solves problems and hypothesizes possible customer pain points, expectations, and implicit needs; brainstorms with team members to devise solutions to solve complex deal challenges
Communication - Tailors communication to the customer's needs with authority; effectively delivers presentations and has strong verbal and written communication skills
Interpersonal Influence - Uses rational and emotion drives that would appeal to customers to drive negotiation conversations in his or her favor
Networking - Identifies the right customer stakeholders and builds connections quickly to drive consensus for deals; works cooperatively with a wide range of internal stakeholders for deal success
Workflow Management - Highly organized with a rapid, yet methodical approach. Sets clear time-bound objectives that align with business growth
Negotiation - Experience in large complex deal negotiations with a successful track record
Ownership - Goes out of his or her way to complete a job with relentless drive to achieve results; is independent and self-directed
5+ years of work experience in the embedded computing industry is a plus
Knowledge of the market, region and customers will be considered a key point in the selection

Sales Account Manager

About this role