Job Title: Key Account Manager
Reports to: Associate Vice President, Sales
FLSA Class: Exempt
Job Summary:The right individual is a talented, experienced, and highly competitive sales professional that thrives in an outbound proactive prospecting role and will be responsible for evangelizing, promoting, and selling ADLINK's products to new and existing customers within a region.
The successful candidate will play a fundamental role in achieving our customer acquisition and revenue growth objectives in the Central US territory.
The Key Account Manager is a remoteApproximately 50% travel may be required. Essential Job Functions (include, but are not limited to the following):- 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.).
Education:- Bachelor's degree in any discipline.
Experience:- 3+ years of work experience in any industry.
- Experience selling embedded computing, industrial PCs, edge computing, hardware solutions, ODM/DMS services, or related technologies is a strong plus.
- A good understanding of electronics fundamentals is not required but certainly helpful in the learning curve.
Competencies:- 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.
Benefits: - Medical, Dental, and Vision Insurance
- Life, AD&D, Short Term Disability, and Long-Term Disability insurance
- HSA, Health Care FSA and Dependent Care FSA
Physical Demands and Work Environment: - While performing the duties of this job, the employee is frequently required to sit; regularly use hands to handle, or feel objects, tools, or controls; talk and hear; and doing things such as analytical work or reports, which requires focus, while utilizing a computer.
- Must be able to operate general office equipment.
- Physical stamina to stand, reach, bend, lift, grasp, and kneel.
- The employee must occasionally lift and/or move up to 10 pounds.
- Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.
- The noise level in the work environment is usually quiet to moderate.
Base Salary Range: $100,000 - $125,000 USD Individual offers are based on job-related skills, experience, qualifications, work location, and market conditions. This range does not include bonus compensation or benefits, which are outlined during the offer process.
Additional information about the role: Please note this job description may not cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice. This range may be modified at any time at our sole discretion and does not include additional bonus compensation and benefits. We may consider other candidates for this position with more experience and would expect the salary range to change accordingly. This range may be modified at any time at our sole discretion. This base salary does not include additional bonus compensation and benefits.
Individual compensation packages are based on factors unique to each candidate, including job-related skills, training, experience, qualifications, work location, and market conditions. 
