JOB BRIEF
The Regional Sales Manager (RSM) is a technical outside sales role focused on Embedded Computing and Industrial PC (IPC) hardware solutions within an assigned Southeast U.S. territory, responsible for developing new OEM accounts and expanding existing customers in the Embedded Systems and Industrial PC markets. The RSM will identify, qualify, and close high-value design opportunities (>$100K annually) while collaborating closely with engineering, product management, and internal teams to deliver customized hardware solutions. Reporting to the SVP of Sales, this B2B role is a key contributor to Axiomtek's Embedded Computing and IPC growth strategy and is focused exclusively on technical OEM sales - not consumer, retail, real estate, financial services, or general commodity sales. This role is focused exclusively on technical OEM sales.
ROLE OBJECTIVE
The objective of the Regional Sales Manager (RSM) role is to drive revenue growth within the Embedded Computing and Industrial PC (IPC) OEM market by prospecting, qualifying, and securing new business. The RSM will generate at least 40% of new opportunities through proactive outreach, including cold calling, trade shows, industry events, and direct engagement with engineering and purchasing teams. This role requires managing long, consultative sales cycles involving product specification, design integration, and technical evaluation, while building relationships with executive leadership, engineering, and procurement teams and collaborating with Field Application Engineers, product management, and inside sales to deliver tailored Embedded and IPC solutions. Success requires strong expertise in Embedded Computing platforms, IPC architecture, and OEM sales processes.
KEY RESPONSIBILITIES include the following. Other duties may be assigned.
- Develop and manage a robust sales pipeline of opportunities >$100K annually.
- Conduct outbound prospecting, networking, and follow-up of inbound leads from marketing and the company website.
- Qualify leads, understand customer requirements, and guide technical discovery with the support of internal engineering and product teams.
- Engage with senior-level stakeholders at target accounts and build lasting relationships.
- Collaborate with Inside Sales, Application Engineers, Product Managers, and Program Management to ensure customer success through the sales cycle.
- Accurately forecast revenue and opportunity progress in Salesforce CRM.
- Promote Axiomtek's hybrid product and solution capabilities with a deep understanding of the open architecture computing space.
- Delegate sub-$100K opportunities to Inside Sales or authorized Channel Partners.
- Follow a structured sales process including the NOW process for high-level project and resource coordination.
- Provide feedback on competitive intelligence and customer trends to internal stakeholders.
- Participate in trade shows, industry events, and partner ecosystem engagements.
- Ensure adherence to the company's Quality Management System.
QUALIFICATIONS, SKILLS AND PREFERRED ATTRIBUTES:
- Bachelor's degree in Business, Engineering, Computer Science, or related field, or equivalent experience.
- Minimum 5+ years of experience selling Embedded Computing and/or Industrial PC (IPC) hardware solutions into OEM environments.
- Demonstrated success managing long sales cycles and closing high-value deals.
- Experience working within a structured CRM system (Salesforce preferred).
- Valid driver's license and willingness to travel within assigned region.
- Proven experience selling Embedded Computing and Industrial PC (IPC) solutions to OEMs, with a strong understanding of embedded hardware and software technologies (e.g., SBCs, boards, CPUs, GPUs, PCI/PCIe).
- Proficiency in Microsoft Office Suite (Word, Excel, PowerPoint, Outlook, Teams).
- Skilled in developing technical proposals, presentations, and sales documentation.
- Strong oral, written, and interpersonal communication skills.
- Ability to work cross-functionally with technical teams and executive leadership.
- Familiarity with SAP is a plus.
This is an in-office position for candidates located within commuting distance of the City of Industry, CA.
Hybrid work arrangements may be considered for candidates residing elsewhere in California, with occasional in-office visits required based on business needs.
BENEFITS:
- Medical Insurance
- Dental Insurance
- Vision Insurance
- 401(k) & Employer Matching
- Company Paid Group Life Insurance
- Paid Time Off
- Paid Federal Holidays
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