PurposeThe Strategic Account Manager is responsible for driving revenue growth and managing strategic customer relationships across assigned accounts and/or territories. This role develops and expands relationships with OEMs, resellers, integrators, and end customers while identifying new profitable business opportunities. The Strategic Account Manager builds account strategies, maintains a strong sales pipeline, understands customer requirements, and aligns company solutions to customer needs in order to achieve or exceed sales targets.
Duties and Responsibilities- Meet or exceed assigned revenue, margin, and sales growth objectives.
- Build, maintain, and expand strategic relationships with OEMs, resellers, integrators, and end customers.
- Proactively identify, qualify, and pursue new customer and business opportunities within the assigned territory or account base.
- Develop, manage, and maintain a healthy sales pipeline with accurate forecasting and timely opportunity updates.
- Create and execute structured account plans and prospecting strategies to support short, mid, and long-term growth.
- Use company sales processes and tools effectively, including Salesforce and other approved systems, to manage customer activity, pipeline, and reporting.
- Maintain accurate sales records and prepare reports, forecasts, and account updates as required.
- Support contract negotiations, pricing discussions, proposals, RFIs, RFPs, and other customer-facing commercial activities as needed.
- Coordinate product demonstrations, presentations, and customer meetings to communicate product value and address customer requirements.
- Represent the company at trade shows, conferences, symposiums, and other industry events.
- Provide market, customer, and competitive feedback to Product Management, Engineering, Marketing, and Sales leadership.
- Maintain current knowledge of company products, industry trends, customer applications, and competitive offerings to support effective selling.
- Partner cross-functionally with Product Management, Engineering, Marketing, Operations, and Sales leadership to support customer success and business growth.
- Frequently visits customer sites, attends trade shows, conferences, and other business events.
- Follow up with customers to ensure satisfaction with products, services, and overall account support.
- Perform other work-related duties and participate in special projects as assigned.
Physical Requirements- Regularly uses a keyboard, computer, and other standard office equipment.
- Regularly reads, reviews, and proofreads documents and electronic communications.
- Regularly communicates verbally and in writing with internal and external stakeholders.
- May stand for extended periods during events, demonstrations, or customer visits
- Travel domestically up to 50% per month.
- May lift or transport materials weighing up to 25 lbs.
Skills and Qualifications- Bachelor's degree in Electrical/Electronic Engineering, Business, Marketing, or a related field preferred; equivalent professional sales experience may be considered in lieu of a degree.
- Three to five years of sales experience, preferably including RF, wireless, networking, IoT, or related technology solutions.
- Experience managing regional or strategic accounts involving cellular routers, router resellers, integrators, service partners, or related technology channels.
- Experience selling RF hardware, wireless connectivity, GPS/GNSS, IoT, access point, sensor, or related technology solutions.
- Ability to communicate effectively with technical managers, directors, senior executives, engineers, and commercial decision-makers.
- Working knowledge of wireless and air-interface technologies, including 4G/5G, Wi-Fi, and basic to intermediate GNSS concepts.
- Ability to generate, qualify, and follow up on sales leads through marketing campaigns, partner referrals, events, and direct prospecting.
- Established relationships with router, modem, wireless device, or related technology manufacturers preferred.
- Experience developing mid- and long-term sales strategies, account plans, and territory growth plans.
- Strong interpersonal skills with the ability to build trust-based customer and partner relationships.
- Strong verbal and written communication skills; language skills should align with assigned accounts or territory requirements.
- Proficiency with Microsoft Office, Salesforce, AI tools and other sales productivity tools.
- Ability to collaborate cross-functionally with Product Management, Engineering, Sales, Marketing, Operations, executives, and management teams.
- Ability to manage confidential information with discretion and professionalism.
- Strong internet research, prospecting, and digital communication skills.
Success in this role is measured by achievement of assigned revenue and margin targets, growth of qualified pipeline, forecast accuracy, customer retention and expansion, timely use of sales systems, and effective coordination with internal teams to advance customer opportunities.
Disclaimer
The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification; they are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of personnel so classified.
