This Territory Sales Manager role is focused on growing our wireless module & SOM/SBC business in the Southeast US (E. PA, NJ, MD, DE, VA, WV, NC, SC, GA, FL, AL, MS, TN, KY, TX, OK, LA, AR). Directly manage and drive activities at assigned direct accounts & distributors in such a way to meet planned goals and growth objectives.
Legal authorization to work in the US is required.RESPONSIBILITIES- Revenue and growth strategy for the entire Territory: Utilize a deep understanding of the territory Serviceable Addressable Market, Ezurio's market share, growth rates, key silicon partners, key accounts to develop & execute an effective strategy.
- Provide training and guidance for the dedicated Sales Engineer(s) in the assigned territory, including providing focus work areas, helping to prioritize activities, mentorship, and dividing responsibility between SE/TSM with a focus on maximizing growth.
- Maintain strong relationships with largest revenue accounts in territory to understand their business outlook and forecast drivers with the purpose to maintain an accurate forecast - the most impactful relationships are often with engineering leadership, product management or the customer's sales team.
- Develop existing key accounts in territory to leverage existing business to identify growth opportunities.
- Optimize existing targeted new account list and add additional targets in key verticals through silicon vendors, distribution partners and market research. Attack new accounts through contacts in professional network, partners and trade shows.
- Ownership and drive behind any key opportunity identified in region - develop a selling strategy including identifying key decision makers, uncovering relevant pain points, proper presentation of Ezurio's value and how it addresses these pain points, coordinating internal team to develop proposal, development and presentation of proposal and identifying how to obtain commitment from customer to utilize Ezurio solution.
- Maintain accurate up-to-date CRM system including leads, opportunities, and accounts.
REQUIREMENTS- Desire and learning agility to be knowledgeable on our products (focus on wireless modules & SOMs) and understand how differentiated features solve customer pain points that our competition can't address. Be curious and self-motivated to learn.
- Business savviness including ability to think creatively about how to develop strong relationships that are mutually beneficial to Ezurio and the customer, assess the customer's credibility and the commensurate time that Ezurio should invest in trying to win, and identify key decision makers and their decision-making process.
- Strong interpersonal skills, including ability to develop and maintain customer relationships over time, communicate with impact at all levels within internal and external groups, and can tactfully have challenging conversations as they are required.
- Intense drive to succeed; relentless determination to achieve victory.
- Detail-oriented with time management skills to prioritize the most important sales activities against competing internal & external inputs.
- Experience in partnering with and growing business through Electronics Distributors is preferred.
- Experience using CRM such as SalesForce preferred.
- Travel up to 30% within assigned territory.
EDUCATION/EXPERIENCE- BA/BS or higher degree or prior work experience in lieu of formal education.
- Engineering degree and/or prior experience selling wireless solutions and/or high-end microprocessors is preferred.
- Minimum 5 years of combined experience in sales in the semiconductor or electronics industry.
