JOB BRIEF
The Vertical Sales Manager - Embedded / IPC for the Medical Sector is a strategic, overlay sales role responsible for driving new business growth across North, Central, and South America, with a primary focus on North America. Unlike traditional Regional Sales Managers, this role does not operate within a geographic territory but focuses on the Medical sector, identifying, qualifying, and closing high-value Embedded Computing and Industrial PC (IPC) opportunities, typically exceeding $250K annually. The VS collaborates closely with Regional Sales Managers, Field Application Engineers, product management, and other cross-functional teams to deliver customized Embedded and IPC solutions for medical device OEMs and healthcare technology companies. This role is a key contributor to Axiomtek's growth in the Medical Embedded Computing and IPC market.
ROLE OBJECTIVE
The objective of the Vertical Sales Manager - Embedded / IPC for the Medical Sector is to drive strategic revenue growth within the medical device and healthcare OEM market through proactive vertical-specific prospecting, consultative solution selling, and enterprise account development. The VS is expected to identify and secure new target accounts, lead complex design-in sales cycles, and promote Axiomtek's full portfolio of Embedded and IPC hardware and integration services. Success in this role requires building strong relationships with engineering, R&D, and executive teams, managing long sales cycles, and collaborating across internal technical and sales resources to deliver tailored medical-grade embedded solutions.
KEY RESPONSIBILITIES include the following. Other duties may be assigned.
- Drive new vertical-specific sales with a focus on high-value target accounts (>$250K annually).
- Identify and qualify new opportunities through a mix of self-sourced efforts (cold calling, networking, data mining, trade shows, etc.) and provided leads.
- Collaborate closely with Regional Sales Managers to ensure strategic alignment and effective opportunity handoff.
- Serve as the lead point of contact for target accounts, orchestrating internal technical and product resources as needed.
- Transition accounts from products to solutions when appropriate to capture full value-added opportunities.
- Develop and maintain deep knowledge of the assigned vertical industry, including customer pain points, solution needs, and emerging trends.
- Support marketing in vertical-aligned initiatives including content development, trade shows, and campaign support.
- Participate in sales planning, forecasting, and execution of go-to-market strategies.
- Maintain high-quality opportunity data in Salesforce and follow the internal sales process with diligence and accuracy.
- Provide feedback to Product Management regarding market demands and alignment of products/services.
- Leverage corporate resources such as systems engineers, application engineers, and product managers at strategic points in the sales cycle.
- Ensure adherence to the company's Quality Management System.
QUALIFICATIONS, SKILLS AND PREFERRED ATTRIBUTES:
- 5+ years of B2B technical sales experience in Embedded Computing and Industrial PC (IPC) solutions for OEM customers, preferably in the medical device or healthcare technology sector.
- Successful track record with high-value design-in opportunities and long, consultative sales cycles.
- Strong ability to engage engineering, R&D, and executive teams to drive technical solutions.
- Technical knowledge of embedded hardware/software platforms (SBCs, boards, CPUs, GPUs, I/O interfaces).
- Skilled at building C-level relationships and navigating complex OEM buying groups.
- CRM proficient (Salesforce) and comfortable with sales process tools (QCBD, PLM, KissFlow).
- Excellent communication, presentation, and collaboration skills in cross-functional teams.
- Knowledge of medical regulatory standards (IEC 60601, ISO 13485, FDA Class I/II devices) is a plus.
- Excellent communication and presentation skills.
This is a nationwide position that requires occasional travel to our offices in Methuen, MA or City of Industry, CA, as needed.
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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