International Channel Sales/Strategic Account

One Stop Systems•Escondido, CA

2d•Hybrid

About The Position

One Stop Systems, Inc. (NASDAQ: OSS) is seeking an International Channel Sales / Strategic Account Manager to identify, target, and close international sales in the Commercial and Industrial sectors, including oil and gas, mining, construction, agriculture, life sciences, healthcare, and the AI Transportable marketplace. This role will also focus on growing OSS branding through authorized Channel Partners. The position reports to the Director of Commercial Sales and offers high visibility with executive management. The individual will manage the sales process from beginning to end, acting as a hunter with extensive experience interacting with C-level executives. Key responsibilities include developing and executing targeted sales strategies, possessing recent business knowledge in high-performance edge computing markets, and demonstrating proven success in closing and managing large OEM accounts. The role requires experience in writing technical proposals, presenting technical information, and communicating professionally and persuasively.

Requirements

Minimum of 5 years of recent sales or business development experience serving commercial and industrial clients with technically complex products.
Client hunting and time management acumen to drive sales growth.
Significant customer-centric focus and a history of strong client relationships.
Experience selling to customer and potential customer engineers, senior executives, and program managers.
Demonstrated ability to balance multiple priorities and operate successfully in a high-pace environment.
Understanding of the financial and business side of the sales process.
The necessary skills, experience, and knowledge to identify, create strategies to engage, propose, and close large customer opportunities.
Ability to engage and drive programs effectively with company HQ staff members while either on-site or remote.
US Citizenship is required due to security clearance requirements for this role.
BS (or higher) in a technical discipline or Business-related degree; MBA preferred.
Outstanding organizational, communication, interpersonal, and relationship-building skills.
Ability to work well in a fast-paced, high dynamic environment with highly energized and knowledgeable teams.
Ability to manage multiple initiatives concurrently.
Ability to work well in a cross-functional environment, can drive distributed and sometimes remote teams without direct reporting relationships.
Strong collaboration skills.
Ability to form collaborative relationships with lead engineers, engineering managers, program managers, and senior managers at all customer sites.
A team builder.
Equally comfortable and skilled at selling to executives, engineers, and purchasing agents.
Ability to travel domestically and internationally up to 40% of the time.

Nice To Haves

Transformational sales leader, ability to identify opportunities or obstacles and work proactively to cease or resolve them.
Strong experience with and understanding of problem-solving techniques.
Clear and effective written and verbal communication skills with the ability to deliver the appropriate level of detail.
Has the ability to develop relationships with co-workers and to contribute to group solutions.
Exercise good business judgment and make good decisions and notifies management of issues and concerns.
Positive attitude with ability to work independently as well as collaboratively across all departments within the OSS Company.
Works with the company's budgetary guidelines while minimizing expenses and maximizing cost efficiency.
Flexibility to adapt to changing market conditions and sales strategies.
Understands Company and department goals and objectives, and how you contribute.
Strong organizational, delegation, and follow-through skills.
Understands marketplace, works to meet prospect/customer needs, effective closing techniques.

Responsibilities

Responsible for technical understanding, selling, and providing training on company products and increasing brand recognition through authorized resellers/channels internationally, with a specific focus on Data Center Class Edge computing, initially targeting the United Kingdom, Australia, and Asia Pacific Regions.
Achieve territory sales goals and quotas on a yearly basis.
Responsible for cradle-to-grave management of global target opportunities to achieve sales, margin, and growth objectives.
Generates and develops new targeted business to meet specified sales goals.
Be actively involved in the design and articulation of proposed technical solutions by writing client proposals and communicating business opportunities and challenges with cross-functional project teams.
In synergy with CSMO and Director of Commercial Sales, identify opportunities to grow and shape the organization to best address the target markets.
Help identify future needs to accomplish the company goals.
Participate with executive-level management regarding target customer business pursuits, strategies, and decision-making.
Participate as the primary client interface and account manager focused on developing relationships with the client and acting as a source of trusted technology information.
Provide information feedback in this role to the OSS executive-level management for future product and technology development.
Work closely with Sales, Business Development, Product Marketing, Operations, and Engineering teams to win strategic programs and facilitate consistent program execution.
Develop and encourage target customer and industry information sharing and more informed decision-making within and across multiple business units and departments.
Communicate required company metrics, sales and product forecast, call reports, and provide metrics analysis through extensive daily use of the CRM and ERP systems to drive customer and channel programs into profit-generating programs.