Key Account Manager - OEM

Janitza•Ashburn, VA

10d•$130,000 - $150,000•Remote

About The Position

Janitza LP is seeking an experienced and driven Key Account Manager to expand its presence within the Original Equipment Manufacturer's (OEM) space. This high-impact role focuses on developing deep commercial and technical partnerships with OEMs, embedding Janitza's hardware and software into equipment designs, and advancing long-term, high-value account relationships. This position is ideal for a candidate with a strong electrical or industrial technology background who excels in complex solution selling, specification influence, and engineering-centric business development.

Requirements

5–10 years of experience in Business Development, Technical Sales, or Key Account Management with OEMs, electrical equipment manufacturers, or industrial technology vendors.
Strong technical understanding of: Low-voltage power distribution systems, Power metering and power quality, PLCs, HMIs, and industrial communication protocols (Modbus, BACnet, Profinet, etc.).
Proven ability to influence engineering teams, product managers, and procurement stakeholders.
Experience working with integrators, channel partners, and enterprise end-users.
Ability to prepare detailed technical proposals, tenders, and solution documents.
Comfortable working with remote and international teams.
Located in a major U.S. metro area with proximity to an international airport.
Valid passport: ability to travel within North America and to Germany as required.

Nice To Haves

Degree in Electrical Engineering, Industrial Technology, Computer Engineering, or related field; MBA, sales or business training a plus.
Experience collaborating with advanced OEM engineering teams on design-in solutions.
Knowledge of industrial manufacturing, mission critical electrical systems and data centers.
Ability to communicate complex technical topics to both technical and non-technical audiences.

Responsibilities

Build and scale a portfolio of OEM accounts aligned with Janitza's long-term growth strategy.
Target OEMs manufacturing switchgear, electrical distribution equipment, industrial machinery, or integrated power systems.
Secure design-ins by driving specification and integration of Janitza technology into OEM product architectures, panels, and packaged systems.
Identify long-term opportunities for co-development, bundled solutions, and platform standardization.
Engage engineering, R&D, product management, and procurement teams at OEMs to understand technical requirements and decision criteria.
Conduct technical presentations, solution workshops, and value-proposition sessions across engineering and leadership stakeholders.
Translate OEM needs into integrated system solutions, guiding product positioning and application design.
Develop partnership frameworks and joint go-to-market strategies with high-value OEMs.
Manage the complete OEM sales lifecycle-from opportunity identification and technical consultation through proposal development, pricing, negotiation, and long-term account management.
Prepare accurate OEM-focused proposals, quotations, bid responses, and commercial agreements.
Collaborate cross-functionally with Inside Sales, Engineering, Product Management, and Marketing to support technical integration, project execution, and customer enablement.
Conduct ongoing competitive analysis covering PQ meters, multifunction meters, gateway solutions, software platforms, and integrated OEM energy systems.
Identify emerging trends, standards, and technology shifts in the OEM and industrial automation space.
Provide market feedback to global product teams to influence roadmap prioritization and future product development.
Represent Janitza at OEM-relevant trade events, technical conferences, and industry forums.
Deliver virtual and in-person technical presentations, including webinars, lunch-and-learns, and engineering workshops.
Work closely with Marketing to create OEM-specific content, collateral, and enablement tools.