Manager, Sales & Business Development, Americas

Menlo Micro•San Francisco, CA

3d•$170,000 - $200,000•Remote

About The Position

The Manager, Sales & Business Development, Americas is responsible for executing the strategies and tactics needed to achieve profitable sales growth of Menlo Micro products and solutions in the Americas. The role leads all stages of the sales cycle and coordinates the sales channel, including direct employees, customers, manufacturers’ representatives, distributors, VARs, and VAMs. It also maintains effective communication with company executives and managers and provides support to internal and external customers. The position assists the Vice President of WW Sales & Business Development with product strategy; drives sales and business-development goals; develops and leads the Americas sales channel; and supports customer forecasts from the immediate term through five years. It establishes processes for creating and managing customer partnerships that support market-share growth, understands customer objectives and buying criteria, develops strategies to overcome sales barriers, and maps customer organizations to improve senior-management relationships and sales. The manager provides leadership, coaching, and management processes to develop team performance in line with Menlo Micro’s core values. The role requires balancing projects, prioritizing work, pursuing results with urgency, collaborating across functions, troubleshooting creatively, and identifying process improvements. The role is based remotely in the Bay Area and requires travel of approximately 50% as required by training or business needs.

Requirements

Bachelor’s degree in electrical engineering.
At least 10 years of experience in the semiconductor industry in engineering, marketing, or sales roles of increasing responsibility.
Experience working with sales teams, sales partners, and/or customers.
Demonstrated experience working with cross-functional teams, including supervisors, peers, and subordinates.
Ability to learn and implement CRM tools and processes.
Legal authorization to work in the United States and status as a U.S. Person under ITAR regulations.
Ability to travel approximately 50% as required by training or business considerations.
Ability to sit for long periods and/or get up and down throughout the work shift.

Nice To Haves

MSEE and MBA.
A mix of experience at large companies and small or startup companies.
Previous experience with commercial, industrial, aerospace and defense (military) customers and agencies.
History of assisting key executives with corporate strategy.

Responsibilities

Assist the Vice President of WW Sales & Business Development in developing Menlo Micro’s product strategy.
Execute and drive strategic and tactical sales and business-development goals and objectives.
Develop and lead Menlo Micro’s sales channel for products and solutions in the Americas.
Develop and support customer sales forecasts from the immediate term through five years.
Implement processes to create, develop, and manage high-quality customer partnerships that lead to market-share gains.
Understand customers’ business objectives and buying criteria.
Develop strategies to overcome sales barriers.
Map customer organizations, including key decision makers, influencers, neutrals, and detractors, to improve senior-management relationships and sales.
Provide leadership, coaching, and management processes to develop team and individual performance in line with company values and behaviors.
Balance simultaneous projects, evaluate workload, and prioritize tasks based on criticality.
Demonstrate urgency in attaining and exceeding desired results.
Collaborate across multiple functions to achieve shared goals.
Troubleshoot and solve problems creatively.
Articulate needs for process improvements.
Provide outstanding support to internal and external customers.
Follow company policies and procedures and applicable local, state, and federal employment laws.