Senior Regional Sales Manager: Out-of-Band (EAST)

Lantronix•Austin, TX

7d•$125,000 - $175,000•Remote

About The Position

The Senior Regional Sales Manager is responsible for growing sales through direct engagement with key customers in the network infrastructure, industrial IoT, and edge AI markets. The role manages customers and opportunities across the East/Southeast United States, with a focus on network infrastructure, out-of-band (OOB) solutions, embedded compute, and IIoT. Responsibilities include building customer relationships, identifying business opportunities, and collaborating with internal teams to deliver appropriate solutions. The role develops regional sales strategies, account plans, and go-to-market strategies; identifies and closes high-value opportunities; and works with customer executives, technical stakeholders, and procurement teams. It also aligns with Field Application Engineers, Product Managers, and Technical Support, and provides forecasts, account plans, and reports to regional and executive leadership. The position is remote in the United States, with East/Southeast locations identified as ideal. Frequent travel is required. Estimated base salary before commission is $125,000–$175,000 USD. Compensation follows a 70/30 earnings split: 70% guaranteed fixed salary and 30% performance-based pay earned through sales results.

Requirements

Bachelor's degree in Business Administration, Engineering, or a related field.
At least 5 years of direct sales and key account management experience.
Experience in network infrastructure, industrial IoT, or OEM-focused business models.
Valid driver’s license and willingness to travel frequently.
Proven success managing key accounts and driving sales growth.
Strong commercial and technical acumen, including the ability to navigate complex sales environments.
Excellent communication, negotiation, and presentation skills in English.
Proficiency with CRM tools and standard business productivity software.
Strong understanding of OEM business models and value proposition design.

Nice To Haves

Knowledge of IoT and Edge AI technologies and their impact on enterprise and industrial ecosystems.
Experience developing regional go-to-market strategies.

Responsibilities

Drive revenue growth through direct engagement with strategic end customers and OEM key accounts in network infrastructure, industrial IoT, and edge AI markets.
Develop and execute account plans for strategic accounts, focusing on partnerships, opportunity development, and revenue achievement.
Identify and close high-value opportunities involving complex sales cycles and multiple stakeholders.
Pursue new business opportunities within existing accounts and through targeted customer acquisition.
Build and maintain relationships with customer executives, technical teams, and procurement departments.
Advise customers with market insights, solution recommendations, and strategic guidance.
Organize and lead regular business and technical reviews with customers.
Develop and execute regional sales strategies aligned with company goals and market requirements.
Monitor market trends, customer requirements, and emerging technologies to identify growth opportunities.
Collaborate with product and marketing teams to position solutions addressing customer challenges and industry trends.
Coordinate with Field Application Engineers, Product Managers, and Technical Support to provide customer solutions and support.
Deliver sales forecasts, account plans, and progress reports to regional and executive leadership.
Share field insights to inform product development, marketing strategies, and business planning.
Achieve or exceed assigned revenue and growth targets.
Develop and maintain strategic account plans with objectives, milestones, and revenue goals.
Grow and manage an opportunity pipeline to three times target revenue.
Develop and maintain a regional go-to-market strategy for network infrastructure and physical security markets.