Strategic Partner Sales Manager

KONTRON AMERICA INCORPORATED•Minnesota, MN

1d•$125,000 - $140,000•Remote

About The Position

Kontron is a global leader in secure, high-performance embedded computing and IoT solutions that power mission-critical systems in markets like Defense, Aerospace, Medical, Industrial, Transportation and Energy. We combine rugged hardware, modular software, and long-term lifecycle services so OEMs and system integrators can accelerate time-to-market, lower total cost of ownership, and keep platforms supported and secure for years. In addition to being an established global presence with opportunities for growth, Kontron encourages communication through all levels of the organization to ensure a common direction and allow our employees to make informed decisions. Our culture has been created by the people who work here, making Kontron a fast-paced, friendly, and enjoyable workplace with competitive salaries and excellent benefits. We have an exciting opportunity for a Strategic Partner Sales Manager. The Strategic Partner Sales Manager is responsible for developing and managing strategic partnerships that drive revenue growth for embedded computing platforms, industrial gateways, edge AI systems, IoT software, and related solutions. This role will recruit, enable, and manage channel partners, system integrators, distributors, OEMs, and technology alliance partners throughout North America. The successful candidate will develop joint business plans, identify new market opportunities, drive pipeline growth, and increase revenue through partner-led and partner-influenced sales.

Requirements

Bachelor's degree in Business, Engineering, Computer Science, Marketing, or related field.
7+ years of channel sales, partner management, or strategic account management experience.
5+ years selling technology solutions involving: Embedded Computing, Industrial Automation, IoT Solutions, Networking, Edge Computing, Telecommunications.
Proven history of meeting or exceeding annual sales targets.
Experience working with OEMs, system integrators, distributors, and value-added resellers.
Experience developing and executing partner business plans.
Hunter mentality with strong relationship-building skills.
Comfortable engaging VP, GM, and C-level executives.
Strong understanding of embedded computing, gateways, IoT software, and edge solutions.
Proven ability to build channel ecosystems that generate measurable revenue growth.
Able to bridge technical and business discussions to create value for customers and partner
Looking for an honorable, professional, ethical, team player to work in a team environment who wants to be a contributor to the success of the organization.

Nice To Haves

MBA preferred but not required.
Experience in one or more of the following sectors: Embedded Computing, Industrial Automation, IoT Platforms, Edge AI, Medical Devices, Transportation Systems, Telecommunications, Defense & Aerospace, Industrial Networking, Smart Manufacturing
Preferred experience with: Windows IoT, Linux Operating Systems, Industrial Networking, Cloud IoT Platforms, Edge AI Architectures, Intel and ARM Platforms, Wireless and Cellular Technologies, Private 5G Networks, Device Management Platforms

Responsibilities

Recruit and onboard new strategic channel partners, OEMs, VARs, distributors, and system integrators.
Manage existing partners and develop plan to grow existing partner, agent network
Build executive-level relationships with partner leadership teams.
Develop annual business plans and revenue targets with key partners.
Lead quarterly business reviews and strategic planning sessions.
Create partner growth plans and measurable performance objectives.
Drive partner-sourced and partner-influenced revenue opportunities.
Identify new market opportunities in: Industrial IoT, Embedded Computing, Transportation, Medical, Defense & Aerospace, Telecom & 5G, Smart City Applications
Develop go-to-market strategies with channel partners.
Support partners throughout the sales cycle from prospecting through award.
Position and promote: Embedded Computers, Single Board Computers (SBC), System-on-Modules (SOM), Industrial PCs, Edge AI Platforms, IoT Gateways, Windows IoT Solutions, Kontron OS based Solutions, 5G Connectivity Products, Cloud-connected IoT Platforms
Coordinate technical resources to support customer requirements and demonstrations.
Conduct partner training programs.
Develop sales tools, presentations, and competitive positioning materials.
Coordinate joint marketing campaigns and trade show activities.
Educate partners on new product launches and solution updates.
Maintain accurate forecasts and pipeline reporting within CRM.
Track partner performance metrics and revenue attainment.
Coordinate with product management, engineering, operations, and marketing teams.
Provide executive management with regular business updates and revenue forecasts.
Manage inside sales rep(s) work load, provide direction and outline key business indicators for successful partner growth.