Vertical Key Account Manager

Advantech Co-Creating the Future of the IoT World•Tustin, CA

15h

About The Position

The Vertical Key Account Manager services Advantech’s existing and future clients with embedded computing products and supply chain services. The role identifies and reviews engineering specifications, proposes product solutions, and negotiates sales and service contracts while interfacing with OEM customers. It articulates Advantech’s core competencies and value proposition to key OEM clients, sells at the VP/C-level across disciplines—particularly Engineering, Product, and Operations—and develops and executes strategic sales objectives. The position develops new OEM accounts through prospecting and customer visits, creates target account lists for high-computing platforms, promotes HPC platforms, and participates in tradeshows to generate leads. It researches customers’ business and solution objectives, strategically positions Advantech’s value proposition, serves as a strategic business resource, develops customer relationships, manages key accounts, negotiates contracts, prepares OEM proposals, and oversees daily sales operations in coordination with cross-functional teams. The role coordinates and implements COM-HPC, Edge AI, ADAS, and video-processing solutions, integrating hardware and software to meet complex requirements and advance key account projects. It also leads strategic initiatives in contract manufacturing and vertical integration services, creating value for partner stakeholders through quality control, risk mitigation, and contract clarity. The position is based in Tustin, California, and may involve work at various unanticipated worksites throughout the United States.

Requirements

Bachelor’s degree in Business Administration, Communications, Computer Engineering, or a related field; an equivalent foreign degree is accepted.
Two years of experience in this position or as an Account Manager, Business Development Manager, Development and Support Engineer, Project Manager, Regional Manager, Sales Engineer, System Analyst, Technology Consultant, or in a related occupation.
At least one year of experience using computer hardware architecture, Linux, Salesforce, networking solutions, industrial computer sales, pre-call planning, opportunity qualification, objection handling, call structure and control, time and territory management, and SAP CRM.
Applicants must be U.S. citizens, lawful permanent residents, protected individuals as defined by 8 U.S.C. 1324b(a)(3), or eligible to obtain required U.S. Department of State authorizations under ITAR.

Responsibilities

Service existing and future clients with embedded computing product and supply chain service needs.
Identify and review engineering specifications, coordinate and propose product solutions, and negotiate sales and service contracts while interfacing with OEM customers.
Understand and articulate Advantech’s core competencies and value proposition to key OEM clients.
Sell at the VP/C-level across disciplines, focusing on Engineering, Product, and Operations.
Develop and execute strategic sales objectives.
Prospect for new OEM accounts and conduct customer visits.
Create target account lists for high-computing platforms, promote HPC platforms, and participate in tradeshows to generate leads.
Research customers’ business and solution objectives.
Strategically position Advantech’s value proposition to key accounts and serve as a strategic business resource to OEMs.
Develop customer relationships and manage key accounts.
Negotiate contracts and prepare OEM proposals.
Manage daily sales operations and work with cross-functional teams.
Coordinate and implement COM-HPC, Edge AI, ADAS, and video-processing solutions, integrating hardware and software to meet complex requirements and advance key account projects.
Lead strategic initiatives in contract manufacturing and vertical integration services, ensuring value creation through quality control, risk mitigation, and contract clarity.