Vertical Key Account Manager

Advantech•Tustin, CA

1d•Hybrid

About The Position

Responsible for servicing Advantech’s 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, find a match for and articulate Advantech’s core competencies and value proposition to key OEM clients; sell at the VP/C-Level across all disciplines with a focus on Engineering, Product & Operations; develop and execute on strategic sales objectives; seek out new OEM accounts through prospecting and customer visits; create a target list of accounts for high computing platforms; promote HPC platforms and participate in tradeshows to generate new leads; research to understand business and solution objectives the customer is trying to achieve; utilize 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 to perform duties; strategically position Advantech’s value proposition to key accounts; serve as a strategic business resource to the OEMs; develop customer relationships and manage key accounts; negotiate various types of contracts; responsible for the reparation of OEM proposals; manage daily sales operations and working with cross functional teams; coordinate and implement COM-HPC, Edge AI, Advanced Driver Assistance Systems (ADAS), and video processing solutions, integrating hardware and software to meet complex requirements and accelerate key accounts projects’ success; and lead strategic initiatives in contract manufacturing and vertical integration services, ensuring value creation for partner stakeholders through quality control, risk mitigation and contract clarity.

Requirements

Bachelor’s Degree in Business Administration, Communications, Computer Engineering, or in a related field of study (will accept equivalent foreign degree)
Two (2) years in the position above, as an Account Manager, as a Business Development Manager, as a Development and Support Engineer, as a Project Manager, as a Regional Manager, as a Sales Engineer, as a System Analyst, as a Technology Consultant, or in a related occupation
One (1) year’s use of all the following: 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
Any suitable combination of education, training, and/or experience

Responsibilities

Servicing Advantech’s 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, find a match for and articulate Advantech’s core competencies and value proposition to key OEM clients
Sell at the VP/C-Level across all disciplines with a focus on Engineering, Product & Operations
Develop and execute on strategic sales objectives
Seek out new OEM accounts through prospecting and customer visits
Create a target list of accounts for high computing platforms
Promote HPC platforms and participate in tradeshows to generate new leads
Research to understand business and solution objectives the customer is trying to achieve
Strategically position Advantech’s value proposition to key accounts
Serve as a strategic business resource to the OEMs
Develop customer relationships and manage key accounts
Negotiate various types of contracts
Responsible for the reparation of OEM proposals
Manage daily sales operations and working with cross functional teams
Coordinate and implement COM-HPC, Edge AI, Advanced Driver Assistance Systems (ADAS), and video processing solutions, integrating hardware and software to meet complex requirements and accelerate key accounts projects’ success
Lead strategic initiatives in contract manufacturing and vertical integration services, ensuring value creation for partner stakeholders through quality control, risk mitigation and contract clarity

Benefits

Competitive salary dependent on experience (DOE)
Winning culture with a friendly, team-oriented environment!
Generous benefits package including medical, dental, vision, long-term disability, and life insurance.
Employee Assistance Program (EAP)
401(k) with company match
Education & personal development reimbursement program
Generous vacation and paid holidays package
Company events, and lunches
Work from home program – once eligible
Referral Bonus