Sales Manager - Automation Hardware
The Sales Manager for Automation Hardware will be a key leader responsible for driving significant business growth across the United States. This role requires a strategic, technically proficient, and consultative sales professional to develop and manage relationships with System Integrators (SIs), Original Equipment Manufacturers (OEMs), and Engineering/Design Consultants (ECs). The primary focus is to secure specifications and preference for our automation hardware products within their client projects, ensuring our technology is positioned as the standard solution.
PRIMARY DUTIES & RESPONSIBILITIES
· Business Development & Sales Strategy:
o Develop and execute a comprehensive sales strategy focused on securing product specification and long-term partnerships with target SIs, OEMs, and ECs
o Consistently meet and/or exceed annual and quarterly sales and pipeline targets
o Act as a subject matter expert, guiding partners and consultants to understand our hardware's value proposition, competitive advantages, and its application to solve complex client problems
o Proactively identify, qualify, and engage new high-potential partners (SIs/ECs) that align with our strategic growth initiatives
· Partner & Relationship Management:
o Develop a robust channel strategy, including partner onboarding, certification, and performance management to maximize indirect sales volume
o Build strong, trust-based relationships at all levels within partner organizations, from C-suite executives to technical engineers
o Plan and deliver technical and sales training, "Lunch & Learns," and product updates to ensure partners are fully equipped to sell and implement our solutions
o Collaborate with key partners to create joint marketing and sales plans that drive mutual revenue growth
· Technical & Commercial Acumen:
o Work with Design Consultants and Engineers to integrate our hardware specifications into client project bids, blueprints, and master standards documents
o Continuously gather and report on competitive offerings, market trends and customer needs to inform product development and marketing strategies
o Lead complex contract negotiations, pricing strategy, and incentive programs for major partner accounts
· Operations & Collaboration:
o Maintain a high degree of accuracy in sales forecasting using the CRM system ensuring a healthy, well-qualified pipeline Maintain a deep understanding of our product portfolio and how it compares to competitors
o Coordinate closely with Internal Sales, Product Management, Engineering, and Marketing teams to ensure a seamless sales process, from solution design to delivery and post-sales support
· Perform other duties as assigned