Key Account Manager

This is a fully remote position, open to applicants in California.

📋 Description

• Develop and implement a comprehensive sales strategy for the territory, concentrating on high-potential industries, strategic target accounts, and critical opportunities.

• Identify, prioritize, and pursue new customer interactions within the designated territory, encompassing both direct engagements and opportunities through prime contractors, strategic partners, system integrators, and industry alliances.

• Establish and nurture strong, multi-level relationships with key decision-makers, engineering teams, procurement departments, and influencers throughout the territory.

• Create and oversee account development plans that detail growth strategies, competitive positioning, and long-term business expansion opportunities.

• Act as an industry resource, offering insights and value messaging to promote thought leadership and differentiate our offerings within the customer’s workflow.

• Achieve and surpass territory sales targets for the entire portfolio of Tektronix’ test & measurement solution offerings.

• Proactively generate leads, foster new relationships, and manage the complete sales cycle from prospecting and qualification to proposal development, negotiation, and closure.

• Utilize key account management principles to enhance our presence within target accounts by identifying and engaging new programs, business units, applications, and technologies.

• Assist in contract and pricing negotiations to ensure that mutually beneficial commercial agreements align with company objectives.

• Collaborate with internal cross-functional teams (engineering, operations, marketing, finance) to deliver customized solutions and maximize customer value.

• Maintain precise and timely documentation of all sales activities, funnel updates, and customer interactions within the CRM system.

• Monitor market dynamics, customer trends, competitive activities, and emerging technologies to inform engagement decisions and maximize return on investment.

• Serve as the “voice of the customer,” advocating for customer needs while balancing business priorities and operational capabilities.

• Represent the company at industry events, conferences, and tradeshows to enhance brand presence and foster new relationships.

• Provide continuous feedback to internal teams to influence product roadmap development priorities, feature enhancements, and availability timing.

⛳️ Requirements

• A minimum of 5 years of test & measurement sales experience with a demonstrated track record of driving new business and managing customer accounts. Alternate sales experience will be considered.

• Bachelor's degree in electrical engineering, computer engineering, computer science, systems engineering, physics, or a related field. Exceptions may apply based on industry and sales experience.

• Proven ability to drive new business growth and achieve results through key account management and process-oriented, data-driven sales methods.

• Exceptional verbal and written communication, negotiation, and problem-solving skills.

• Strong analytical abilities and the capacity to translate technical information into compelling customer value propositions.

• Highly organized, self-motivated, and capable of managing multiple priorities in a fast-paced sales environment.

• Proficient in CRM systems (Microsoft Dynamics preferred) and Microsoft Office 365.

• Willingness to travel extensively (up to 50%) as needed.

🏝️ Benefits

• Our Americas Sales Organization fosters a culture that is collaborative and inclusive of diverse thoughts and ideas.

• We are customer-focused in our daily operations and consistently aim to provide high-quality support and engagement to our customers by building and nurturing close partnerships.

• We prioritize people and are always seeking opportunities to develop and resolve challenges that benefit the business, customers, and our team members!