Strategic Partner Sales Manager

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

📋 Description

• Cultivate and oversee strategic alliances that enhance revenue growth for embedded computing platforms, industrial gateways, edge AI systems, IoT software, and related solutions.

• Recruit, onboard, enable, and manage channel partners, OEMs, VARs, distributors, system integrators, and technology alliance partners across North America.

• Manage current partnerships and devise strategies to expand the partner and agent network.

• Establish executive-level relationships with partner leadership teams.

• Create annual business plans, set revenue targets, outline growth strategies, and define measurable performance objectives with key partners.

• Facilitate quarterly business reviews and strategic planning meetings.

• Promote partner-sourced and partner-influenced revenue opportunities.

• Discover new market opportunities in industrial IoT, embedded computing, transportation, medical, defense and aerospace, telecom and 5G, and smart city applications.

• Formulate go-to-market strategies in collaboration with channel partners.

• Assist partners throughout the sales cycle from prospecting to contract award.

• Position and advocate for embedded computers, SBCs, SOMs, industrial PCs, edge AI platforms, IoT gateways, Windows IoT solutions, Kontron OS-based solutions, 5G connectivity products, and cloud-connected IoT platforms.

• Organize technical resources to meet customer needs and provide demonstrations.

• Execute partner training initiatives and produce sales tools, presentations, and competitive positioning materials.

• Coordinate joint marketing efforts and trade show activities.

• Inform partners about product launches and solution updates.

• Maintain precise forecasts and pipeline reporting in CRM systems.

• Monitor partner performance metrics and revenue achievement.

• Collaborate with product management, engineering, operations, and marketing teams.

• Provide executive management with business updates and revenue projections.

• Direct the workload of inside sales representatives, offering guidance and outlining key business indicators for partner growth.

• Travel across North America for partner meetings, customer interactions, industry events, and trade shows.

⛳️ Requirements

• Bachelor's degree in Business, Engineering, Computer Science, Marketing, or a related field.

• 7+ years of experience in channel sales, partner management, or strategic account management.

• 5+ years of experience selling technology solutions related to embedded computing, industrial automation, IoT solutions, networking, edge computing, or telecommunications.

• Demonstrated track record of achieving or surpassing annual sales targets.

• Experience working with OEMs, system integrators, distributors, and value-added resellers.

• Skilled in developing and executing partner business plans.

• Experience in one or more of the following sectors: embedded computing, industrial automation, IoT platforms, edge AI, medical devices, transportation systems, telecommunications, defense and aerospace, industrial networking, or smart manufacturing.

• Preferred technical expertise in Windows IoT, Linux operating systems, industrial networking, cloud IoT platforms, edge AI architectures, Intel and ARM platforms, wireless and cellular technologies, private 5G networks, or device management platforms.

• Strong sales skills, including strategic account planning, channel development, consultative selling, opportunity qualification, executive presentations, contract negotiation, revenue forecasting, and territory development.

• Business acumen in developing business plans, performing financial analysis, managing partner performance, conducting market analysis, competitive positioning, and pipeline management.

• Leadership qualities, including relationship building, cross-functional collaboration, influencing without authority, executive communication, strategic thinking, and problem solving.

• Willingness to travel 40-60% throughout North America.

🏝️ Benefits

• Competitive salaries.

• Excellent benefits.

• Opportunities for career advancement.

• Open communication across all organizational levels.

• Salary plus commission / OTE.