Sales Manager/Key Account Manager - East Coast

Job Title: Sales Manager / Key Account Manager - East Coast Reports to: Sales Director FLSA Class: Exempt Learn more about our company and how we support you: The surgical robot that assists a surgeon. The autonomous vehicle that navigates a warehouse floor. The train control system that keeps thousands of commuters on schedule. Somewhere inside that technology is an ADLINK product. Ampro ADLINK Technology designs and manufactures embedded computing hardware for industries where failure is not an option.  Industrial automation, robotics, autonomous vehicles, healthcare, and intelligent transportation are just some of the markets we serve. Our products sit at the edge of these systems, processing data and providing real-time control where it happens, when it happens, not in a distant cloud. Founded in 1995 and headquartered in Taiwan, we operate across the US, UK, Singapore, China, Japan, Korea, and Germany with products deployed in more than 40 countries. Our San Jose office drives our business across the Americas and works closely with technology partners, including Intel, NVIDIA, AMD, Qualcomm, and NXP. If you are an experienced sales professional who wants to sell to some of the most exciting companies in the world, autonomous vehicle manufacturers, casino gaming platforms, medical device makers, robotics innovators, and more, ADLINK gives you a genuine competitive edge. Our technology is deeply embedded in our customers' products, which means long-term relationships, recurring business, and deals that are worth winning. Job Summary: ADLINK is looking for a Sales Manager to cover and support the East Coast team, or a Key Account Manager (Both will be considered). The right individual is a talented, experienced, fearless and highly competitive sales professional that thrives in an outbound proactive prospecting role and will be responsible for evangelizing, promoting, and selling ADLINK’s products to new and existing customers within a region. The successful candidate will play a fundamental role in achieving our customer acquisition and revenue growth objectives in the East US territory, preferably located in the Boston area or in the East Coast territory. The Sales Manager is remote Approximately 50% travel may be required. Essential Job Functions (include, but are not limited to the following): Develop new OEM accounts. Design and implement sales strategies to ensure the company meets its revenue and design win objectives. Use insight and consultative selling techniques to teach customers about their industry and offer unique perspectives on their business, which link back to ADLINK’s solutions. Research prospective organizations and identify the right customer stakeholders to sell to. Coach customer stakeholders and build consensus for ADLINK solutions within their organization. Leverage the Challenger Sales methodology and an insights-driven sales processes, along with a current knowledge of industry and technical trends, to customize solutions for customer needs and business goals. Independently and collaboratively strategize for solving deal level challenges. Regularly update an accurate and robust pipeline of business opportunities and forecasts in SFDC with latest customer information and use customer intelligence for account planning. Prepare weekly and monthly territory sales forecasts and maintain your sales pipeline. Track weekly, monthly, and quarterly performance and sales metrics. Experience aligning business outcomes and initiatives with technology requirements. Manage rep partners. Support and manage the relationships with all assigned customers, ensuring high customer satisfaction. Cooperate in the annual planning process with Sales management, setting key objectives: design win and revenue targets, new customer targets, new opportunity creation goals, etc. Customer visits including giving technical presentations and product overviews to customers. As a trusted advisor, build in-depth knowledge of clients’ business priorities, challenges and initiatives that can be translated into additional ADLINK opportunities. This a remote role, but travel is required in this role (customer meetings within territory, annual sales events, etc.). Education: Bachelor’s degree in any discipline Experience: 5+ years of work experience in the embedded computing industry is a plus, but we focus on the right mindset and individual for this high growth potential position. Knowledge of the market, region and customers will be considered a key point in the selection. Competencies: Strategic Thinking - Systematically solves problems and hypothesizes possible customer pain points, expectations, and implicit needs; brainstorms with team members to devise solutions to solve complex deal challenges. Communication - Tailors communication to the customer’s needs with authority; effectively delivers presentations and has strong verbal and written communication skills. Interpersonal Influence - Uses rational and emotion drives that would appeal to customers to drive negotiation conversations in his or her favor. Networking - Identifies the right customer stakeholders and builds connections quickly to drive consensus for deals; works cooperatively with a wide range of internal stakeholders for deal success. Workflow Management - Highly organized with a rapid, yet methodical approach. Sets clear time-bound objectives that align with business growth. Negotiation - Experience in large complex deal negotiations with a successful track record. Ownership - Goes out of his or her way to complete a job with relentless drive to achieve results; is independent and self-directed. Benefits: Medical, Dental, and Vision Insurance. Life, AD&D, Short Term Disability, and Long-Term Disability insurance. 401k retirement plan. HSA, Health Care FSA and Dependent Care FSA. Vacation and Sick Leave. Paid holidays and floating holidays. Physical Demands and Work Environment (The physical demands and work environment characteristics described here are representative of those that must be met by the individual to successfully perform the functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the job functions): While performing the duties of this job, the employee is frequently required to sit; regularly use hands to handle, or feel objects, tools, or controls; talk and hear; and doing things such as analytical work or reports, which requires focus, while utilizing a computer. Must be able to operate general office equipment. Physical stamina to stand, reach, bend, lift, grasp, and kneel. The employee must occasionally lift and/or move up to 10 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus. The noise level in the work environment is usually quiet to moderate. AAP/EEO Statement: Ampro ADLINK Technology does not discriminate in employment on the basis of race, color, religion, sex (including pregnancy and gender identity), national origin, political affiliation, sexual orientation, marital status, disability, genetic information, age, membership in an employee organization, retaliation, parental status, military service, or other non-merit factors. Base Salary Range: $125,000 - $200,000 USD Individual offers are based on job-related skills, experience, qualifications, work location, and market conditions. This range does not include bonus compensation or benefits, which are outlined during the offer process. AI-Assisted Screening Notice: As part of our applicant tracking process, ADLINK uses an AI-powered screening tool called Talent Fit to help evaluate candidate applications. This technology assists our recruiting team in identifying qualified candidates based on the requirements of the role. All hiring decisions are made by ADLINK personnel, and candidates are encouraged to contact our HR team at [email protected] if they have questions about the screening process. Applicant Privacy Notice: Ampro ADLINK Technology collects personal information from job applicants as part of the recruiting and hiring process. This includes information you provide directly, such as your name, contact details, work history, and qualifications. We use this information solely to evaluate your application and manage our recruiting process. We do not sell applicant personal information. For questions about how your information is handled, contact us at [email protected] . California applicants: This notice is provided pursuant to the California Consumer Privacy Act (CCPA). Fraud & Scam Alert: This is an official ADLINK job posting. ADLINK will never request payment, banking information, or personal financial details at any stage of the recruitment process. If you are selected to move forward, you will be contacted directly by a member of the ADLINK Human Resources team through our Applicant Tracking System, JazzHR or using an official @adlinktech.com email address. If you suspect fraudulent activity or have questions about the authenticity of a job posting or communication, please contact us directly at [email protected] . Additional information about the role: Please note this job description may not cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice. This range may be modified at any time at our sole discretion and does not include additional bonus compensation and benefits. We may consider other candidates for this position with more experience and would expect the salary range to change accordingly. This range may be modified at any time at our sole discretion. This base salary does not include additional bonus compensation and benefits. Individual compensation packages are based on factors unique to each candidate, including job-related skills, training, experience, qualifications, work location, and market conditions.