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Key Account Manager – IoT
3 months ago
Preferred location: Chicago/Detroit or East Coast
Edge Computing & IoT Solutions
Area of Interest
Remote Working
Based in home office, with travel as required
WHO YOU WILL WORK WITHEurotech's Sales Team is currently providing our products and solutions to Customers in the following verticals that we would like to more deeply penetrate, in particular in the Automotive market.
WHAT YOU WILL DOYou will be responsible for the development of customer accounts, with particular emphasis on developing and closing newly found addressable opportunities. Specifically, this position will focus on the closure of Eurotech's IoT and Edge solutions (both hardware and software), products and services. Driving sustainable financial growth through boosting sales and forging strong relationships with clients. So, if you are an active listener, have a compelling sales personality with a drive to maintain good customer relations and win new business, we would like to meet you.
ROLE & RESPONSIBILITIES- You will represent the voice of the customer inside the company, enabling successful development and launch
- You will have direct responsibility for all aspects of the front end of the sales process, including account development, relationship management and DMU mapping and planning
- You will be expected to maximize potential within existing and new customers by growing existing use cases as well as finding and exploring new use cases
- The position will be supported by a team of BD functions and sales and technical engineers who will engage with the client engineering team to secure the technical design-in on any identified and qualified opportunity that Eurotech agree to pursue. The IoT KAM will, however, retain responsibility for the commercial relationship with the client and, ultimately, for closure of the opportunity. The ability to work as part of a close, mutually supportive team is therefore essential
- You will be required to comply with the company reporting and forecasting procedures based around the companies CRM system, together with progress reports to include an update on key potential customers and market intelligence, such as feedback on pricing & competition, the state of the industry and opportunities for product development
- You will be expected to contribute to the growth and development of the Sales Team by actively seeking to share knowledge and to support other members of the team
- Deliver customer feedback to assist product management, sales, and marketing with the formulation of new product specifications to meet the needs of the market
- Preparation of presentation material for customers and Eurotech teams, as needed
- It is essential that the IoT & Edge KAM takes a leading role in representing the company on new opportunities and help the Sales Team develop further business in existing accounts
- Travel extensively (domestic and international) to maintain existing customer accounts and develop new business, and to support several trade shows annually as well as attending internal Eurotech strategy meetings
- Perform other job-related duties, as required
- College degree in electronic engineering or computing with a software bias
- 5+ years sales experience in a consultative selling environment within the IoT & Edge space
- Extended experience and understanding in complex Ecosystems with SI's, OT SI's and other Partners
- Experience of standard and custom solutions into a complicated ecosystem of Consultants, Independent Software Vendors, System Integrators, Hyperscalers and end users
- A successful and proven record of solution-oriented sales growth within a B2B environment based upon developing value led business propositions for software & hardware platforms and services
- A good understanding of cloud-based infrastructures, messaging middleware and implementation, coupled with the ability to build compelling business cases for deployments based upon these technologies
- A good understanding of industrial based computing solutions, edge computing, LAN WAN and cellular communication systems
- A good understanding of hardware & software architectures and considerations, especially around the topic areas of asset monitoring and the IoT
- Experience in long cycle, complex consultative selling process
- Be able to oversee complicated technical solutions without necessarily being a specialist in all details
- Ability to acquire and report accurate customer, market, product, and forecast information
- Proven positive job performance and a history of developing thorough communications, maintaining relationships, and managing a robust professional network
- Exceptional interpersonal, communication, time management, and writing skills
- Flexibility and ability to cope with, and quickly adapt to, changing priorities, special assignments, and workload re-prioritization
- Negotiation skills to balance Eurotech needs and customer needs to achieve win-win solutions
- Valid driver's license
- Excellent written and spoken English and experience of engaging customers where English is not the native language
- Applicants must be either a U.S. citizen, U.S. national, legal permanent resident, asylee, refugee or must be eligible to apply for and obtain the appropriate export control license from the U.S. Departments of State or Commerce
Eurotech is a visionary leader in IoT and Edge AI technologies, acting with speed, dedication, and ambition. We empower our employees to have an impact on the business with what they do, everyday. Working in an environment where their expertise is valued and nurtured, our employees are trusted to be autonomous and do their best. Our values are reflected in our behaviours: we work with enthusiasm and an unwavering focus on our customers' needs, within a culture of respect and integrity, realizing our passion for technology.
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