Strategic Account Manager

Purpose

The Strategic Account Manager is responsible for driving revenue growth and managing strategic customer relationships across assigned accounts and/or territories. This role develops and expands relationships with OEMs, resellers, integrators, and end customers while identifying new profitable business opportunities. The Strategic Account Manager builds account strategies, maintains a strong sales pipeline, understands customer requirements, and aligns company solutions to customer needs in order to achieve or exceed sales targets.

• Meet or exceed assigned revenue, margin, and sales growth objectives.
• Build, maintain, and expand strategic relationships with OEMs, resellers, integrators, and end customers.
• Proactively identify, qualify, and pursue new customer and business opportunities within the assigned territory or account base.
• Develop, manage, and maintain a healthy sales pipeline with accurate forecasting and timely opportunity updates.
• Create and execute structured account plans and prospecting strategies to support short, mid, and long-term growth.
• Use company sales processes and tools effectively, including Salesforce and other approved systems, to manage customer activity, pipeline, and reporting.
• Maintain accurate sales records and prepare reports, forecasts, and account updates as required.
• Support contract negotiations, pricing discussions, proposals, RFIs, RFPs, and other customer-facing commercial activities as needed.
• Coordinate product demonstrations, presentations, and customer meetings to communicate product value and address customer requirements.
• Represent the company at trade shows, conferences, symposiums, and other industry events.
• Provide market, customer, and competitive feedback to Product Management, Engineering, Marketing, and Sales leadership.
• Maintain current knowledge of company products, industry trends, customer applications, and competitive offerings to support effective selling.
• Partner cross-functionally with Product Management, Engineering, Marketing, Operations, and Sales leadership to support customer success and business growth.
• Frequently visits customer sites, attends trade shows, conferences, and other business events.
• Follow up with customers to ensure satisfaction with products, services, and overall account support.
• Perform other work-related duties and participate in special projects as assigned.

• Regularly uses a keyboard, computer, and other standard office equipment.
• Regularly reads, reviews, and proofreads documents and electronic communications.
• Regularly communicates verbally and in writing with internal and external stakeholders.
• May stand for extended periods during events, demonstrations, or customer visits.
• Travel domestically up to 50% per month.
• May lift or transport materials weighing up to 25 lbs.

• Bachelor's degree in Electrical/Electronic Engineering, Business, Marketing, or a related field preferred; equivalent professional sales experience may be considered in lieu of a degree.
• Three to five years of sales experience, preferably including RF, wireless, networking, IoT, or related technology solutions.
• Experience managing regional or strategic accounts involving cellular routers, router resellers, integrators, service partners, or related technology channels.
• Experience selling RF hardware, wireless connectivity, GPS/GNSS, IoT, access point, sensor, or related technology solutions.
• Ability to communicate effectively with technical managers, directors, senior executives, engineers, and commercial decision-makers.
• Working knowledge of wireless and air-interface technologies, including 4G/5G, Wi-Fi, and basic to intermediate GNSS concepts.
• Ability to generate, qualify, and follow up on sales leads through marketing campaigns, partner referrals, events, and direct prospecting.
• Established relationships with router, modem, wireless device, or related technology manufacturers preferred.
• Experience developing mid- and long-term sales strategies, account plans, and territory growth plans.
• Strong interpersonal skills with the ability to build trust-based customer and partner relationships.
• Strong verbal and written communication skills; language skills should align with assigned accounts or territory requirements.
• Proficiency with Microsoft Office, Salesforce, AI tools and other sales productivity tools.
• Ability to collaborate cross-functionally with Product Management, Engineering, Sales, Marketing, Operations, executives, and management teams.
• Ability to manage confidential information with discretion and professionalism.
• Strong internet research, prospecting, and digital communication skills.

The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification; they are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of personnel so classified.