Technical Manager, Industrial Sales; Americas

Who We Are:

At Avnet, relationships matter. We are a global, FORTUNE ® 500 technology distributor and solutions company that delivers design, supply chain and logistics expertise to customers at every stage of a product’s lifecycle. Our employees have a front row seat to the latest innovations shaping the world we live in and the future we share. We’re driven to help our customers around the world succeed and we do so by earning the trust of some of the biggest names in technology.

Working at Avnet means being a part of a global team. We work collaboratively and with integrity, doing business the right way. For more than a century, we have partnered together to help our customers, suppliers and teammates realize the transformative possibilities of technology. Experience what’s next at Avnet!

Acts as primary technical resource for the Industrial Sales team, focused on Energy Management (Energy Storage Systems, Solid State Transformers, Renewables) and Automation (Robotics, Drones, Smart Building). Supports customer expansion through partnership with Industrial Sales team Account Executives and the Americas field sales team. Advocates differentiated solutions on behalf of supplier partners. Performs a variety of product, technical and engineering functions including but not limited to: pre/post sales support, research, design and development.

• Act as primary technical resource for Industrial Sales team Account Executives, pursuing customer expansion in Energy Management and Automation segments.

• Develop and maintain subject matter level expertise on technical trends in Energy Management and Automation.

• Proactively develops and implements the technical sales account penetration strategy in each market presenting new products and technologies to current and potential customers; develop knowledge to uncover, understand, compare, and contrast the solutions (pre-component selection). Provide valuable participation in supplier/customer design review.

• Good understanding of customer needs relative to product(s), technology, direction, competition, design process and design cycle.

• Identify and develop relationships with all key technical decision makers and influencers in each account.

• Discover design requirements from the system level down to each individual element collaborating with the design, production and/or engineering departments to develop/execute technical strategies that help solve customer design challenges.

• Market supported lines to sales team by driving adoption of advocated solutions, with supplier partners, that meet customer needs and lead to increased design activity, design wins and sales growth.

• Proactively provides general application and product level sales training, proactively align with sales team in securing business. Communicate account calls with suppliers, account managers and/or inside sales.

• Identifies and tracks largest design opportunities from concept to production, utilizing all supplier resources to assure greatest potential for success.

• Creates presentations and other sales tools to enhance technical value and become a "trusted advisor" to both internal and external customers.

• Research major industry players to be able to communicate to internal and external customers industry trends and directions.

• A thorough understanding of product life cycles and the ability to design a full solution based on the customers expectation of product performance, life cycles and total costs.

• Attend internal and external technical training to complete and maintain certification as necessary.

• Other duties as assigned.

• Deep understanding of business, financials, products/services, the market or the needs/challenges of assigned accounts. Requires depth and/or breadth of sales expertise within a specialized product, service or account type. Requires a deep understanding of the full range of offerings that the organization and its competitors sell and that assigned customers buy. Recognized as a technical expert (by colleagues and customers) in one or several product/service areas.

• Complexity is extremely high (territory/account,…