Lantronix
Job Summary
The Regional Sales Manager III is responsible for growing sales through direct engagement with key customers and VAR’s in the Out-Of-Band markets. This role includes managing customers and opportunities across the Western States with a focus on out-of-band (OOB) solutions. The role involves building strong customer relationships, identifying new business opportunities, and working closely with internal teams to deliver the right solutions.
Responsibilities Direct Sales and Key Account Management - Drive revenue growth through direct engagement with strategic end-customers and VAR’s in the Out-Of-Band markets. Develop and execute comprehensive account plans for strategic accounts, focusing on long-term partnerships, opportunity development, and revenue achievement. Identify and close high-value opportunities, navigating complex sales cycles and engaging with multiple stakeholders, including technical decision-makers and procurement teams. Proactively identify and pursue new business opportunities within existing accounts and through targeted new customer acquisition.
Customer Relationship Management - Build and maintain relationships with key customer stakeholders, including executives, technical teams, and procurement departments. Serve as the trusted advisor for customers by providing market insights, solution recommendations, and strategic guidance to support their business objectives. Organize and lead regular business and technical reviews with customers, ensuring alignment with their evolving needs and driving account growth.
Strategic Market Development - Develop and execute regional sales strategies aligned with company strategy and goals, focusing on the unique requirements of the Out-Of-Band markets. Monitor market trends, customer requirements, and emerging technologies to identify new growth opportunities. Collaborate closely with internal product and marketing teams to position innovative solutions that address customer challenges and with industry trends.
Internal Collaboration and Reporting - Align closely with Field Application Engineers, Product Managers, and Technical Support to ensure customers receive comprehensive solutions and support. Deliver detailed and accurate sales forecasts, account plans, and progress reports to regional and executive leadership. Share insights from the field to inform product development, marketing strategies, and business planning.
Deliverables
Achieve or exceed assigned revenue and growth targets within the defined region and customer base.
Develop and maintain strategic account plans for key customers, including clear objectives, milestones, and revenue goals.
Grow and manage opportunity pipeline to 3x target revenue.
Develop and maintain a regional go to market strategy for network infrastructure and physical security markets.
Education & Experience
Must have Bachelor's degree in Business Administration, Engineering, or a related field.
Must have at least 5 years of direct sales and key account management.
Must have experience in Out-Of-Band sales.
Must have a valid driver’s license and be willing to travel frequently.
Seniority level Mid-Senior level
Employment type Full-time
Job function Sales and Business Development
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Responsibilities Direct Sales and Key Account Management - Drive revenue growth through direct engagement with strategic end-customers and VAR’s in the Out-Of-Band markets. Develop and execute comprehensive account plans for strategic accounts, focusing on long-term partnerships, opportunity development, and revenue achievement. Identify and close high-value opportunities, navigating complex sales cycles and engaging with multiple stakeholders, including technical decision-makers and procurement teams. Proactively identify and pursue new business opportunities within existing accounts and through targeted new customer acquisition.
Customer Relationship Management - Build and maintain relationships with key customer stakeholders, including executives, technical teams, and procurement departments. Serve as the trusted advisor for customers by providing market insights, solution recommendations, and strategic guidance to support their business objectives. Organize and lead regular business and technical reviews with customers, ensuring alignment with their evolving needs and driving account growth.
Strategic Market Development - Develop and execute regional sales strategies aligned with company strategy and goals, focusing on the unique requirements of the Out-Of-Band markets. Monitor market trends, customer requirements, and emerging technologies to identify new growth opportunities. Collaborate closely with internal product and marketing teams to position innovative solutions that address customer challenges and with industry trends.
Internal Collaboration and Reporting - Align closely with Field Application Engineers, Product Managers, and Technical Support to ensure customers receive comprehensive solutions and support. Deliver detailed and accurate sales forecasts, account plans, and progress reports to regional and executive leadership. Share insights from the field to inform product development, marketing strategies, and business planning.
Deliverables
Achieve or exceed assigned revenue and growth targets within the defined region and customer base.
Develop and maintain strategic account plans for key customers, including clear objectives, milestones, and revenue goals.
Grow and manage opportunity pipeline to 3x target revenue.
Develop and maintain a regional go to market strategy for network infrastructure and physical security markets.
Education & Experience
Must have Bachelor's degree in Business Administration, Engineering, or a related field.
Must have at least 5 years of direct sales and key account management.
Must have experience in Out-Of-Band sales.
Must have a valid driver’s license and be willing to travel frequently.
Seniority level Mid-Senior level
Employment type Full-time
Job function Sales and Business Development
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