Strategic Partner Sales Manager

Job Description
Job Description
Description:
Kontron is a global leader in secure, high-performance embedded computing and IoT solutions that power mission-critical systems in markets like Defense, Aerospace, Medical, Industrial, Transportation and Energy. We combine rugged hardware, modular software, and long-term lifecycle services so OEMs and system integrators can accelerate time-to-market, lower total cost of ownership, and keep platforms supported and secure for years.

In addition to being an established global presence with opportunities for growth, Kontron encourages communication through all levels of the organization to ensure a common direction and allow our employees to make informed decisions. Our culture has been created by the people who work here, making Kontron a fast-paced, friendly, and enjoyable workplace with competitive salaries and excellent benefits. We have an exciting opportunity for a
Strategic Partner Sales Manager
.

The Strategic Partner Sales Manager is responsible for developing and managing strategic partnerships that drive revenue growth for embedded computing platforms, industrial gateways, edge AI systems, IoT software, and related solutions. This role will recruit, enable, and manage channel partners, system integrators, distributors, OEMs, and technology alliance partners throughout North America. The successful candidate will develop joint business plans, identify new market opportunities, drive pipeline growth, and increase revenue through partner-led and partner-influenced sales.

Key Responsibilities

Partner Development
Recruit and onboard new strategic channel partners, OEMs, VARs, distributors, and system integrators. Manage existing partners and develop plan to grow existing partner, agent network
Build executive-level relationships with partner leadership teams. Develop annual business plans and revenue targets with key partners. Lead quarterly business reviews and strategic planning sessions. Create partner growth plans and measurable performance objectives. Revenue Growth
Drive partner-sourced and partner-influenced revenue opportunities.

Identify new market opportunities in

Industrial IoT
Embedded Computing
Transportation
Medical
Defense & Aerospace
Telecom & 5G
Smart City Applications
Develop go-to-market strategies with channel partners. Support partners throughout the sales cycle from prospecting through award.

Technical Solution Selling
Position and promote:
Embedded Computers
Single Board Computers (SBC)
System-on-Modules (SOM)
Industrial PCs
Edge AI Platforms
IoT Gateways
Windows IoT Solutions
Kontron OS based Solutions
5G Connectivity Products
Cloud-connected IoT Platforms
Coordinate technical resources to support customer requirements and demonstrations. Partner Enablement
Conduct partner training programs. Develop sales tools, presentations, and competitive positioning materials. Coordinate joint marketing campaigns and trade show activities.

Educate partners on new product launches and solution updates. Opportunity Management
Maintain accurate forecasts and pipeline reporting within CRM. Track partner performance metrics and revenue attainment. Coordinate with product management, engineering, operations, and marketing teams. Provide executive management with regular business updates and revenue forecasts. Sales Management
Manage inside sales rep(s) work load, provide direction and outline key business indicators for successful partner growth.

Required Qualifications

Education
Bachelor's degree in Business, Engineering, Computer Science, Marketing, or related field. MBA preferred but not required. Experience
7+ years of channel sales, partner management, or strategic account management experience.
5+ years selling technology solutions involving:
Embedded Computing
Industrial Automation
IoT Solutions
Networking
Edge Computing
Telecommunications
Proven history of meeting or exceeding annual sales targets. Experience working with OEMs, system integrators, distributors, and value-added resellers.

Experience developing and executing partner business plans.

Preferred Industry Experience
Candidates should have experience in one or more of the following sectors:
Embedded Computing
Industrial Automation
IoT Platforms
Edge AI
Medical Devices
Transportation Systems
Telecommunications
Defense & Aerospace
Industrial Networking
Smart Manufacturing
Technical Knowledge
Preferred experience with:
Windows IoT
Linux Operating Systems
Industrial Networking
Cloud IoT Platforms
Edge AI Architectures
Intel and ARM Platforms
Wireless and Cellular Technologies
Private 5G Networks
Device Management Platforms
Core Skills
Sales Skills
Strategic Account Planning
Channel Development
Consultative Selling
Opportunity Qualification
Executive Presentations
Contract Negotiation
Revenue Forecasting
Territory Development
Business Skills
Business Plan Development
Financial Analysis
Partner Performance Management
Market Analysis
Competitive Positioning
Pipeline Management
Leadership Skills
Relationship Building
Cross-functional Collaboration
Influencing Without Authority
Executive Communication
Strategic Thinking
Problem Solving
Key Performance Indicators (KPIs) to be used
Annual Revenue Achievement
Partner-Sourced Revenue
Partner-Influenced Revenue
New Partner Acquisition
Pipeline Growth
Number of Joint Customer Engagements
Quarterly Business Review Completion
Opportunity Conversion Rate
New Customer Wins
Forecast Accuracy
Travel Requirements
Ability to travel 40-60% throughout North America.

Attendance at partner meetings, customer engagements, industry events, and trade shows. Ideal Candidate Profile
Hunter mentality with strong relationship-building skills. Comfortable engaging VP, GM, and C-level executives. Strong understanding of embedded computing, gateways, IoT software, and edge solutions. Proven ability to build channel ecosystems that generate measurable revenue growth.

Able to bridge technical and business discussions to create value for customers and partner
Looking for an honorable, professional, ethical, team player to work in a team environment who wants to be a contributor to the success of the organization. Feel up to the challenge? Please apply
Requirements: