Territory Sales Executive

Job Description
Job Description
Description:
CORPORATE SUMMARY
The Company
Beacon EmbeddedWorks is a full-service provider of embedded solutions. Its innovative System on Modules (SOMs) are backed by an extensive suite of customization, security, and support services and its dedicated team of experts provide in-house manufacturing and support to accelerate development and reduce risk. All Beacon EmbeddedWorks SOMs are designed, manufactured, and supported in its US-based facility in Eden Prairie, MN.

As dependable, pre-certified, and feature dense solutions, Beacon EmbeddedWorks SOMs serve the most strenuous applications, including medical, aerospace and defense, and industrial markets. Beacon EmbeddedWorks operates mostly in the US but also has a small customer base in continental Europe and the APAC. Beacon EmbeddedWorks is part of the Design & Manufacturing division of discoverIE Group plc, a British company listed on the main London stock exchange where it is a member of the FTSE 250 index. What does joining Beacon mean for you?

We are a Top 200 Workplace as voted by our employees
Multiple options for medical and dental coverages
Paid life insurance and disability coverage
401k with match
128 hours of time off per year to start
Paid holidays
Working for a company that helps save lives with some of our products
POSITION SUMMARY
The Territory Sales Executive is responsible for driving profitable revenue growth through the acquisition of new customers and expansion within an assigned territory.

This role is primarily focused on identifying, pursuing, and winning net new business opportunities within Beacon EmbeddedWorks target markets, including Aerospace & Defense, Medical, Industrial, and other highly regulated industries. The successful candidate is a proven sales hunter with a strong track record of building territories, creating opportunities where none existed, developing executive-level relationships, and consistently exceeding revenue objectives.

This individual thrives on prospecting, uncovering customer challenges, positioning differentiated solutions, and converting opportunities into long-term customer partnerships.

Reports to: Vice President of Global Sales
Location: Remote - Located in Southeastern U.S. (Alabama, Georgia, Florida, Carolinas)
Starting Salary Information: $100,000 plus commission incentives
JOB RESPONSIBILITIES
Supervisory Responsibilities
This is an individual contributor role and will not have direct supervision responsibilities
Essential Responsibilities for this role
Own and execute a territory growth strategy focused on acquiring net new customers and expanding Beacon's market presence
Prospect, identify, qualify, and develop new business opportunities through outbound sales activities, networking, referrals, industry events, and strategic account targeting
Consistently build and maintain a healthy sales pipeline capable of achieving and exceeding quota objectives
Develop relationships with executive, engineering, procurement, operations, and program leadership stakeholders within target accounts
Lead the entire sales cycle from prospecting and discovery through proposal development, negotiation, and contract award
Create and execute territory and account penetration plans that drive measurable revenue growth
Uncover customer business challenges and align Beacon's solutions to deliver measurable business value
Drive competitive displacement opportunities and position Beacon as a preferred strategic partner
Collaborate with engineering, product management, program management, and operations teams to ensure successful pursuit and onboarding of new customers
Accurately forecast opportunities, revenue, and pipeline activity through the CRM system
Maintain a deep understanding of industry trends, competitive offerings, customer initiatives, and emerging market opportunities
Achieve or exceed assigned bookings, revenue, gross margin, and strategic growth objectives
Represent Beacon at industry events, trade shows, customer meetings, and networking functions
Travel regularly within the assigned territory to develop customer relationships and drive business growth
Essential Responsibilities of all Beacon EmbeddedWorks employees
Support, demonstrate and drive our core values
Lead, don't follow
Consistently deliver
Never stand still
Create relationships not transactions
Interact positively and professionally with all employees and customers
Maintain reliable attendance
Perform work safely and adhere to all safety requirements
Complete required training as scheduled
Perform other duties as assigned
JOB QUALIFICATIONS
Required Qualifications
5+ years of successful B2B sales experience selling embedded computing, electronic systems, hardware or technology solutions into the Aerospace & Defense market
Bachelor's degree in Engineering or related field with corresponding technical aptitude and experience
Proven success growing a territory, developing new accounts, and consistently achieving or exceeding sales quotas
Strong sales hunting mentality with experience prospecting, qualifying, and closing complex opportunities
Demonstrated ability to develop executive-level customer relationships and influence key decision-makers
Strong business acumen with the ability to identify customer pain points and build compelling value propositions
Experience managing complex sales cycles that involve multiple stakeholders and technical evaluations
Excellent negotiation, presentation, and communication skills
Strong organizational and pipeline management capabilities
Ability to operate independently while collaborating effectively across functional teams
Proficiency with CRM systems and Microsoft Office applications
Must be located within close proximity to a major metropolitan area
Located in Southeastern U.S. (Alabama, Georgia, Florida, Carolinas)

Preferred Qualifications
Experience selling into Tier 1 OEMs, government entities, aerospace, or defense manufacturers; familiarity with government, aerospace, defense procurement processes
Demonstrated success opening and growing new territories
Formal sales management training (e.g. Sandler, Challenger, MEDDIC)
Physical Demands
The physical demands and work environment described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to use hands and fingers to handle, feel, or operate objects, tools or controls, and reach with hands and arms
Specific vision abilities required by this job include close vision, and ability to adjust focus
The employee may occasionally lift and/or move up to 25 pounds
While performing the duties of this job, the employee is regularly required to work at a computer/laptop, including but not limited to use of keyboard, mouse and monitors
Work Environment
The noise level in the work environment is usually quiet, like that of an office setting
The noise level in the manufacturing area is moderate
Willingness to travel up to 50% to support territory development and customer engagement
Work Authorization
The candidate must meet the definition of “US Person” under ITAR/EAR regulations
Position Type/Expected Hours of Work
This is a full-time, remote position located in Southeastern U.S. (Alabama, Georgia, Florida, Carolinas)
Typical days and hours of work are Monday through Friday, 8am-5pm, but does allow for some flexibility
It may be necessary to work more than 40 hours per week at times to produce the required results
Beacon EmbeddedWorks is an Equal Employment Opportunity and Affirmative Action Employer
Requirements: