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Senior Sales Manager - Industrial, IT/Services Sales
Richardson, TX
Job Description
Description & Requirements
About the Role
Lead sales & revenue generation for a $3M-$5M portfolio of strategic and high-growth potential Industrial accounts in the North America region.
The position will be responsible for key account management, building and nurturing senior executive relationships, seeding technology-driven initiatives, and delivering on account growth ambitions. This position requires meeting annual booking and revenue targets and executing long-term account expansion strategies in the North American region.
The ideal candidate needs to have hands-on experience in direct sales and a strong track record of having excelled in customer relationship management. The candidate will have to demonstrate an in-depth understanding of Industry 4.0 technologies and familiarity with either Industrial Automation or Oil & Gas industries.
What You Will Do
5-7 years experience in selling solutions and services to large Industrial clients across Industry 4.0, Oil & Gas, Smart Energy & Smart Buildings.
In-depth understanding of Industrial technologies and standards in IoT, IT/OT integration, process automation, and digital technologies like Cloud, Analytics, AI/ML, and AR/VR.
Independently managed a portfolio of accounts (with at least one in the $3M+ range) for 2+ years.
Direct Sales or Business development experience, working with CxO level / Senior Executives within these accounts.
Driving large digital transformation programs, creating, and delivering on Sales plans, and leading account farming activities.
Proven track record in consulting, advising, and solution selling. Lead medium to large RFP/RFI initiatives.
Excellent customer interfacing skills, with the ability to develop long-term relationships with industry leaders & clients.
Strong verbal and technical communication skills, with the ability to independently lead reviews and strategic discussions.
What You Need
Minimum B.S./ Bachelor's degree.
M.S., M.B.A. or Post Graduate degree is preferred.
Minimum 10 years or more of total professional experience of which 5-7+ years of experience in managing large Enterprise accounts.
Must have managed annual revenue portfolio above $3M.
Experience with Strategic Selling techniques. Understanding of global delivery/supply chain model and multi-site project execution
Strong business acumen, relentless customer focus, communicating Value proposition, and solid presentation skills.
Experience in responding to large RFP/RFQs and collaborating internally to craft winning propositions and proposal defense.
Experience collaborating with Solution/Pre-Sales, delivery teams, and competency centers to ensure customer delight.
Experience in selling IT solutions, and Product Engineering Services to clients.
Forecast Sales Pipeline and Deal Closure through tools like SFDC.
What Makes You Eligible
Substantial experience in account mining and account expansion (3M+) in NA region.
Demonstrable global/key account management best practices
Strong network and referenceable connects, in Industrial Automation or Oil & Gas industries.
Experience of having worked with hyperscalers (Microsoft, AWS, Oracle, Google) and delivered joint solutions.
Demonstrate an innovative approach to grow sales pipeline.
High energy and ambition to drive account/portfolio growth.
Highly focused to drive customer satisfaction.
Ability to collaborate effectively with internal and external stakeholders, across time zones.
Willing to travel 60% of the time within the US.
Successfully completion of a background investigation and drug screen as a condition of employment.
What is Nice to Have
Program or project management experience for a large complex industrial company.
Technical expertise in Microsoft technology stack, Software Development, IoT, and Analytics/AI/ML
Prior service delivery and vendor management experience
What We Offer
The standard base salary for this position is $146,700 - $179,300.
Certain HARMAN Employees (and their families) are eligible to elect medical, dental, vision, FSA, and life insurance. Employees can enroll in our company's 401k plan. Employees will also accrue up to three weeks of vacation annually, eleven paid holidays, two floating holidays, and one volunteer day throughout the calendar year.
Access to employee discounts on world-class HARMAN/Samsung products (JBL, Harman Kardon, AKG etc.)
Professional development opportunities through HARMAN University's business and leadership academies.
An inclusive and diverse work environment that fosters and encourages professional and personal development.
Tuition Reimbursement.
"Be Brilliant" employee recognition and rewards program.
Innovative and collaborative culture.
Work on best-in-class emerging technologies and an atmosphere that pushes you to give your best.
#LI-MN2
HARMAN is proud to be an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.
HARMAN is an Equal Opportunity /Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or Protected Veterans status.
Job Summary
Company
Start Date
As soon as possible
Employment Term and Type
Regular, Full Time
Required Education
Bachelor's Degree
Required Experience
5 to 7 years
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