Sales Manager

You are a proactive, high-energy hunter who wins new logos and expands strategic accounts in the industrial computer space. Combining deep technical expertise with relentless consultative selling, you position our rugged Industrial PCs, embedded systems, and tailored IPC platforms as the superior choice for OEMs, machine builders, system integrators, and end-users.
From cold outreach to closed-won, you own the full sales cycle: penetrating complex organizations, uncovering hidden technical and business requirements, challenging specifications early in the design phase, and driving six- to seven-figure opportunities to success. Partnering closely with Engineering and Product Management, you transform customer challenges into customized, future-proof hardware solutions that deliver clear ROI, maximum uptime, and competitive advantage.
This is a front-line growth role for a resilient, technically sharp sales professional who thrives on opening doors, displacing incumbents, navigating multi-level buying committees, and consistently exceeding ambitious targets in the fast-moving Industry 4.0 market.
In This Role, Your Responsibilities Will Be:
Proactively hunt and acquire new customers in target industrial segments for primarily Industrial PCs (IPC’s) as well as embedded computer systems.
Identify, qualify, and penetrate strategic accounts; uncover and analyze customer-specific technical requirements (performance, interfaces, ruggedization, certifications, form factors, environmental conditions)
Lead discovery meetings, technical workshops, and in-depth requirement assessments to shape customer needs early in the buying cycle
Drive the creation of tailored solution concepts and product adaptations in close, agile collaboration with Product Management, Engineering, and Manufacturing
Develop and present winning solution proposals, system architectures, and high-impact technical presentations together with internal experts
Actively guide customers through prototype builds, evaluation units, testing, and approval phases to accelerate decision-making and shorten sales cycles
Build and expand long-term, trust-based relationships with technical influencers, specifiers, and commercial decision-makers
Continuously monitor market trends, competitor moves, and emerging technologies in IPCs, embedded computing, and Industry 4.0 to identify new hunting opportunities
Aggressively manage and grow a high-velocity pipeline, deliver accurate forecasting, and drive contract negotiations to consistent, above-quota deal closure
Who You Are:
You are detail-oriented, results-driven, and capable of thriving in a dynamic, multitasking environment. You are passionate about quality and possess strong analytical and problem-solving skills to enhance production processes and ensure customer satisfaction.
For This Role, You Will Need:
Bachelor’s or master’s degree in electronic engineering, Computer Science, Mechatronics, Industrial Engineering, or a related technical discipline (or equivalent technical experience).
Several years of successful hunter experience in technical B2B sales, ideally within Industrial PCs, embedded systems, or similar industrial solutions.
Proven track record in consultative/solution selling of complex technical products and engineered solutions.
Demonstrated success winning and expanding business with OEMs, machine builders, system integrators, and industrial end-users.
Strong technical expertise in Industrial PCs and embedded computing, including:
Industrial PC form factors (Box PC, Panel PC, Rackmount, Embedded/Boxless, DIN-rail)
Processor architectures (x86, ARM)
Memory, storage, and expansion technologies (DDR4/5, ECC, MRAM, NVMe, SATA, M.2, PCIe)
Industrial interfaces and fieldbus protocols (EtherCAT, PROFINET, PROFIBUS, CANopen, Modbus, OPC UA)
Ruggedized hardware and environmental certifications
Operating systems and platforms (Windows IoT, Linux, RTOS, Hypervisors)
Solid understanding of automation and edge computing ecosystems:
IPC-based control architectures
IIoT / Industry 4.0 concepts
Edge gateways and industrial communication protocols (MQTT, Sparkplug, REST API)
Industrial networking fundamentals (TSN, VLANs, redundancy, cybersecurity basics)
Ability to translate customer requirements into technical solutions, product configurations, BOMs, and engineering change requests.
Ability to interpret and challenge technical specifications, engineering drawings, and compliance documentation.
Experience using CRM systems (Salesforce, HubSpot, or similar) and Microsoft 365.
Strong business-level English communication skills.
Excellent communication, presentation, negotiation, and consultative selling skills.
Proven ability to engage stakeholders at all levels, from engineers to executive leadership.
Strong customer-focus, discovery, needs analysis, and business case development skills.
Self-driven