Electronicsearch

New Job Opportunity: Key Account Director – Reston, VA

Contact: Eric Parker      Ref: 8126

Job Description:

As a Key Account Director (KAD) you’ll play a critical role in shaping our growth in the Americas by turning opportunities into long-term partnerships and enabling innovation through our leading wireless and positioning technologies. You will be responsible for developing, expanding, and executing the commercial strategy for a select portfolio of the company’s most strategic customers in the Americas. You will report to the Head of Sales – Americas. Key Account Managers act as the commercial leaders for assigned strategic accounts and will coordinate resources across Sales, Solutions Engineering, Business Units, Product Management, Sales Operations, and global company organizations. You will work alongside a Solutions Engineer who will provide regional technical support.

This role is remote.

Responsibilities:

• Own the commercial relationship and growth strategy for a defined portfolio of strategic key accounts.
• Develop and execute comprehensive multi-year account plans, including customer strategy, organizational mapping, technology roadmaps, competitive position, revenue potential, design-win objectives, and risks.
• Expand company relationships beyond individual projects or contacts by developing meaningful relationships across engineering, product management, procurement, supply chain, business leadership, and executive management.
• Develop executive-level relationships with assigned customers and establish an appropriate cadence of strategic customer reviews and executive engagements.
• Identify opportunities to expand the company’s share of wallet across customer business units, product families, applications, and geographic regions.
• Understand the customer’s long-term product and technology roadmap and connect those requirements to the broader company positioning and wireless portfolio.
• Lead the commercial strategy for major opportunities within assigned accounts from early engagement through design win, commercial negotiation, production, and long-term account expansion.
• Coordinate Solutions Engineering resources to ensure the appropriate technical engagement strategy exists across key customer programs and stakeholders.
• Establish and lead cross-functional account teams involving Solutions Engineering, Business Units, Product Management, Sales Operations, Marketing, and executive leadership.
• Coordinate with company colleagues globally when assigned customers have engineering, procurement, manufacturing, or decision-making organizations across multiple regions.
• Create and maintain stakeholder maps for key accounts and ensure the company develops relationships with the individuals and organizations that influence technology and supplier decisions.
• Identify new divisions, programs, product categories, and applications within existing strategic customers where the company can create additional value.
• Lead strategic commercial discussions including pricing strategy, long-term agreements, major quotations, supply commitments, and other complex customer negotiations.
• Maintain accurate opportunity, pipeline, design-win, and revenue forecasts for assigned accounts.
• Develop clear short-, medium-, and long-term revenue and design-win objectives for each account and measure progress against those objectives.
• Conduct formal internal strategic account reviews and present account strategy, progress, opportunities, competitive threats, and required actions during QBRs and leadership reviews.

Compensation: Based on Experience

Email resume to resume@electronicsearch.com and put Ref# 8126 in the subject line.