JOB TITLE : Sales Account Manager
EMPLOYER : One Stop Systems, Inc.
DEPARTMENT : Sales
REPORTS TO : Director of Account Sales
EFFECTIVE DATE : 10 / 1 / 2025
SUPERVISOR RESPONSIBILITY : None
SUMMARY : As the Sales Account Manager, you will have direct responsibility to identify, target and close sales in the DoD, Aerospace, Oil / Gas, Autonomous Vehicles, Medical, Mining or Industrial Automation business sectors. The position will report to the Director of Sales with high visibility and frequent interaction with the executive management, engineering, product marketing, and throughout the organization. The person in this role is responsible for managing the sales process from beginning to end to achieve the company's growth objectives. As a Sales Account Mgr., you'll own a strategic book of business, build new enterprise relationships, and expand existing accounts by pairing customer needs with OSS hardware and integrated solutions for enterprise class at the edge. The candidate will play a pivotal role in developing and executing targeted sales strategies. They should also have extensive and recent business knowledge in high-performance edge computing markets plus extensive and proven success in closing and managing key OEM accounts and facilitating internal program execution with the Product Marketing team. A successful candidate understands the business climate including technical requirements, priorities, competition, competitive dynamics, funding and acquisition process. Additionally, a successful candidate will have experience writing technical proposals, presenting technical information, and speak professionally and persuasively to all levels within the customer ecosystem.
DUTIES / RESPONSIBILITIES :
Pre-Sales :
- Drive full-cycle sales : prospect, qualify, propose, negotiate, and close.
- Build multi-threaded customer relationships with Engineering, Procurement, Program Management and Executive stakeholders.
- Develop account plans and accurate pipeline / forecasting in CRM (Salesforce).
- Lead RFx responses with support from Engineering, Program Management and Product Marketing.
- Shape opportunities by translating technical requirements into value and ROI.
- Represent OSS at customer meetings, demos, tradeshows and industry events.
- Develop and implement strategic sales plans and campaigns to drive results in respective market segments.
- Identify opportunities to grow and shape the organization with the VP and Director of Sales to best address target markets.
- Communicate potential new business opportunities and challenges with cross-functional project teams.
Sales Process :
Leads and implements the Sales process including Opportunity Identification & Qualification, Stage / Gate reviews, Business Case, Proposal Response and SalesForce CRM Management.Works closely with Sales, Product Marketing, Operations, Engineering and Executive Mgmt. teams to win strategic programs and facilitate consistent program execution.Responsible for end-to-end management of customer accounts and opportunities to achieve target sales, margin, and growth objectives.Generates and develops new targeted business to meet specified sales goals.Create customer proposals with the Product Marketing team to win new OEM business.Facilitates the negotiation of client contracts and work agreements.Delivers sales presentations to key clients.Meets with clients in-person to maintain relationships, conduct negotiations and close deals.Maintains and nurtures existing client relationships with the largest and most complex accounts.Post-Sale :
Prepares periodic sales reports showing sales volume, potential sales, and areas of proposed client base expansion.Meets production goals and controls expenditures of specified region to conform to budgetary requirements.Provide information feedback to the OSS executive-level management for future product and technology development.Provides consistent and immediate feedback to Reps and / or Account Executives. regarding their performance and provides coaching to help them achieve their goals.Performs other related duties as assigned by management.QUALIFICATIONS :
Minimum of 10 years of recent sales or business development experience in hardware solutions (Enterprise Compute / Storage, Networking, Embedded, Small Form Factor or C5ISR Systems preferred).Significant customer centric focus and subject matter expertise in the DoD, Aerospace, Oil / Gas, Autonomous Vehicles, Medical, Mining or Industrial Automation market sectors.Ability to understand technical concepts and communicate business value.Strong negotiation, presentation, and written communication skills.Familiarity with government / defense, industrial, or AI / ML edge workloads is a plus.Experience selling to customer and potential customer engineers, senior executives, and program managers.Demonstrated ability to balance multiple priorities and operate successfully in high pace environment.Understanding of the financial and business side of the sales process.The necessary skills, experience, and knowledge to identify, create strategies to engage, propose and close large customer opportunities.US citizenship required.BS (or higher) in technical discipline or Business-related degree or equivalent experience; MBA preferred.Travel 30% of the time in the U.S. including day-to-day sales calls and participation in trade shows.Ability to manage multiple initiatives concurrently.Strong collaboration skills. Ability to form collaborative relationships with lead engineers, engineering managers, program managers and senior managers at all customer sites. A team builder and leader.COMPETENCIES :
Clear Communication Clear and effective written and verbal communication skills with the ability to deliver the appropriate level of detail.Develop Relationships Has the ability to develop relationships with co-workers and to contribute to group solutions.Good Judgement Exercise good business judgment and make good decisions and notifies management of issues and concerns.Positive Attitude Positive attitude with ability to work independently as well as collaboratively across all departments within the OSS Company.Budget Works with the company's budgetary guidelines while minimizing expenses and maximizing cost efficiency.Adapt Flexibility to adapt to changing market conditions and sales strategies.Company Goals Understands Company and department goals and objectives, and how you contribute.Strong Organizational Skills Strong organizational, delegation and follow-through skills.Sales Skills Understands marketplace, works to meet prospect / customer needs, effective closing techniques.PHYSICAL DEMANDS :
Occasionally required to stand.Occasionally required to walk.Occasionally required to sit.Continually required to utilize hand and finger dexterity.Occasionally required to climb, balance, bend, stoop, kneel or crawl.Continually required to talk or hear.Continually utilize visual acuity to operate equipment, readtechnical information, and / or use a keyboard.
Occasionally required to lift / push / carry items up to 25 pounds.The above is intended to describe the general content of and requirements for the performance of this job. It is not to be construed as an exhaustive statement of duties, responsibilities or physical requirements. Nothing in this job description restricts management's right to assign or reassign duties and responsibilities to this job at any time. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Compensation details : 125000-175000 Yearly Salary
PIc644ac348c58-29400-38744052
