Strategic Account Manager (SAM)

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 Strategic Account Manager (SAM) is responsible for all aspects of driving net new direct customer engagements. This is an exciting opportunity for strategic thinkers with strong negotiation skills who like to work tactically to execute strategic plans and take pride in leading high priority programs with high visibility. The incumbent will play a major role in shaping Beacon's product portfolio and our customer relationships.
Reports to: Head of Business Development
Location: Eden Prairie, MN in-Office or Remote (non-MN residents)
JOB RESPONSIBILITIES
Supervisory Responsibilities

• This is an individual contributor role and will not have direct supervision responsibilities

Essential Responsibilities for this Role

• Responsible for seeking out, managing, and growing revenue by enhancing and developing relationships and sales opportunities within net new strategic or key account(s)
• Establish and maintaining strong relationships
• Extensive industry knowledge and heightened strategic planning abilities
• Incorporate input from the program management team
• Coordinate all internal departments and teams to ensure success of new business
• Responsible for obtaining customer expected volume forecasts with revenue targets and margins
• Maintain high-level awareness of program status and manage communication to and from the customer
• Properly set and manage customer expectations
• Understand the customers' challenges to create the best value proposition
• Mitigate negative impact to Beacon in the event of significant changes in a customer's business
• Track and report program performance metrics such as action items, issues, and risk management

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

• 10+ years experience in account management and sales growth or a related function
• Effective tactics for prospecting net new customers with proven ability to hunt to onboard new business expanding the existing customer base
• Experience with regulated markets (Medical, Military, Aerospace, Transportation)
• A technical background in electronics and embedded systems
• Understands the overall goals and strategy of the customer as it relates to technology implementation while positioning Beacon's proposed solutions.
• Demonstrate competence in negotiating, networking and problem-solving skills
• Professional communication; both verbal and written are required
• Work cross-functionally in collaboration with other team members
• Proficiency in Microsoft Office Tools (Outlook, Word, PowerPoint, Excel)
• Strong leadership capabilities

Preferred/Desired Qualifications

• 15+ years experience in account management and sales growth or a related function
• 10+ years Embedded SOM sales experience
• Bachelor's Degree in Engineering
• Operating System knowledge such as Linux, VxWorks, QNX, Windows, etc.
• Successful expertise onboarding Tier 1 OEMs within the regulated space

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 manufacturing area is moderate
• Ability to travel up to 25% of the time

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 or on-site position
• 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