Sr. Regional Sales Manager I

Lantronix Inc. is a global provider of secure turnkey solutions for the Internet of Things (IoT) and Remote Environment Management (REM), offering Software as a Service (SaaS), connectivity services, engineering services and intelligent hardware. Lantronix enables its customers to accelerate time to market and increase operational up-time and efficiency by providing reliable, secure and connected Intelligent Edge IoT and Remote Management Gateway solutions. For more information, please visit our website: https://www.lantronix.com. 

Lantronix is seeking a Sr. Regional Sales Manager to manage channel business in the given region with the overall objective of growing revenue (POS).

RESPONSIBILITIES:

• Manage channel business and grow revenue (POS) including: 
  • Distribution partners (local distributors and local offices of global distributors) 
  • Yearly business plans (revenue targets, focus product lines, marketing programs, VAR/SI development plan) 
  • Quarterly business reviews (measure against yearly plan and adjust to achieve targets) 
• VAR/SI partners (Value-Added-Resellers and Systems Integrators) 
  • Support and develop existing partners (grow opportunity funnel and revenue) 
  • Identify, recruit and develop new VAR/SI. Ensure partners fit focus vertical markets in line with Lantronix strategic plan 
  • Coordinate new partners on-board including set-up and enablement 
  • Focus on strategic partners (StrategicEDGE) and other key-partners to grow and advance in the partner program through opportunity funnel and revenue (POS) growth 
• Engage with and establish detailed knowledge of the partners business, decision makers, geographical presence, sales and channel marketing teams 
• Organize regular sales and technical updates (with PLM and FAE team support). Keep partners informed, enabled and engaged with current and new products/solutions 
• Engage with marcom to develop and establish channel marketing programs to enable region growth 
• Participate in channel marketing events, partner events, tradeshows and other sales and marketing activities to develop new opportunities and new partnerships 
• Identify key geographic areas of growth within region and define business development plan with clear actions and revenue targets 
• Deliverables 
  • Meet or exceed region FY agreed growth (in USD terms) for opportunity funnel and revenue (POS) 
  • Present Distributor and VAR/SI quarterly performance reviews analyzing opportunity funnel and revenue (POS). Review yearly plan and review as needed to achieve targets 
  • Communicate and coordinate region channel plan and strategy with ISR and FAE. Actively involve team members in the region success and needs   
  • Meet or exceed all quarterly agreed KSOs 
  • Develop detailed knowledge of key-partners within the region. Go-To-Market strategy, solutions, verticals and key-stakeholders to drive business engagement and targets 
  • Assure the highest level of partner engagement and coordinate cross-functional support to deliver best partner and customer experience and engage in long-term partnerships 

QUALIFICATIONS:

• Bachelors Degree or equivalent, MBA a plus
• Referenceable track record of developing and executing on a strategic national partner specific business plans and marketing campaigns
• Lead regular business performance and relationship reviews with senior management and various stakeholders
• Ability to prioritize in a dynamic, changing environment
• Experience with a CRM tool (ie SalesForce.Com)
• English fluency
• Excellent executive communication and presentation skills
• Understanding of channel operating models

Lantronix is an Equal Opportunity Employer. Employment and hiring decisions are made without regard to race, color, religion, gender, national origin/ethnicity, veteran status, disability status, age, sexual orientation, gender identity, marital status, mental or physical disability or any other legally protected status.