Government Regional Sales Manager (Southern California Area)

Title: Government Regional Sales Manager (Southern California Area)
Company: One Stop Systems, Inc. (NASDAQ: OSS)
Location: Escondido/San Diego, CA

Company Overview

One Stop Systems, Inc. (Nasdaq: OSS) is a San Diego-based publicly traded technology company and global leader in AI Transportable solutions for the demanding ‘edge.’ AI Transportables include anything that moves (land vehicle, aircraft, ship, etc.) and deploys AI and/or Autonomous capabilities. OSS designs and manufactures the highest performance compute and storage products that enable these rugged AI and autonomous mobile capabilities without compromise. These hardware and software platforms bring the latest data center performance and technology to the harsh and challenging applications, whether they are on land, sea or in the air.

OSS products include ruggedized servers, compute accelerators, flash storage arrays, and storage acceleration software. These specialized compact products are used across multiple industries and applications, including autonomous trucking and farming, as well as aircraft, drones, ships, and vehicles within the defense industry. The defense industry is the priority based on the size of the opportunity and our value proposition.

The company has annual sales in excess of $70 million, is profitable, cash flow positive, enjoys a solid cash position without domestic debt and has grown about 20% per year with expectations of 30-40% annual growth a few years out with its current pipeline and strategy. The AI Transportable market has significant tail wins being driven by the high priority within the DOD to add AI and/or Autonomous capabilities throughout the military theater as well as strong economic pulls within the commercial segment. The market opportunity for OSS types of products is expected to be over $2 billion in size a number of years out. OSS markets its products directly, through sales reps, resellers, and other distribution channels throughout the world.

Reporting Relationships

The Government Regional Sales Manager reports to the VP of Sales.

Position Summary and Key Responsibilities

As the Government Regional Account Manager, you will have direct responsibility to identify, target and close sales in the Government sectors of the AI Transportables¹ marketplace. The position will report to the VP of Sales with high visibility and frequent interaction with the executive management, 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. This individual will be a hunter and must have extensive experience and success in interacting with C-level industry executives on both strategic and program-specific topics. 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 large OEM accounts, managing Manufacturer Representatives (Reps) and facilitating internal program execution with the Product Marketing team. A successful candidate will have experience writing technical proposals, presenting technical information, and speak professionally and persuasively.

DUTIES AND RESPONSIBILITIES

Pre-Sales:

• Play a key role in the direction of the AI Transportable business inside of OSS through day-to-day execution of the business' sales strategy in the territory.
• Develops and implements strategic sales plans to accommodate region’s goals.
• Understands the business climate including industry type, growth rate, and competition in territories in which the Manager, Reps & Account Executives work.
• Identify opportunities to grow and shape the organization with the VP of Sales to best address the target markets.
• Participate with executive-level management regarding target customer business pursuits, strategies and decision making.
• Directs sales forecasting activities and sets Rep and/or Account Executive performance goals accordingly.
• Hires Reps and/or Account Executives in accordance with standards and practices.
• Supports and supervises the efforts of Reps and/or Account Executives in one or more remote offices within the specified region.
• Directs development activities and coordinates sales functions by establishing sales territories, quotas, and goals for Manager’s own sales, Account Executive sales, and Manufacturer’s Representatives’ (Reps) sales.
• Communicate potential new business opportunities and challenges with cross-functional project teams.

Sales Process:

• Work closely with Sales, Product Marketing, Operations, and Engineering teams to win strategic programs and facilitate consistent program execution.
• Ensures new business is generated in specified amounts.
• Responsible for end-to-end management of customer accounts and target opportunities to achieve the sales, margin, and growth objectives of the territory.
• Generates and develops new targeted business to meet specified sales goals.
• Create customer proposals with the Product Marketing team to win new OEM business.
• Oversees the negotiation of client contracts and work agreements.
• Oversees sales presentations to key clients in coordination with Reps and Account Executives.
• Meets with direct clients and assists with meeting Rep and/or Account Executive clients to maintain relationships, conduct negotiations and close deals.
• Maintains and nurtures existing client relationships with the largest and most complex accounts in the territory.
• Assists Reps and/or Account Executives in challenging sales situations.

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.
• Creates and monitors Reps and/or Account Executives’ training and development schedule.
• 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.

SUPERVISORY RESPONSIBILITIES

• Initially the candidate will be expected to have day-to-day responsibility managing the independent Manufacturer’s Representative firms in the territory along with the VP of Sales
• Future company growth may lead to direct supervision of direct Account Executive employees in the territory.

QUALIFICATIONS

• Minimum of 10 years of recent sales or business development experience serving Government clients with technically complex products.
• Client hunting and time management acumen to drive sales growth.
• Significant customer centric focus and a history of strong client relationships.
• Current high-level (program manager and above) contacts at 5 or more of the following organizations:

• Lockheed Martin
• BAE
• Northrop Grumman
• General Dynamics
• Boeing
• L3-Harris
• Thales
• Leidos
• Bell/Textron
• ARL
• AFRL
• NRL
• ONR

• 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.
• Ability to engage and drive programs effectively with company HQ staff members while either on-site or remote.
• US citizenship required.
• BS (or higher) in technical discipline or Business-related degree or equivalent experience; MBA preferred.
• Hybrid work environment with 3-days in the office and 2-days work from home only if equipped with a home office with closable door and limited distractions during the entire business day.
• Travel 50-60% of the time in the region including day-to-day sales calls and participation in trade shows.

PREFERRED EXPERIENCE

• Transformational sales leader, ability to identify opportunities or obstacles and work proactively to cease or resolve them. Strong experience with and understanding of problem-solving techniques.

SKILLS & QUALIFICATIONS

• Outstanding organizational, communication, interpersonal and relationship building skills.
• Ability to work well in fast paced, high dynamic environment with highly energized and knowledgeable teams.
• Ability to manage multiple initiatives concurrently.
• Ability to work well a cross-functional environment, can drive distributed and sometimes remote teams without direct reporting relationship.
• 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.
• Equally comfortable and skilled at selling to executives, engineers and purchasing agents.

COMPENSATION & BENEFITS

• Total Estimated Compensation $150,000 - $220,000 / year (base salary plus variable compensation)
• Hybrid Position
• Stock Equity
• Three weeks of PTO
• Competitive Benefits Package including Medical, Dental, and Vision
• 401K Matching
• 11 Paid Holidays

PHYSICAL DEMANDS AND WORK ENVIRONMENT

• 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, read technical information, and/or use a keyboard.
• Occasionally required to lift/push/carry items up to 25 pounds.

To apply, please contact HR here.

¹AI Transportables are defined as non-embedded, datacenter-class compute accelerators, processors and SSD storage components used in mobile edge environments for government and industrial applications.

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. 

Equal Opportunity Employer/Veterans/Disabled 

An Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.