International Channel Sales / Strategic Account Manager

Company: One Stop Systems, Inc. (NASDAQ: OSS)

Headquarters Location: Escondido/San Diego, CA

Why Join Us? At One Stop Systems, we are committed to innovation and excellence. Join our team and contribute to cutting-edge projects in a dynamic and supportive environment.

Company Overview:

One Stop Systems, Inc. (Nasdaq: OSS) is a San Diego-based publicly traded technology company and global leader in enterprise class compute solutions for AI/ML, sensor fusion, and autonomy at the demanding ‘edge.’ OSS designs and manufactures the highest performance compute and storage products that enable these rugged AI, sensor fusion and autonomous mobile capabilities without compromise. These hardware and software platforms bring the latest enterprise class 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 rugged and compact products are used across multiple industries and applications, including commercial autonomous applications, as well as aircraft, drones, ships, and vehicles within the defense industry.

The company has annual sales in excess of $40 million, is profitable, cash flow positive, enjoys a solid cash position without domestic debt and has target growth plans in excess of 20% a year. Our markets have significant tail winds 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 pull within the commercial segment. The market opportunity for OSS types of products is expected to grow to over $2 billion in size.

Compensation & Benefits:

Total Estimated Compensation $135,000 - $185,000 / year (base salary plus variable compensation)
Escondido/San Diego, CA Hybrid or Remote
Potential for Stock Equity
401K Matching
Competitive Benefits Package including Medical, Dental, and Vision
Three weeks of PTO
11 Paid Holidays

Position Overview: As the Channel Sales / Strategic Account Manager you will have direct responsibility to identify, target and close International sales in the Commercial and Industrial sectors of the oil and gas, mining, construction, agriculture, life sciences and healthcare marketplace and the AI Transportables marketplace as well as grow OSS branding through authorized Channel Partners. The position will report to the Director of Commercial 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 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.

Reporting Relationships:

The International Channel Sales / Strategic Account Manager to the Director of Commercial Sales.

Duties and Responsibilities:

Responsible for technical understanding, selling and providing training on company products and increasing brand recognition through authorized resellers/channels internationally with specific focus on Data Center Class Edge computing with an initial focus on United Kingdom, Australia, and Asia Pacific Regions.
Achieve territory sales goals and quotas on a yearly basis. Responsible for cradle to grave management of global target opportunities to achieve the sales, margin and growth objectives. Generates and develops new targeted business to meet specified sales goals.
Be actively involved in the design and articulation of proposed technical solutions by writing client proposals and communicating business opportunities and challenges with cross-functional project teams.
In synergy with CSMO and Director of Commercial Sales, identify opportunities to grow and shape the organization to best address the target markets. Help identify future needs to accomplish the company goals. Participate with executive-level management regarding target customer business pursuits, strategies and decision making.
Participate as the primary client interface and account manager focused on developing relationships with the client and acting as a source of trusted technology information. Provide information feedback in this role to the OSS executive-level management for future product and technology development.
Work closely with Sales, Business Development, Product Marketing, Operations, and Engineering teams to win strategic programs and facilitate consistent program execution. Develop and encourage target customer and industry information sharing and more informed decision making within and across multiple business units and departments.
Communicate required company metrics, sales and product forecast, call reports and provide metrics analysis through extensive daily use of the CRM and ERP systems to drive customer and channel programs into profit generating programs.

Qualifications:

Minimum of 5 years of recent sales or business development experience serving commercial and industrial 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.
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 is required due to security clearance requirements for this role.
BS (or higher) in technical discipline or Business-related degree; MBA preferred

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.

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.

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.
Ability to travel domestically and internationally up to 40% of the time.

Physical Demands:

Occasionally required to stand.
Occasionally required to walk.
Occasionally required to sit.
Occasionally required to climb, balance, bend, stoop, kneel or crawl.
Continually required to utilize hand and finger dexterity.
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.

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.

¹ AI 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.