Senior Key Account Sales (Embedded System)

PT Advantech International; Jakarta Utara; On-site; IDR 200.000.000 - 300.000.000; Full time

Job summary

A leading technology solutions provider in Indonesia is looking for a Senior Key Account Sales professional with experience in B2B sales within embedded systems. The role involves driving growth in key accounts, converting projects into long-term design wins, and managing the sales pipeline. Candidates should have strong stakeholder management, negotiation skills, and the ability to engage effectively with technical teams. Fluency in Bahasa Indonesia and working English is required.

Qualifications

• 3-5 years in B2B key account/solution sales in Embedded/Industrial related industries.
• Ability to hold credible conversations with engineers on platform selection trade-offs.
• Must develop new opportunities inside accounts and expand wallet share.

Responsibilities

• Own key accounts end-to-end: Build account plans, map stakeholders.
• Convert projects into design-wins: Identify opportunities early and secure project commitments.
• Consultative solution selling: Balance performance, lifecycle, cost, and deployment constraints.
• Deliver clear proposals/quotations, handle negotiations and close deals.
• Align internal teams for timely samples and issue resolution.
• Track competitors’ movements and customer technology direction.

Skills

Stakeholder management

Negotiation

Communication skills

Sales pipeline management

Technical understanding

Job description

Senior Key Account Sales (Embedded System)

Advantech is the World’s No.1 Industrial PC manufacturer. We have been an innovator in the development and manufacturing of high-quality, high-performance computing platforms since 1983.

Advantech's corporate vision is to enable an intelligent planet. We are a global leader in the fields of IoT intelligent systems and embedded platforms. To embrace the trends of IoT, big data, and artificial intelligence, Advantech promotes IoT hardware and software solutions with the Edge Intelligence WISE‑PaaS core to assist business partners and clients in connecting their industrial chains. Advantech is also working with business partners to co‑create business ecosystems that accelerate the goal of industrial intelligence.

Drive growth in selected key accounts by converting customer projects into long‑term design win using Advantech’s Edge Computing platforms. This is a sales role that requires strong account ownership, disciplined pipeline management, and sufficient technical understanding to position the right solution with support from FAE/Technical team.

Key Responsibilities

• Own key accounts end‑to‑end: Build account plans, map stakeholders and drive engagement cadence
• Convert projects into design‑wins: Identify opportunities early, qualify and influence specs plus secure project commitment
• Consultative solution selling: Translate customer pain points into a recommended platform/architecture, balancing performance, lifecycle, cost, and deployment constraints
• Value‑based proposals and commercial execution: Deliver clear proposals/quotations, handling negotiations and close deals while protecting margin and project viability
• Cross‑function coordination: Align internal teams to ensure timely samples, proof‑of‑concepts, and issues resolution
• Market Intelligence: Track key competitors’ movement, pricing pressure and customer technology direction to adjust strategies

Requirements (Must‑have)

• 3-5 years in B2B key account/solution sales in Embedded/Industrial related industries
• Able to hold credible conversations with customer engineers on topics like platform selection trade‑offs, interfaces, OS compatibility, lifecycle/industrial requirements – not required to be an engineer, but must be able to learn quickly and work effectively with FAE
• Proven ability to hunt + farm: develop new opportunities inside accounts and expand wallet share
• Strong stakeholder management, negotiation and communication skills (Bahasa Indonesia + Working English)
• Self‑driven, structured and comfortable operating independently with clear targets

Preference (Nice‑to‑have)

• Experience selling into transportation, Edge AI, and compute platform selection with target customers