Mechatronics Sales Lead

BlackBerry Inc.; Cary (NC); Remote; USD 101,000 - 161,000; Full time

Benefits offered by this job

Health & Life Benefits

401k Savings Plan

Employee Stock Acquisition Plan

11 paid holidays

Parental Leave

Job summary

ABB's B&R Industrial Automation seeks a Mechatronics Sales Lead to expand System Integrators and Mechatronics sales across the Americas. You will develop and execute regional channel strategies, recruit partners, and drive revenue growth focused on orders, margin, and customer satisfaction.

The role is remote with preference for the Eastern or Central US, reports to the Director of Sales - North America, East, and requires travel up to ~50% in North America.

Qualifications

• Bachelor's degree (Engineering focus preferred)
• 8+ years of relevant experience in sales strategy, channel management, partner development, channel enablement or similar
• Experience with System Integrators, automation technologies and mechatronics preferred
• Applicants must have account management, analytical thinking, negotiation and sales enablement skills
• Willingness to travel ~50% in North America and work in the US without sponsorship

Responsibilities

• Define and execute regional channel sales strategies for System Integrators and Mechatronics.
• Develop strategic account plans to improve sales processes and channel effectiveness.
• Identify, recruit, and manage channel partners and key decision-makers.
• Lead partner performance management, forecasting, and enablement through training and resources.
• Negotiate pricing and contracts while managing technical and business risk.

Skills

Sales strategy

Channel management

Partner development

Executive communication

Sales enablement

Education

Bachelor's degree (Engineering focus preferred)

Job description

At ABB, we help industries run leaner and cleaner—and every person here makes that happen. You’ll be empowered to lead, supported to grow, and proud of the impact we create together. Join us and help run what runs the world. This position reports to: Director of Sales - North America, East. The Mechatronics Sales Lead for B&R Industrial Automation will develop and maintain a highly effective sales channel strategy focused on expanding System Integrators and Mechatronics sales for the Americas Region to improve B&R's market penetration and realize its growth aspirations. The Sales Lead will plan and ensure the execution of the regional sales strategy to achieve both qualitative and quantitative targets for the assigned channels and products in a profitable way, with a focus on orders, revenues, growth, margin, market share, sales productivity, and customer satisfaction. This position will monitor assigned channel and product performance proactively, ensuring development and implementation of corrective actions to secure business growth when and where needed. Also responsible for leading, developing, and coaching the related Channel Sales organization within scope.

The work model for the role is: Remote (preference for Eastern or Central region in the United States) {#LI-Remote}

Your Role and Responsibilities

• Define and execute regional channel sales strategies for System Integrators and Mechatronics, leveraging market insights and customer buying behaviors to drive growth.
• Develop strategic account plans and lead initiatives that improve sales processes, tools, and channel effectiveness across a national territory.
• Identify, recruit, develop, and manage channel partners while building strong relationships with key System Integrators and decision-makers.
• Lead channel partner performance management, forecasting, and enablement through training, technical resources, and self-service sales tools.
• Identify customer needs, recommend technically viable solutions, and deliver value-based presentations to secure new business and expand existing accounts.
• Negotiate pricing, contracts, and commercial agreements while managing technical and business risk.
• Ensure an exceptional customer experience by supporting engagements from opportunity development through post-sale execution.
• Foster a collaborative, growth-oriented culture focused on continuous improvement and business development.

Qualifications for the Role

• Bachelor's degree (Engineering focus preferred) and 8+ years of relevant experience in sales strategy, channel management, partner development, channel enablement or similar; equivalent work experience will be considered in lieu of degree
• Prior experience with System Integrators, automation technologies and mechatronics highly preferred
• Applicants must have proven account management, analytical thinking, new prospect identification and prequalification, negotiation and sales enablement skills
• Strong communication skills and executive presence
• Preferred: Contracts and risk management capabilities, market research, existing B&R product knowledge and workflow automation awareness
• Must possess a valid passport with no barriers to Domestic and International travel (~50% in North America primarily); applicants must be eligible to work permanently in the United States without sponsorship

Benefits

• Competitive, comprehensive, and crafted with you in mind
• Health, Life & Disability Choice between two medical plan options: A PPO plan called the Copay Plan OR a High-Deductible Health Plan (with a Health Savings Account) called the High-Deductible Plan.
• Choice between two dental plan options: Core and Core Plus Vision benefit
• Company paid life insurance (2X base pay)
• Company paid AD&D (1X base pay)
• Voluntary life and AD&D – 100% employee paid up to maximums
• Short Term Disability – up to 26 weeks – Company paid
• Long Term Disability – 60% of pay – Company paid
• Ability to "buy-up" to 66 2/3% of pay.
• Supplemental benefits – 100% employee paid (Accident insurance, hospital indemnity, critical illness, pet insurance)
• Parental Leave – up to 6 weeks
• Employee Assistance Program
• Health Advocate support resources for mental/behavioural health, general health navigation and virtual health, and infertility/adoption
• Employee discount program
• Retirement 401k Savings Plan with Company Contributions
• Employee Stock Acquisition Plan (ESAP)
• Time off ABB provides 11 paid holidays.
• Salaried exempt positions are provided vacation under a permissive time away policy.
• While base salary is determined by things such as the successful applicant’s qualifications and experience, this position is expected to pay between $100,500 and $160,800 annually and is bonus eligible.

ABB is an Equal Employment Opportunity and Aff…

All qualified applicants will receive consideration for employment without regard to their- sex (gender identity, gender expression, sexual orientation), marital status, citizenship, age, race and ethnicity, inclusive of traits historically associated with race or ethnicity, including but not limited to hair texture and protective hairstyles, color, religious creed, national origin, pregnancy, physical or mental disability, genetic information, protected Veteran status, or any other characteristic protected by federal and state law. For more information regarding your (EEO) rights as an applicant, please visit the following websites: https://www.eeoc.gov/sites/default/files/2023-06/22-088_EEOC_KnowYourRights6.12ScreenRdr.pdf

As an Equal Employment Opportunity and Aff…

Applicants may request to review the plan of a particular ABB facility between the hours of 9:00 A.M. - 5:00 P.M. EST Monday through Friday by contacting an ABB HR Representative at 1-888-694-7762.

Protected Veterans and Individuals with Disabilities may request a reasonable accommodation if you are unable or limited in your ability to use or access ABB's career site as a result of your disability. You may request reasonable accommodations by calling an ABB HR Representative at 1-888-694-7762 or by sending an email to [e-mail].

Why ABB

Working at ABB gives you the opportunity to contribute to a healthier and more prosperous world. Add to your story by joining a passionate team, focused on pushing the boundaries of technology to drive performance, shape new business models and find new ways of working that benefit our customers, partners and society. We want you to be proud of being part of ABB.

We care

At ABB, we care about our people and their stories. We create safe, fair, equitable and inclusive working environments in which our people can succeed and develop, regardless of gender, ethnicity, sexual orientation or cultural, religious or social background. Diverse teams make us stronger. ABB is also committed to a high standard of integrity in everything we do.

We grow

We help our people succeed and develop, and we empower them to create their own careers at ABB. Our benefits, reward and development programs encompass a wide array of offerings.

B&R offers an excellent opportunity to work for an international company with a great reputation. You will be part of a fun, dynamic team, focused on providing support to our sales teams. In preparation for the role, B&R offers an intensive training program that includes product knowledge, logistics processes, and sales support tools and resources.

B&R Industrial Automation is a leading developer and manufacturer of control systems for the industrial automation market. The company was founded in 1979 in Eggelsberg, Austria, and specializes in a complete range of innovative Programmable Controllers, Industrial PC's, Operator Interfaces, Servo Drives and Motion Control products. The North American subsidiary, B&R Industrial Automation Corp., was founded in 1987 in Roswell, GA, and is responsible for all North American sales activities, as well as supporting our customers with engineering and technical expertise. B&R North America is also supported by our regional offices in Chicago, IL; Los Angeles, CA; Boston, MA; and Milwaukee, WI; as well as Toronto and Montreal in Canada. In addition, B&R goes to market through our automation partners, a distribution network consisting of independent companies, each with an exclusive B&R sales territory. B&R has over 4,000 employees worldwide and more than 200 sales offices in 70 countries.

In June 2017, B&R was acquired by Asea, Brown, and Boveri (ABB), a worldwide technology leader based in Switzerland with over 132,000 employees and over $32B in annual sales.