Rugged Solutions Sales & Partnerships Leader

Juniper Systems; Logan (UT); On-site; USD 90,000 - 140,000; Full time

Job summary

Juniper Systems in Logan, Utah seeks a Technical Business Development Specialist to grow revenue for rugged handheld computing by identifying, qualifying, negotiating, and closing new opportunities including OEM and enterprise solutions.

You will collaborate with sales, marketing, product management, and engineers to translate customer needs into viable solutions, drive pricing and proposals, and provide market intelligence to shape product roadmaps and go-to-market plans.

Qualifications

• Five+ years of experience in technical business development, sales engineering, applications engineering, or OEM hardware/software sales with complex requirements.
• Ability to translate workflows, environments, integration requirements, and business constraints into product/solution requirements.
• Experience in technical B2B sales, OEM sales, or solution selling in rugged computing, mobile hardware, or field data collection markets.

Responsibilities

• Prospect for new customers and applications in rugged handheld computing markets to support revenue targets.
• Develop and manage a pipeline of direct, OEM, channel, and strategic account opportunities via outbound activity, trade shows, and leads.
• Conduct customer discovery to identify workflow requirements, technical needs, deployment conditions, decision makers, and business drivers.
• Lead complex opportunities requiring product customization, OEM engagement, and large-account coordination.
• Collaborate with product management/engineering to define requirements and support development of technical solutions.
• Translate market feedback into input on product requirements, competitive positioning, and roadmap priorities.
• Prepare customized quotations, pricing models, ROI analyses, and business cases aligned with profitability expectations.
• Coordinate internal resources and customer communications to move opportunities through qualification, proposal, negotiation, contract, and close.
• Develop preliminary feasibility assessments, solution concepts, NRE estimates, schedules, risks, and acceptance criteria for customized opportunities.
• Negotiate commercial terms, partner agreements, and supply/sales arrangements with leadership and stakeholders.
• Support onboarding of new customers through contract execution and transition to the appropriate sales account manager.
• Present market trends, customer needs, competitive activity, and opportunity status to leadership and teams.
• Build long-term relationships with key customers, partners, and industry contacts to strengthen Juniper's position for future programs.

Skills

Technical sales

OEM sales

Solution selling

CRM usage

Cross-functional collaboration

Tools

CRM systems

MRP/ERP

Microsoft Office

Job description

Juniper Systems in Logan, Utah seeks a Technical Business Development Specialist to grow revenue for rugged handheld computing by identifying, qualifying, negotiating, and closing new opportunities including OEM and enterprise solutions.

You will collaborate with sales, marketing, product management, and engineers to translate customer needs into viable solutions, drive pricing and proposals, and provide market intelligence to shape product roadmaps and go-to-market plans.