PCTEL

Purpose:

The Technical Sales Account Manager is a customer-facing sales and technical advisor responsible for growing revenue, expanding strategic relationships, and identifying new business opportunities across assigned accounts and territories. This role partners with OEMs, resellers, integrators, and end customers to understand business and technical needs, position solutions effectively, and deliver a strong customer experience from discovery through post-sale follow-up.

The ideal candidate combines consultative selling, technical curiosity, disciplined pipeline management, and strong cross-functional collaboration to help customers solve connectivity, RF, IoT, and wireless networking challenges.

Duties and Responsibilities:

• Own and achieve assigned sales targets by developing existing accounts and creating new revenue opportunities across assigned customers and territories.
• Build trusted relationships with OEMs, resellers, integrators, service partners, and end customers by understanding their technical requirements, business priorities, and buying processes.
• Develop, manage, and progress a healthy pipeline of qualified opportunities through disciplined prospecting, account planning, forecasting, and follow-up.
• Create and execute strategic account plans that identify growth opportunities, key stakeholders, competitive dynamics, and actions required to expand account penetration.
• Lead consultative sales conversations, product demonstrations, presentations, proposals, and responses to RFIs, RFPs, and related customer requests.
• Clearly communicate the company’s value proposition and recommend solutions that align with customer needs, technical requirements, and commercial objectives.
• Partner with Sales, Product Management, Engineering, Marketing, Operations, and leadership teams to coordinate customer requirements, solution positioning, and execution support.
• Provide market, customer, and competitive feedback to Product Management and Engineering to help inform roadmap priorities and product enhancements.
• Maintain accurate account, opportunity, activity, and forecast information in Salesforce and other required business systems.
• Prepare sales reports, business updates, and customer communications as needed to support performance visibility and decision-making.
• Support contract discussions and commercial negotiations in partnership with sales leadership and other internal stakeholders.
• Represent the company at customer meetings, trade shows, conferences, and industry events.
• Stay current on company products, wireless industry trends, competitive offerings, and customer use cases to support effective selling and customer engagement.
• Follow up with customers to support satisfaction, adoption, renewal potential, and long-term relationship growth.
• Perform other related duties and special projects as assigned.

Physical Requirements

• Regularly uses a keyboard to interact with computer system
• Regularly stands for extended periods of time
• Regularly proofreads and/or reviews documents
• Regularly communicates verbally and in writing
• Travel up to 50% per month
• Regularly lifts over 25 lbs

Skills and Qualifications

• Bachelor’s degree in Engineering, a related technical field, or equivalent combination of education and relevant experience.
• Two or more years of professional experience in technical roles, including engineering, product management, RF/network engineering, telecom, wireless, IoT, or a related technical environment.
• Experience designing, specifying, selling, or supporting RF hardware or wireless connectivity solutions.
• Ability to communicate effectively with technical managers, engineers, directors, executives, channel partners, and customer decision-makers.
• Working knowledge of wireless technologies such as 4G/5G, Wi-Fi, RF hardware, GNSS, routers, modems, access points, wireless sensors, or related connectivity solutions.
• Ability to generate and follow up on sales leads from marketing campaigns, trade shows, channel activity, referrals, and targeted outbound prospecting.
  Preferred Qualifications
• Proficiency with Microsoft Office, Salesforce, internet research, AI tools, virtual collaboration tools, and accurate CRM documentation.
• Strong verbal, written, presentation, negotiation, and interpersonal communication skills.
• Ability to manage confidential information with discretion and professionalism.
• Comfortable working independently in a remote environment while collaborating closely with cross-functional teams.
• Organized, accountable, and disciplined in pipeline management, forecasting, follow-through, and customer communication.

Success in this role is measured by achievement of assigned revenue and margin targets, growth of qualified pipeline, forecast accuracy, customer retention and expansion, timely use of sales systems, and effective coordination with internal teams to advance customer opportunities.

Disclaimer
The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification; they are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of personnel so classified.