Director, Strategic and OEM Sales

Vontier - Lansing, MI

Full-time - Senior

Lansing, MI

Transportation Equipment Manufacturing

About the position

The Director of Strategic and OEM Sales at Teletrac Navman is responsible for generating new business and revenue by identifying and closing opportunities with large fleets across North America. This role involves proactive outreach, relationship building, and consistently meeting sales targets to position the company as a preferred platform in the telematics industry.

Responsibilities

• Find, develop and close new platinum level business opportunities across the US and North America.
• Close multiple new Strategic customers quarterly.
• Consistently achieve monthly and sales revenue quotas.
• Cultivate Strategic and OEM opportunities and translate technical information to customers by analyzing market trends, customer needs, and competitor activity.
• Develop customized sales strategies for accounts using account-based marketing techniques.
• Define and execute strategic sales plans to meet and exceed quotas through prospecting, qualifying, managing, and closing sales opportunities.
• Develop, manage and accurately report on sales pipeline, forecasting revenue and provide regular updates to senior management.
• Keep accurate and current records in SalesForce.com.
• Build, nurture, and expand long-term relationships with high-level executives, including C-suite and Senior VP leaders, by providing Telematics solutions.
• Oversee and coordinate project management for all sales cycle activities and service implementation efforts, ensuring seamless alignment between sales and service teams to meet customer needs and project timelines.
• Lead the negotiation and execution of Master Service Agreements (MSAs) with strategic partners, ensuring compliance with legal and favorable terms that align with company objectives.
• Learn and apply tools and principals of the Vontier Business System (VBS).
• Collaborate with internal teams, including marketing, product, and customer success, to ensure customer satisfaction and retention.
• Engage with the family of Vontier businesses to drive leads to and from sister sales organizations.

Requirements

• High school diploma, GED or equivalent required.
• 5+ years of Enterprise software sales, technical sales and market experience.
• 4+ years of Strategic Sales experience desired, particularly in Telematics, SAAS, IAAS, or Cloud-Based solutions.
• Demonstrate expertise in solution-based sales and strategic consulting for business development.
• Must be able to spend 50%+ time calling strategic prospects.
• Proven track record of demonstrating a proactive, hunter mentality, with a strong ability to generate leads, build and maintain a robust network, and consistently drive results in closing deals and exceeding targets.
• Strong presentation skills with the ability to lead demonstrations.
• Must be highly self-motivated, results driven with excellent time management skills.
• Skilled at developing collaborative relationships with team members, colleagues, and customers.
• Strong understanding of a competitive landscape and closing complex sales cycles in competitive markets.
• Ability to work well on an independent basis with strong organizational skills.
• Strong interpersonal, verbal, and written communication skills.
• Working knowledge of SalesForce.com, SalesLoft, and Chorus.

Nice-to-haves

• Relationships with vertical associations.

Benefits

• Flexible remote and in-person work options.
• Open-space work environment.