Senior Director, OEM Sales

LOCATION: EMEA, remote

THE ROLE:

The Senior Director, OEM Sales | OT/IoT (m/f/d) is an individual contributor role responsible for driving IGEL's sales strategy, execution, and growth of OT (operational technology) and IoT (Internet of Things) solutions, while focusing on targeted OEMs. This role requires a dynamic sales leader with deep technical knowledge of how to integrate IGEL applications into customer architectures. Our role also requires knowledge of the OT/IoT landscape and a deep understanding of OT integration.  The incumbent should know how to expertly build sales pipelines and have the ability to foster strong client relationships. The position involves collaborating with cross-functional teams to ensure IoT solutions are well-positioned in the market and align with customer needs. The role will focus on achieving revenue targets, expanding market share, and establishing the company as a leader in IoT solutions. 

TASKS AND RESPONSIBILITIES:

Sales Strategy Development

• Develop and implement an OT/IoT sales strategy, including go-to-market plans, target customer segments, and competitive positioning.
• Drive revenue growth by identifying new business opportunities and expanding existing accounts.
• Establish sales targets and key performance metrics, ensuring alignment with the overall business strategy.
• Represent the company at industry events, conferences, and forums, positioning the organization as a leader in IoT sales.

Customer Relationship Management

• Build and maintain strong relationships with key customers, acting as a trusted advisor on OT/IoT solutions and services.
• Engage with C-level executives to identify customer pain points, articulate the value of OT/IoT solutions, and close large-scale deals.
• Ensure customer satisfaction and develop long-term partnerships to drive recurring revenue.
• Work with sales leaders to establish and optimize the sales process, from lead generation through to closing, ensuring efficiency and scalability.

Market Expansion & New Business Development

• Identify and prioritize new market opportunities for IoT products and services across different verticals (e.g., smart cities, industrial, healthcare, retail).
• Develop and execute IoT sales strategies for entering new geographic regions and industries.
• Conduct market analysis and competitive assessments to refine the value proposition for OT/IoT solutions.
• Leverage CRM tools to track pipeline development, sales activities, and performance metrics.

Collaborative Partnerships

• Work closely with marketing, product management, and engineering teams to ensure OT/IoT solutions meet customer needs and market demands.
• Collaborate with technology partners, system integrators, and distributors to drive joint sales efforts and expand market reach.
• Negotiate and manage strategic partnerships and alliances that enhance the company's OT/IoT offerings.

Revenue & Financial Management

• Own the OT/IoT sales P&L, setting and managing sales forecasts, budgets, and resources to ensure revenue targets are met.
• Develop pricing models, sales incentives, and discount structures in collaboration with finance and product teams.
• Provide regular sales performance reports to the executive team, identifying areas for improvement and growth.

EXPERIENCE AND QUALIFICATIONS:

• Bachelor's degree in business, engineering, information technology, or a related field (MBA or advanced degree preferred)
• 10+ years of sales leadership experience, with a strong track record of success in enterprise sales, particularly in IoT or related technologies
• Proven experience managing sales teams and driving substantial revenue growth
• Prior success managing and facilitating OT integrations with OEMs 
• Deep understanding of IoT ecosystems, platforms, devices, and their application across industries
• Strong knowledge of the sales landscape, with experience in multiple regions (e.g., Americas, EMEA, APAC)

Requirements

• Demonstrated ability to close multi-million-dollar deals with global enterprises and Fortune 500 companies, such as Honeywell, GE, Rockwell, Schneider, Siemens, Stryker, Philips, among several other top companies in the industrial, ATM and medical devices sectors
• Demonstrated understanding of the End-User Compute (EUC) ecosystem and technology relevant to IGEL software and solutions
• Strong negotiation and influencing skills at the executive level
• Excellent leadership and team-building capabilities, with the ability to inspire and drive high-performance teams
• Ability to manage and forecast large, complex sales pipelines across diverse markets
• Strong communication, presentation, and relationship-building skills
• Willingness to travel extensively (up to 50%) to meet with customers and manage sales operations

Interested? Apply now via our online applicant portal

Please note that we are unable to hire applicants residing in countries outside our legal entities' countries. Please note that IGEL does not currently have a sponsorship license and is regrettably unable to offer sponsorship. 

We celebrate tolerance and diversity, and we are committed to building teams that represent a variety of backgrounds, skills and perspectives.

IGEL is an equal opportunity employer and makes employment decisions on the basis of merit. We want the best available person in every job. Our policy prohibits unlawful discrimination based on color, creed, sex, religion, marital status, age, national origin or ancestry, physical or mental disability, medical condition, sexual orientation, or any other consideration made unlawful by federal, state or local laws.

Additional information

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