Account Manager
Tektronix · United States
- Hybrid
- Full-time
- $200,000 / year
- United States
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Job highlights
- Drive sales growth in assigned territory.
- Acquire new customers and expand accounts.
- Develop territory sales strategies.
- Meet and exceed sales targets.
- Build strong customer relationships.
About the role
Account Manager - Tektronix
Tektronix is seeking a driven and technical Account Manager to join our team. This role is crucial for driving sales growth within an assigned territory or key accounts. You will be responsible for acquiring new customers, expanding our presence in target accounts, and fostering strong, long-term relationships with stakeholders. This position combines key account management, regional business development, and proactive sales execution to increase market share and deliver exceptional customer value. If you have a proven track record in sales growth, territory development, and managing complex technical accounts, we encourage you to apply.
Key Responsibilities
Territory & Account Strategy
- Develop and execute a comprehensive territory sales strategy focused on high-potential industries, strategic target accounts, and key opportunities.
- Identify, prioritize, and pursue new customer engagements, including direct engagements and opportunities through partners, integrators, and alliances.
- Build and maintain strong, multi-level relationships with key decision-makers, engineering teams, procurement groups, and influencers across the territory.
- Create and manage account development plans outlining growth strategies, competitive positioning, and long-term business expansion opportunities.
- Serve as an industry resource, providing insights and value messaging to differentiate Tektronix's offerings.
New Business Development & Sales Execution
- Meet and exceed territory sales targets for the full portfolio of Tektronix's test & measurement solutions.
- Proactively generate leads, cultivate new relationships, and own the entire sales cycle from prospecting to closing.
- Leverage key account management principles to expand our footprint within target accounts by identifying new programs, business units, and technologies.
- Support contract and pricing negotiations to ensure mutually beneficial commercial agreements.
- Collaborate with internal cross-functional teams (engineering, operations, marketing, finance) to deliver tailored solutions.
- Maintain accurate and timely documentation of all sales activities and customer interactions within the CRM system.
Market Intelligence & Customer Advocacy
- Monitor market dynamics, customer trends, competitive activity, and emerging technologies to guide engagement decisions.
- Act as the “voice of the customer,” advocating for customer needs while balancing business priorities.
- Represent the company at industry events, conferences, and tradeshows to build brand presence.
- Provide ongoing feedback to internal teams to influence product roadmap development.
Qualifications
- Bachelor’s degree in electrical engineering, computer engineering, computer science, systems engineering, Physics, or a related field. Equivalent industry and sales experience will be considered.
- Minimum of 3 years of test & measurement sales experience with a proven track record of driving new business and managing customer accounts.
- Demonstrated ability to drive new business growth and deliver results through key account management and data-driven sales methods.
- Excellent verbal and written communication, negotiation, and problem-solving skills.
- Strong analytical skills and the ability to translate technical information into compelling customer value propositions.
- Highly organized, self-motivated, and able to manage multiple priorities in a fast-paced sales environment.
- Proficient in CRM systems (Microsoft Dynamics preferred) and Microsoft Office 365.
- Willingness to travel extensively (up to 50%) as required.
Critical Behaviors & Success Measures
- Builds trust and long-term relationships with customers and partners.
- Operates with integrity and high ethical standards.
- Anticipates and addresses customer needs proactively.
- Achieves forecast accuracy and sales growth targets.
- Delivers high customer satisfaction and account retention.
If you are a hunter and results-driven, customer-obsessed professional with a passion for electronic test and measurement, we invite you to apply for the Account Manager position at Tektronix.
Key skills/competency
- Sales Strategy
- Account Management
- New Business Development
- Sales Execution
- Market Intelligence
- Customer Advocacy
- Relationship Building
- Negotiation
- Technical Sales
- CRM Systems
Skills & topics
- Account Manager
- Sales
- Business Development
- Key Account Management
- Territory Management
- Test & Measurement
- Sales Strategy
- Customer Relationship Management
- Sales Execution
- B2B Sales
How to get hired
- Tailor your resume: Highlight your 3+ years of test & measurement sales experience, new business growth, and account management skills. Emphasize CRM proficiency (Microsoft Dynamics preferred) and your ability to meet sales targets.
- Craft a compelling cover letter: Clearly articulate your passion for electronic test and measurement and how your technical background and sales acumen align with Tektronix's needs. Mention specific achievements in sales growth and territory development.
- Prepare for technical and behavioral interviews: Be ready to discuss your sales strategies, how you build customer relationships, and your experience translating technical information into value propositions. Anticipate questions about your ability to meet forecasts and achieve sales goals.
- Showcase your understanding of Tektronix: Research Ralliant Corporation and Tektronix's mission, values, and their role in precision technology and test/measurement solutions. Demonstrate how you can contribute to their goals and build strong customer advocacy.
Technical preparation
Master test and measurement solutions.,Understand customer technical workflows.,Practice translating technical features to benefits.,Familiarize with CRM software (Dynamics).
Behavioral questions
How do you build trust with new clients?,Describe a complex technical sale you managed.,How do you proactively address customer needs?,How do you achieve sales targets consistently?
Frequently asked questions
- What is the typical sales experience required for the Account Manager role at Tektronix?
- Tektronix generally requires a minimum of 3 years of test & measurement sales experience for the Account Manager position. However, they are open to considering alternate sales experience and may make exceptions based on demonstrated industry knowledge and sales success.
- What educational background is preferred for the Tektronix Account Manager role?
- A Bachelor's degree in electrical engineering, computer engineering, computer science, systems engineering, Physics, or a similar technical field is preferred. Significant industry and sales experience can be considered as an alternative to a specific degree.
- What are the key responsibilities of an Account Manager at Tektronix?
- Key responsibilities include developing and executing territory sales strategies, identifying and pursuing new customer engagements, building multi-level customer relationships, meeting sales targets, managing the full sales cycle, and acting as a customer advocate to influence product development.
- Is travel required for the Account Manager position at Tektronix?
- Yes, extensive travel is required for this role. Candidates should be willing to travel up to 50% of the time to meet with clients, attend industry events, and manage their assigned territory effectively.
- What CRM systems does Tektronix prefer for their Account Managers?
- Tektronix prefers candidates who are proficient in CRM systems, with a preference for Microsoft Dynamics. Familiarity with Microsoft Office 365 is also expected.
- How does Tektronix approach customer relationships and advocacy?
- Tektronix emphasizes building trust and long-term relationships with customers and partners. The Account Manager acts as the 'voice of the customer,' advocating for their needs internally to influence product roadmap development and ensure high customer satisfaction and account retention.
- What is the salary range for the Account Manager position at Tektronix?
- The salary range for this sales position, inclusive of sales incentives and commissions, is between $139,900.00 and $259,900.00 annually in the local currency.
- What does Tektronix look for in terms of 'critical behaviors' for an Account Manager?
- Tektronix seeks individuals who build trust and long-term relationships, operate with integrity, proactively address customer needs, achieve forecast accuracy and sales growth targets, and deliver high customer satisfaction and account retention.
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