Emerson
Sales Manager (IPC Programs)
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About the Role
You are a proactive, high-energy hunter who wins new logos and expands strategic accounts in the industrial computer space. Combining deep technical expertise with relentless consultative selling, you position our rugged Industrial PCs, embedded systems, and tailored IPC platforms as the superior choice for OEMs, machine builders, system integrators, and end-users.
From cold outreach to closed-won, you own the full sales cycle: penetrating complex organizations, uncovering hidden technical and business requirements, challenging specifications early in the design phase, and driving six- to seven-figure opportunities to success. Partnering closely with Engineering and Product Management, you transform customer challenges into customized, future-proof hardware solutions that deliver clear ROI, maximum uptime, and competitive advantage.
This is a front-line growth role for a resilient, technically sharp sales professional who thrives on opening doors, displacing incumbents, navigating multi-level buying committees, and consistently exceeding ambitious targets in the fast-moving Industry 4.0 market.
We look forward to seeing your application!
In This Role, Your Responsibilities Will Be:
- Proactively hunt and acquire new customers in target industrial segments for primarily Industrial PCs (IPC’s) as well as embedded computer systems.
- Identify, qualify, and penetrate strategic accounts; uncover and analyze customer-specific technical requirements (performance, interfaces, ruggedization, certifications, form factors, environmental conditions).
- Lead discovery meetings, technical workshops, and in-depth requirement assessments to shape customer needs early in the buying cycle.
- Drive the creation of tailored solution concepts and product adaptations in close, agile collaboration with Product Management, Engineering, and Manufacturing.
- Develop and present winning solution proposals, system architectures, and high-impact technical presentations together with internal experts.
- Actively guide customers through prototype builds, evaluation units, testing, and approval phases to accelerate decision-making and shorten sales cycles.
- Build and expand long-term, trust-based relationships with technical influencers, specifiers, and commercial decision-makers.
- Continuously monitor market trends, competitor moves, and emerging technologies in IPCs, embedded computing, and Industry 4.0 to identify new hunting opportunities.
- Aggressively manage and grow a high-velocity pipeline, deliver accurate forecasting, and drive contract negotiations to consistent, above-quota deal closure.
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Who You Are:
You are detail-oriented, results-driven, and capable of thriving in a dynamic, multitasking environment. You are passionate about quality and possess strong analytical and problem-solving skills to enhance production processes and ensure customer satisfaction.
For This Role, You Will Need:
- Bachelor’s or master’s degree in electronic engineering, Computer Science, Mechatronics, Industrial Engineering, or a related technical discipline (or equivalent technical experience).
- Several years of successful hunter experience in technical B2B sales, ideally within Industrial PCs, embedded systems, or similar industrial solutions.
- Proven track record in consultative/solution selling of complex technical products and engineered solutions.
- Demonstrated success winning and expanding business with OEMs, machine builders, system integrators, and industrial end-users.
- Strong technical expertise in Industrial PCs and embedded computing, including:
- Industrial PC form factors (Box PC, Panel PC, Rackmount, Embedded/Boxless, DIN-rail)
- Processor architectures (x86, ARM)
- Memory, storage, and expansion technologies (DDR4/5, ECC, MRAM, NVMe, SATA, M.2, PCIe)
- Industrial interfaces and fieldbus protocols (EtherCAT, PROFINET, PROFIBUS, CANopen, Modbus, OPC UA)
- Ruggedized hardware and environmental certifications
- Operating systems and platforms (Windows IoT, Linux, RTOS, Hypervisors)
- Solid understanding of automation and edge computing ecosystems:
- IPC-based control architectures
- IIoT / Industry 4.0 concepts
- Edge gateways and industrial communication protocols (MQTT, Sparkplug, REST API)
- Industrial networking fundamentals (TSN, VLANs, redundancy, cybersecurity basics)
- Ability to translate customer requirements into technical solutions, product configurations, BOMs, and engineering change requests.
- Ability to interpret and challenge technical specifications, engineering drawings, and compliance documentation.
- Experience using CRM systems (Salesforce, HubSpot, or similar) and Microsoft 365.
- Strong business-level English communication skills.
- Excellent communication, presentation, negotiation, and consultative selling skills.
- Proven ability to engage stakeholders at all levels, from engineers to executive leadership.
- Strong customer-focus, discovery, needs analysis, and business case development skills.
- Self-driven hunter mindset with demonstrated ability to develop new business opportunities and achieve sales targets.
- Ability to travel extensively (50-75% of the time).
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Preferred Qualifications that Set You Apart:
- Knowledge of industrial software/tools such as Docker, Node-RED, Grafana, InfluxDB, and databases.
- Basic programming/scripting skills (Python, JavaScript, C/C++).
- Additional European languages (German, French, Spanish, Italian, etc.).
- Existing network within OEMs, system integrators, or industrial accounts.
- Previous experience with competitors (Advantech, Beckhoff, Siemens, Schneider Electric, etc.) or technology suppliers (Intel, AMD, NXP, Renesas, etc.).
- Entrepreneurial mindset with strong problem-solving and cross-functional collaboration skills.
Our Culture & Commitment to You
At Emerson, we prioritize a workplace where every employee is valued, respected, and empowered to grow. We foster an environment that encourages innovation, collaboration, and diverse perspectives—because we know that great ideas come from great teams. Our commitment to ongoing career development and growing an inclusive culture ensures you have the support to thrive. Whether through mentorship, training, or leadership opportunities, we invest in your success so you can make a lasting impact. We believe diverse teams working together are key to driving growth and delivering business results.
At Emerson, we recognize the importance of balancing professional achievement with personal well-being. We offer a supportive and flexible work environment where individual contributions are valued and continuous learning is encouraged. Through development programs, mentoring opportunities, employee resource groups, and global collaboration, we help our people build meaningful careers while making a positive impact on customers, communities, and the industries we serve. We welcome applications from candidates with diverse backgrounds, experiences, and perspectives, and we are committed to creating an inclusive workplace where everyone can thrive.
For Italy: Our compensation philosophy is simple: we pay a competitive base salary, within the local market in which we operate, and reward performance during our annual merit review process. The total compensation salary range for this role is 68.700 to 127.500 EUR annually, commensurate with the skills, talent, capabilities, and experience each candidate brings to a role.
For roles covered by a collective bargaining agreement, the applicable salary range and pay structure are set by that agreement, including how pay levels and progression are defined (CCNL Metalmeccanici — [https://www.assolombarda.it/servizi/assistenza-sindacale/informazioni/informazioni/ccnl-metalmeccanici])
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