Key Account Manager (West Coast)

Tek AMR - Account Manager

Candidates must be able to locally travel in the Bay area or SoCal.

Our Americas Sales Organization has a culture that is collaborative and inclusive of others’ thoughts and ideas. We are customer obsessed in our daily work, and continuously strive to provide high quality support and engagement to our customers by building and encouraging close partnerships. We are people focused and always looking for opportunities to develop and solve problems that help the business, customers, and our own team members!

Position Summary

A Tektronix Account Manager is responsible for driving sales growth across an assigned geographic territory and/or set of named accounts by acquiring new customers, expanding penetration within targeted accounts, and nurturing long-term relationships with key stakeholders. This role blends key account management, regional business development, and proactive sales execution to increase market share and deliver exceptional customer value.  The ideal candidate is a technical, detail-oriented, self-driven sales professional with a proven track record of growing sales, territory development, and managing complex technical accounts.

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 within the assigned territory, including both direct engagements and opportunities through prime contractors, strategic partners, system integrators, and industry 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 that outline growth strategies, competitive positioning, and long-term business expansion opportunities.
• Serve as an industry resource, providing insights and use value messaging to drive thought leadership to differentiate our offerings in the customer’s workflow.

New Business Development & Sales Execution

• Meet and exceed territory sales targets for the full portfolio of Tektronix’ test & measurement solution offerings.
• Proactively generate leads, cultivate new relationships, and own the entire sales cycle from prospecting and qualification to proposal development, negotiation, and close.
• Leverage key account management principles to expand our footprint within target accounts by identifying and engaging new programs, business units, applications, and technologies.
• Support contract and pricing negotiations to ensure mutually beneficial commercial agreements align with company objectives.
• Collaborate with internal cross-functional teams (engineering, operations, marketing, finance) to deliver tailored solutions and maximize customer value.
• Maintain accurate and timely documentation of all sales activities, funnel updates, 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 and maximize return on investment.
• Act as the “voice of the customer,” advocating for customer needs while balancing business priorities and operational capabilities.
• Represent the company at industry events, conferences, and tradeshows to build brand presence and cultivate new relationships.
• Provide ongoing feedback to internal teams to influence product roadmap development priorities, feature enhancements, and availability timing.

Qualifications

• Minimum of 5 years test & measurement sales experience with a proven track record of driving new business and managing customer accounts.  Alternate sales experience will be considered.

• Bachelor’s degree in electrical engineering, computer engineering, computer science, systems engineering, Physics, or similar.  Exceptions are available based on industry and sales experience.

   

• Demonstrated ability to drive new business growth and deliver results through key account management and process-oriented, 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 the ability 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.

   

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