Sr. Regional Sales Manager at LANTRONIX

Worldwide

About Lantronix Lantronix Inc. is a global leader in Edge AI and Industrial IoT solutions, delivering intelligent computing, secure connectivity, and remote management for mission-critical applications across defense, industrial, and enterprise environments. Our expanding platform spans embedded compute, AI-enabled networking, PoE infrastructure, and edge software, enabling real-time data processing and autonomous decision-making at the network edge. We power next-generation applications including robotics, smart cities, intelligent security, and NDAA-compliant unmanned systems. Job Summary The Senior Regional Sales Manager is responsible for growing sales through direct engagement with key customers in Edge AI markets. This role includes managing customers and opportunities across Europe, with a focus on Aerospace & Defense and Industrial Edge computing. The position involves building strong customer relationships, understanding customer roadmaps, building an opportunity pipeline, achieving revenue targets, and working closely with internal teams to deliver the right solutions. Job Responsibilities Direct Sales and Key Account Management * * Drive revenue growth through direct engagement with strategic end customers and OEM key accounts in Edge AI markets * Develop and execute comprehensive account plans for strategic accounts, focusing on long-term partnerships, opportunity development, and revenue achievement * Identify and close high-value opportunities, navigating complex sales cycles and engaging with technical and procurement stakeholders * Proactively identify and pursue new business opportunities within existing accounts and through targeted new customer acquisition Customer Relationship Management * * Build and maintain relationships with key customer stakeholders, including executives, technical teams, and procurement departments * Serve as a trusted advisor by providing market insights, solution recommendations, and strategic guidance * Organize and lead regular business and technical reviews with customers to ensure alignment and drive account growth Strategic Market Development * * Develop and execute regional sales strategies aligned with company goals, focusing on Edge AI markets * Monitor market trends, customer requirements, and emerging technologies to identify growth opportunities * Collaborate with internal product and marketing teams to position solutions that address customer challenges Internal Collaboration and Reporting * * Work closely with Field Application Engineers, Product Managers, and Technical Support teams * Deliver accurate sales forecasts, account plans, and progress reports * Share insights from the field to inform product development, marketing strategies, and business planning Performance Expectations * * Achieve or exceed assigned revenue and growth targets * Develop and maintain strategic account plans with clear objectives and milestones * Maintain a pipeline at least 4x target revenue * Develop and maintain a regional go-to-market strategy Education and Experience * * Bachelor’s degree in Business Administration, Engineering, or a related field * Experience in direct sales and key account management * Experience in embedded compute and OEM-focused business models * Valid driver’s license and willingness to travel frequently Qualifications and Skills * Existing contacts within European Aerospace and Defense customers * Familiarity with Edge AI and embedded compute solutions * Proven success in managing key accounts and driving sales growth * Strong commercial and technical acumen * Excellent communication, negotiation, and presentation skills in English and French * Proficiency with CRM tools and standard business software * Strong understanding of OEM business models and value proposition design * Based in Europe Preferred Qualifications * 5+ years of experience in Aerospace and Defense sales * Knowledge of IoT, embedded compute, and Edge AI technologies * Experience developing regional go-to-market strategies Location Remote, Europe (Germany, Central, or Eastern Europe preferred)