The Role
Regional sales leader responsible for acquiring new customers and expanding existing accounts for cellular, M2M, IoT, mobile gateway, and managed connectivity solutions. Owns hardware and recurring revenue growth, leads complex technical and business sales cycles, develops channel and carrier partnerships, manages regional sales plans, conducts presentations and account reviews, maintains CRM reporting, and supports trade shows and marketing initiatives. Requires substantial networking, SaaS, managed services, and channel sales experience with travel up to 50%.
Summary Generated by Built In
About Digi
Digi International (Digi) is a leading global provider of mission-critical and business-critical cellular, machine-to-machine (M2M) and Internet of Things (IoT) connectivity products and services. We help our customers create next generation connected products, deploy, and manage critical communications infrastructures in demanding environments. Our embedded modules and off-the-shelf routers, gateways and network products, and managed connectivity services are designed for relentless reliability and deliver unquestioned performance and security. Our cloud-based software and professional services help customers put their connected products and assets to work across a broad range of mission-critical industry applications. Founded in 1985, we have helped our customers connect over 100 million things and growing.
Position
As a Regional Sales Manager, you will hunt and develop new FWA, Mobile Gateway, M2M and IoT opportunities through new customer acquisitions while enhancing current customer relationships through account management and new project / opportunity creation. Your focus will be selling the value propositions of Digi Cellular and Managed Connectivity Solutions to end user accounts, typically speaking with OT, IT, Security, and AI teams. This is a complex, multi-stakeholder sale: you will build consensus across technical and business buyers and lead them to a decision. To achieve success, you will need to execute a regional sales plan developed with industry-proven sales methodologies that will leverage various Digi’s channel ecosystem pieces (distributors, value added resellers, system integrators, alliance partners and carriers) to extend your sales influence and reach.
What We Offer
This exciting position is accountable for managing and growing both the hardware and recurring (managed connectivity / Digi Remote Manager) revenue in the assigned region. Digi International offers a distinctive Total Rewards package including new hire stock award, paid parental leave, open (uncapped) PTO, and a hybrid work environment in addition to our competitive medical, health and wellbeing, and compensation offerings.
What You Will Do
• Daily NEW customer prospecting and development efforts.
• Acquire a thorough understanding of key customer needs and requirements; identify opportunities for additional value creation and build a compelling value proposition based on Digi's product, managed services, and solutions offering.
• Own, protect, and grow the recurring revenue base — driving renewals, expansion, and net revenue retention alongside new hardware bookings.
• Lead complex, multi-stakeholder sales cycles across OT, IT, Security, and AI buyers, building consensus to close.
• Work with your carrier and alliance-partner relationships to co-sell managed connectivity and extend reach.
• Drive growth and execute in a timely manner to maximize output.
• Meet or exceed assigned revenue, recurring-revenue, sales pipeline, new customer capture, and other sales objectives while embodying the four Digi Cell BU core cultural values.
• Create and deliver formal presentations.
• Conduct account and territory reviews on a regular basis that rely on industry-proven sales methodologies.
• Participate in regional and corporate trade shows, seminars, and other sales and marketing events.
• Maintain complete knowledge of, and participate in all training on, Digi Cellular router/gateway products, managed connectivity services, and their target market applications.
• Maintain knowledge and awareness of competitive products and programs and sell competitive advantages within the corporate arena.
• Develop and implement targeted marketing plans to identify and recruit end users, plus potential resellers, integrators, and corporate partners according to the company's corporate strategy.
• Maintain accurate, up-to-date reporting of sales activities, forecasts, and account profiles in the Digi CRM, and update Digi management on account status, business opportunities, and trends on a regular basis.
Who You Are and What You Bring
• Bachelor's degree plus a minimum of 7 years of successful sales experience, or an equivalent combination of experience and education.
• Successful experience selling complex, multi-stakeholder solutions to technical and business buyers (e.g., OT, IT, Security).
• Excellent presentation and organization skills with a talent for customer interaction at all levels.
• Strong interpersonal, communication, and teaming skills.
• Positive attitude and proactive approach.
• Networking industry experience.
• Successful experience selling cloud-managed devices with subscriptions, licenses, or SaaS, and ownership of a recurring / MRC revenue number.
• Successful sales experience with a Managed Service Provider in the infrastructure/networking space.
• Experience co-selling with wireless carriers / mobile network operators (e.g., AT&T, Verizon, T-Mobile).
• Understanding of data communications concepts.
• Experience with a two-tier sales model and a broader channel ecosystem (distributors, VARs, SIs, alliance partners).
• Experience with industry-proven sales methodologies.
• Ability to travel up to 50% of the time.
• Preferre'd- familiarity with edge compute / connectivity for AI / edge-inference use cases.
Our Commitment
At Digi, we embrace diversity and inclusion among our teammates. It is critical to our success as a global company, and we seek to recruit, develop and retain the most talented people from a diverse candidate pool. We are committed to providing an environment of respect where equal employment opportunities are available to all applicants and teammates.
Equal Opportunity EmployerThis employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.
Skills Required
- Bachelor's degree or equivalent combination of education and experience
- At least 7 years of successful sales experience
- Experience selling complex, multi-stakeholder solutions to technical and business buyers
- Excellent presentation and organization skills
- Strong interpersonal, communication, and teaming skills
- Networking industry experience
- Experience selling cloud-managed devices with subscriptions, licenses, or SaaS
- Experience owning recurring or MRC revenue
- Sales experience with a managed service provider in infrastructure or networking
- Experience co-selling with wireless carriers or mobile network operators
- Understanding of data communications concepts
- Experience with two-tier sales models and channel ecosystems
- Experience with industry-proven sales methodologies
- Ability to travel up to 50% of the time
- Familiarity with edge computing or connectivity for AI and edge-inference use cases
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The Company
What We Do
Digi International (Digi) is a leading global provider of mission-critical and business-critical machine-to-machine (M2M) and Internet of Things (IoT) connectivity products and services. We help our customers create next generation connected products and deploy and manage critical communications infrastructures in demanding environments. Our embedded modules and off-the-shelf routers, gateways and network products are designed for relentless reliability and deliver unquestioned performance and security. Our cloud-based software and professional services help customers put their connected products and assets to work across a broad range of mission-critical industry applications. Founded in 1985, we’ve helped our customers connect over 100 million things, and growing.
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