Own and deliver against a multi-million-dollar annual quota tied to net-new logos, design wins, and bookings (multi-year OEM agreements and expansion within existing accounts)
Identify, recruit, and close new OEM partners across industrial, medical, networking, retail (ATM/POS), infrastructure, and SaaS collaboration ecosystems
Develop and execute account strategies focused on embedded security adoption within partner products and platforms
Structure and negotiate complex, multi-year OEM agreements aligned to long-term recurring revenue models
Drive both new design wins (leading indicator) and bookings (recognized revenue events)
Build executive relationships across engineering, product, procurement, and C-level stakeholders
Coordinate cross-functionally with Product, Legal, Finance, RevOps, and global OEM teams
Maintain disciplined pipeline ownership and forecast accuracy

7+ years of OEM or embedded technology sales experience
Proven success securing net-new logos and closing complex multi-year agreements exceeding $1M+
Demonstrated ability to deliver bookings in long-cycle OEM environments
Experience navigating technical validation cycles and embedded product integrations
Executive presence with the ability to engage both technical and business stakeholders
Background in industrial automation, medical devices, networking, infrastructure, financial services, or SaaS ecosystems preferred

OEM Software Sales Account Representative

Key skills