TECHNICAL SALES MANAGER / BUSINESS DEVELOPMENT MANAGER

Business Development & Lead Generation

• Research and identify potential B2B customers across North America and Europe.

• Build targeted prospect lists based on industry, company profile, technical requirements, and potential need for embedded engineering services.

• Identify relevant decision-makers and technical stakeholders within target organizations.

• Develop and execute outbound lead-generation campaigns.

• Use multiple channels including LinkedIn, email, cold calling, and online research.

• Conduct personalised outreach rather than relying solely on generic scripts.

• Qualify prospects and determine whether there is a genuine business or technical opportunity.

• Generate and book qualified discovery meetings for the engineering/sales team.

• Follow up consistently with prospects and maintain engagement throughout the early sales cycle.

Technical Sales

• Develop a strong understanding of the company's embedded engineering capabilities.

• Communicate technical services clearly to prospective customers.

• Understand the basic technical challenges faced by embedded product and engineering teams.

• Identify situations where the company's engineering expertise may provide value.

• Conduct credible initial conversations with technically oriented prospects.

• Ask relevant discovery questions to understand a prospect's technology, product, development stage, and engineering requirements.

• Translate technical capabilities into clear business value without overstating technical expertise.

• Work closely with the engineering team when deeper technical qualification is required.

Market Research & Prospect Development

• Independently research the North American and European embedded technology ecosystem.

• Identify companies within relevant target industries and assess their potential fit.

• Research company products, technology stacks, engineering teams, product launches, hiring activity, and other relevant indicators of potential demand.

• Identify suitable entry points and decision-makers within target accounts.

• Continuously refine prospecting strategies based on response rates and market feedback.

Pipeline & CRM Management

• Maintain accurate records of prospects, activities, conversations, follow-ups, and opportunities.

• Update CRM and sales activity records consistently.

• Track outreach activity, response rates, meetings booked, and pipeline development.

• Coordinate meeting scheduling and follow-ups.

• Provide regular updates and reporting on business development activities.

• Work with the client's team to improve messaging, targeting, and outreach strategies.

Technical Domain

The ideal candidate should have enough familiarity with embedded systems to communicate credibly with engineering audiences.

You should be conversant with concepts such as:

• Embedded Linux

• Yocto

• RTOS / Zephyr RTOS

• BSPs (Board Support Packages)

• Device drivers

• Board bring-up

• Bootloaders

• Secure Boot

• Device security

• OTA and firmware update infrastructure

• Embedded CI/CD

• MCU, MPU, and SoC enablement

• Embedded firmware development

• AI-assisted embedded software engineering workflows

Hands-on coding expertise is not necessarily required for the role. However, you must be technically curious and capable of understanding these concepts well enough to conduct meaningful initial conversations with technical decision-makers.

Target Industries

The role will focus on identifying opportunities within industries such as:

• Semiconductor

• Electronics

• Industrial technology

• Automotive and mobility

• Medical devices

• Connected devices

• IoT

• Consumer electronics

• Embedded product companies

• Hardware and technology manufacturers

• Product engineering and R&D organisations

Experience identifying and engaging companies in these sectors will be highly valuable.

• B2B sales, business development, or lead-generation experience.

• Experience with outbound prospecting.

• Cold-calling experience.

• Email and LinkedIn outreach experience.

• Strong English communication skills.

• Ability to independently research companies and prospects.

• Ability to engage professionally with technical decision-makers.

• Working knowledge of embedded systems or related technical domains.

• Strong understanding of B2B prospecting and qualification.

• Ability to work independently in a remote environment.

• Availability to support North American and European outreach schedules.

• Strong follow-up and organisational skills.
  
  Ideal Candidate Profile

We are looking for someone who combines technical understanding with strong commercial and outbound sales capability.

The ideal candidate will have:

• Proven experience in B2B technical sales, business development, lead generation, or technical account development.

• Experience selling into or prospecting within the semiconductor, embedded systems, electronics, engineering, or technology sector.

• A practical understanding of embedded systems and related technologies.

• Strong cold-calling and outbound prospecting skills.

• Experience with email-based business development.

• Strong LinkedIn prospecting and outreach skills.

• The ability to independently research companies and decision-makers.

• Excellent written and spoken English.

• Confidence communicating with senior technical and business stakeholders.

• Strong commercial awareness and an understanding of B2B sales processes.

• The ability to work independently without requiring constant supervision.

• Strong organisation, follow-up, and pipeline management skills.

• The ability to work across North American and European time zones.

Preferred Backgrounds

Candidates with backgrounds such as the following will be particularly relevant:

• Technical Sales / Technical Business Development

• Semiconductor Sales

• Embedded Systems Sales

• Embedded Software Business Development

• Electronics Engineering Sales

• Field Application Engineering (FAE)

• Technical Account Management

• Engineering Services Sales

• Technology Consulting Sales

• Embedded Product Business Development

Experience selling engineering services is especially valuable, as the role requires the candidate to understand and communicate the value of technical expertise rather than simply sell an off-the-shelf product.

North American & European Market Experience

Previous experience targeting US, Canadian, UK, European, or broader international B2B markets is strongly preferred.

Candidates should be comfortable:

• Researching international companies.

• Identifying technical and commercial decision-makers.

• Conducting outreach across different time zones.

• Communicating professionally with North American and European prospects.

• Adapting messaging based on market and prospect requirements.

Direct North American or European sales experience will be an advantage, particularly within technology, engineering, electronics, or embedded industries.

Lead Generation Channels

The successful candidate will be expected to use a combination of:

• LinkedIn

• LinkedIn Sales Navigator

• Cold calling

• Email outreach

• Online research

• CRM and sales prospecting platforms

• Other relevant B2B prospecting channels

The candidate should be comfortable conducting independent prospect research before initiating contact.

Sales & Communication Approach

This role requires a consultative and research-driven approach to business development.

You should be able to:

• Personalise outreach based on a prospect's business and technical environment.

• Explain technical services in commercially understandable language.

• Ask intelligent qualification questions.

• Handle initial objections professionally.

• Build rapport with technical decision-makers.

• Identify potential pain points and opportunities.

• Avoid relying entirely on scripted conversations.

• Follow up systematically without becoming overly transactional.

The objective is not simply to generate a high volume of calls. The focus is on creating relevant conversations with companies that have a potential need for embedded engineering services.

Working Style

The successful candidate should be:

Independent
Able to research markets, build prospect lists, plan outreach, and manage follow-ups with minimal supervision.

Commercially Driven
Focused on generating qualified opportunities and contributing to pipeline growth.

Technically Curious
Able to understand technical concepts and quickly learn the company's services.

Research-Oriented
Willing to investigate prospects before reaching out and identify meaningful reasons for engagement.

Organised
Consistent with CRM updates, follow-ups, scheduling, and reporting.

Adaptable
Able to refine outreach strategies based on market response and feedback from the client.

Tools & Systems

The role may involve:

• LinkedIn

• LinkedIn Sales Navigator

• CRM platforms

• Email outreach tools

• Sales sequencing/prospecting platforms

• Microsoft Teams

• Online research tools

• Calling systems with North American calling capabilities

The required systems and access will be provided or arranged as part of the engagement.

Performance Expectations

Success in this role will be measured through the quality and consistency of business development activity, including:

• Relevant prospects identified.

• Quality of prospect research.

• Outreach activity.

• Response and engagement rates.

• Qualified conversations generated.

• Discovery meetings booked.

• Pipeline opportunities created.

• Quality of CRM and activity records.

• Consistency of follow-up.

• Ability to identify suitable opportunities for the engineering team.

• Experience in semiconductor, embedded systems, electronics, or engineering.

• Technical sales or engineering services sales experience.

• FAE, technical account management, or technical business development background.

• Experience selling embedded software or engineering services.

• Experience targeting US, Canadian, or European companies.

• Existing network within OEMs, Tier-1 organisations, semiconductor companies, or device manufacturers.

• Experience with LinkedIn Sales Navigator.

• Experience using CRM and outbound sales sequencing platforms.

• Experience selling complex technical solutions rather than standardised products.