Job Summary

• Create meaningful and long-lasting relationships at all levels of client organizations to drive renewals and growth at strategic accounts.
• Develop and maintain detailed and updated opportunity matrixes in Salesforce.com for each account to ensure that the appropriate sales support resources can be available and to assist in the preparation of accurate and timely sales forecasts.
• Aggressively build a pipeline of new and competitive business to consistently meet or exceed quarterly and annual revenue quotas.
• Proactively prospecting for new decision-making executive contacts at key prospect targets and diversifying prospect relationships with contacts at multiple levels.
• Promote company image, product and thought leadership.

• Manage ADLINK’s key accounts portfolio
• Achieve assigned strategic account objectives
• Establish strong, long-term client relationships
• Communicate with major clients on a regular basis and respond to specific queries
• Suggest solutions and innovative ideas to meet client needs
• Handle complaints and problems in a timely and effective manner
• Act as the liaison between key customers and internal teams
• Identify and approach new potential strategic customers
• Monitor sales performance metrics and conduct customer quarterly business reviews
•  Prepare monthly, quarterly and annual sales reports and forecasts

• Minimum 10+ years of work experience in the high-technology field     
• Proven work experience as a Strategic account manager or Key account manager
• Solid sales account management in high-technology industry 
• Hands on experience with CRM software and Account management systems
• Understanding of sales performance metrics
• An ability to address customer requests in a timely manner 
• Strong negotiation skills with a problem-solving attitude

• Excellent communication and interpersonal skills with an aptitude for building strong client relationship

• Strong team player mindset
• Able and willing to travel up to 30 percent of the time

Who are we?
ADLINK Technology GmbH is part of the ADLINK Technology Group and is one of the world's leading providers of embedded hardware and software solutions. ADLINK currently has over 1,950 employees in Europe, USA, Taiwan, China and Singapore, and sells its products in more than 40 countries on five continents.

For our highly motivated EMEA team we are looking for a Campaign Manager.

The Channel Enablement Manager will help accelerate ADLINK’s Go-to-Market Strategy with the America’s System Integrators and Value Added – new and existing. The main responsibility of this person is to design and implement VAR/SI-specialized channel enablement plans & activities to increase sales revenue through this portion of the ADLINK channel sales program. This person will partner with regional sales enablement leaders, Channel sales leaders, Marketing, subject-matter experts and business stakeholders to define enablement objectives. They will then use these insights to help develop enablement plans that are VAR/SI-relevant, practical and scalable. Key measurable beyond recognized revenue will include opportunity pipeline tracking and ROI for approved activities. This person will work directly with cross- functional teams including Channel Director, business development managers, marketing and sales operations to generate trust and loyalty as the foundation of a deep engagement with new and existing VAR/SI channel partners. This person must have strong communication, negotiation and influencing skills, confidence in relationship building across functions and at all levels.
Responsibilities

• Understanding of how System Integrators/ Value-Added Reseller behaves. Develop, service and grow relationship with partners and to drive what is meaningful to them.
• Nurture existing VAR/SI channel partners plus Identify, recruit and on-board new SI/ VAR partners who are strategically aligned with ADLINK and able to contribute to business opportunities pipeline around revenue generation, integrated product solution to increase market awareness and customer success.
• Implement VAR/SI-focused sales program to cultivate ADLINK’s value proposition and to strengthen our product positioning, promotion which lead to design wins and spec ins for run rate repeatable business ideally that can be generation-to-generation.
• Educate partners on ADLINK’s product portfolio and complementary service offered and working directly with partners to conduct product presentation to the end-users. Leveraging of current and developing partner enablement tools and portals will be required.
• Educate ADLINK team members on where the VAR/SI partner fits with ADLINK
• Develop a strong cadence and governance framework with partner to execute the Go-To-Market plan with meaningful goals & metrics for both ADLINK and the VAR/SI partner. Implement metrics to measure and assess the effectiveness of enablement. This should be in line with the overall ADLINK channel program goals and objectives
• Conduct business and operations review with partners and drive the recommend improvement actions
• Proactively engage and enroll stakeholders/business partners, manage risks/dependencies and facilitate cross functional forums to identify and account for interdependencies
• Constantly seek to evaluate, evolve and refine the partner enablement solutions.
• Ensure development of effective timelines and on-time delivery of VAR/SI focused programs and initiatives

• 5+ Years' experience in channel partner development working experiences with the System Integrators (SI), Value-Added Resellers (VAR). Previous experience having worked for a VAR/SI is a plus as is previous experience having worked in distribution.
• Previous experience developing and managing complex channel partner programs, including enablement and performance goal/achievement tracking.
• Experience working directly with channel sales leads, regional enablement leads; Marketing to understand their learning needs, check content, and gather closed-loop feedback.
• Demonstrated skill at building trusted relationships through influencing others
• Prefer individuals experienced in the embedded and industrial computing field with a solution seller mindset
• Ability to clearly identify meaningful business impact and success metrics for enablement & training solutions.
• Understanding of a structured value-based approach to selling
• Ability to think strategically, understand the big picture and connect the dots between strategy and operational priorities, as well as translate the strategy into effective execution and tangible outcomes
• Excellent communication skills including strong verbal and written skills and proven presentation skills
• being able to articulate complex topics.
• English language proficiency required. Spanish and Portuguese also desirable.
• Strong program management skills.
• Able to work independently in a fast-paced growth environment
• Availability and willingness to travel for face to face strategic meetings and trainings with VAR/SI channel partners – primarily domestically but possible for Canada and LATAM.
• Ability to meet tight deadlines and manage ambiguity, including dealing effectively with issues that do not always have a process, system, or solution in place.
• Demonstrated ability to communicate effectively with sales leadership and to build productive working relationships at senior levels

• While performing the duties of this job, the employee is frequently required to sit; regularly use hands to handle, or feel objects, tools, or controls; talk and hear; and doing things such as analytical work or reports, which requires focus, while utilizing a computer
• Must be able to operate general office equipment
• Physical stamina to stand, reach, bend, lift, grasp, and kneel
• The employee must occasionally lift and/or move up to 25 pounds
• Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral
• vision, depth perception, and ability to adjust focus
• The noise level in the work environment is usually quiet to moderate

RESPONSIBILITIES:
(An inexperienced employee can expect supervision and guidance as needed.)

• The EE primarily works with our customer support team, design teams and customers to troubleshoot problems that might be caused by incorrect use, design error, workmanship, or component error in our circuit board and system level products.  These are (mostly) Intel-architecture computer products.   These products are primarily digital but include voltage regulators and some analog circuits.
• The EE uses methods such as 5-Why, 8D, fishbone diagram, scientific method, testing, Internet and in-house research to determine root cause for these problems, recommend resolution or work-around, support findings through tests and write reports suitable for customer and in-house use.
• The position includes typical responsibilities of a hardware engineer such as circuit design, research, testing and documentation.

• 4-year BS degree in Electrical Engineering or equivalent

• Interest in electronics engineering and how things work is mandatory.
• Ability to write organized and clear reports in English is mandatory.
• Understanding of basic circuit theory and operation is mandatory.
• Understanding of common IC and component parameters is mandatory.
• Experience with oscilloscope operation and common test equipment is mandatory.
• Ability to read schematics and understand layout files is mandatory. 
• Ability to learn IC and component operation from datasheets is mandatory.
• Familiarity with Intel x86 architecture, including power states and reset interfaces, is highly desirable.
• Familiarity with limitations of circuits that pass signals between voltage domains is desirable.
• Experience debugging high speed digital systems is desirable. 
• Experience writing software, firmware and programmable logic is desirable.

Job Summary:
Designs, develops, modifies and evaluates electronic parts, components or integrated circuitry for electronic equipment, or other hardware systems and/or electrical engineering applications. Determines design approaches and parameters. Analyzes equipment to establish operating data, conducts experimental tests and evaluates results. Selects components and equipment based on analysis of specifications and reliability. May also review vendor capability to support product development.

Job Responsibilities:

• Turn customer requirement into design specification and complete the schematic capture. Generate optimized BOM by selecting appropriate components. Debug and test at board and system level.
• Collaborate with layout engineer, supervise the board placement and crate layout guideline. Work with engineers from different function team to discover and resolve all reported issues of the hardware system in development stage to enhance and ensure the quality of products.
• Accomplish the projects that conform to engineering specifications, regulations, standard compliance and EMC.
• Provide strong technical support to production team in both development and mass production stage.
• Good verbal and written communication skills. Prepare technical documentation including layout instructions, product specifications and verification plan, etc.
• Lead hardware design activities from prototype to production phase. Drive the resolutions for customer reported issues.

• Candidates should have a minimum BSEE degree or equivalent with 5+ years of related experience.

Who are we?
ADLINK is a global provider of innovative cutting-edge hardware and software solutions which provide best in class, scalable and robust Internet of Things (IoT) solutions. Our goal is to enable our customers to connect the unconnected, to create next generation business models and drive business decisions with real world data collected through our solutions.
 
Vortex DDS provides efficient, secure and interoperable real-time Internet scale data sharing. It is a key enabler for systems that have to reliably and securely deliver high volumes of real-time data with stringent end-to-end qualities-of-service.
 
We developed our ADLINK Edge™ platform to create holistic IoT solutions, bringing together the best hardware, software and services.  These IoT solutions are based on secure, scalable, vendor-neutral, architecture that can evolve and develop with a client’s requirements.  This is enabled using the Vortex Data River™, the secure foundation of open IoT to Connect the Unconnected, Control the Edge and Stream data anywhere.
 
Working with some of the biggest partners and customers in the world such as our strategic partnership with Nvidia is bringing AI to the Edge and we are one of only four premier members of the Intel® IoT Alliance. 
 
Recently honoured by Compass Intelligence as Edge Computing Company of the Year 2018 and twice named a 'cool vendor' by Gartner (2009 and 2014), IoT Nexus recognized us as a 'Top Power Player’ in the Internet of Things and Postscapes awarded us a “Must Follow Company” in their Annual Internet of Things Awards”.

• Support the sales team and channel partners in the delivery of Data Distribution Service (DDS) for real-time systems (DDS) and IoT solutions, products and services, providing pre-sales training as required
• Design and develop proof of concept programs, create demo programs and scripts for use during the pre-sales engagement
• Consult with customers to architect and design software system based on ADLINK solutions and products
• Play a technical leading role in bid preparation, supporting Sales Team and channel partner colleagues to achieve sales
• Coach and collaborate with customers’ and channel partners’ technical teams to develop product knowledge and ultimately drive sales
• Deliver conference presentations and professional services assignments to new and existing customers.

• Degree in Computer Science/Software Engineering or a related subject
• Several years’ experience in a system development or related role
• Understanding of modern computer system architecture, hardware, firmware, operating system interactions and optimisations
• A high degree of proficiency
  • in at least one programming language (preferably Java, C++ or C)
  • in embedded systems software and technologies
• Excellent verbal & written communication skills in both English and German
• Highly solution-oriented approach to problem solving
• Skilled in the art of simplifying technical information for non-technical people, both orally and in writing
• Dynamic and engaging communication and presentation skills; able to engage and influence a varied audience
• Highly analytical, able to identify opportunities and solve problems
• Collaborative and customer-focused

• The chance to work with brilliant, like-minded individuals who love what they do
• The chance to innovate and drive business and industry forward
• Competitive salary and bonus scheme
• 26 days’ annual leave, rising to 36
• Freedom to operate and innovate
• The chance to travel internationally
• Opportunities to develop your career across our global organisation

What will you do?
 
You will work in a team of highly skilled and experienced Software Engineers, based in Hengelo. The team is responsible for developing Vortex DDS, an implementations of the Object Management Group's (OMG) Data Distribution Service (DDS) for Real-Time Systems Standard and includes DDS implementations that can be used to support a range of device technologies, operating systems and programming languages required by a project.
 
Your challenge will be to build the middleware, that enables applications developed by ADLINK customers, quicker, cheaper and more reliable in a distributed environment, by moving responsibility for reliable data distribution from the application developer to the middleware, DDS. As DDS is real-time and with the knowledge that not all data is created equally, a data-sharing platform like DDS should acknowledge importance, urgency, persistence and reliability as complementary aspects of data that serve one goal: assuring the right data is available at the right place, at the right time.

As a Software Engineer, you will be involved in further development of our DDS product line, utilising all aspects of agile software development, but also supporting customer engagements and product support, with appropriate supervision.
 
What are we looking for?
 
Our ideal candidate will have:
 

• For the Junior Engineer position, a recent qualification in a computing related degree and a passion to learn the intricate details of software development and languages.
• For the Senior Engineer position, have 5 years of experience in industry and a mature attitude to team work and getting the job done.
• Experience in one or more of the following languages: C, C++, Java
• The ability to be responsible when committing to tasks
• Excellent communication skills, including written and spoken English
• The ability to be relentless when it comes to solving problems
• Eagerness to learn and be accountable for decisions

• The chance to work with brilliant, like-minded individuals who love what they do
• Casual dress approach
• 30 days’ annual leave
• Travel allowance
• Contributory Private Health Insurance
• Contributory Pension Scheme
• Freedom to operate and innovate
• The chance to travel internationally
• Opportunities to develop your career across our global organisation

RESPONSIBILITY & AUTHORITY:
Software Design (Firmware, BSPs, Drivers, Tools) for Embedded Devices

JOB FUNCTIONS:

• Create/ modify/ improve drivers and tools for Windows (7 & 10 and WIN 10 IOT embedded gamily), Linux and QNX (possibly others on demand)
• Create/ modify/ improve functionality on boards
• Document work in source code / software manual
• High level customer support
• Internal cooperation with repair department
• Internal cooperation with hardware department (Board bring-up, coding support)
• On-Site support
• Opt Driver Development

• Bachelor or above

• At least 3-4 years of experience in working in HW development
• Ability of quick learning and implementing it into practice Communication skills (customer/ internal support)
• Advanced techniques of solving upcoming challenges in an efficient and creative way
• Bring-in of own ideas to improve quality of products
• Opt. Experience in Driver Development / Kernel development
• C/ C++/ Assembler programming skills
• Advanced knowledge of digital and analog circuitries
• Advanced knowledge of electrical measurement techniques
• Linux/ QNX bash / Windows batch scripting
• Windows/ Linux GUI programming
• English language skills
• Experience in embedded market is a plus

RESPONSIBILITY & AUTHORITY:
Technical consulting and support for customers

JOB FUNCTIONS:

• Technical second level support
• Collaborating with field application engineers, R&D engineers and product managers to solve customer problems
• Offering technical expertise and efficient solutions for the customers
• Support the sales team with customer consulting
• Support Marketing / Sales /Partners with sample preparation
• Act as a technical advisor to sales department / FAE
• Arrange technical trainings for Sales / FAE /Partner
• Act as resident technological expert advisor for our products
• Create and present application prototypes

• BS in Computer or Electrical Engineering, Computer Science or Engineering Technology

• 3 years of experience in working in HW development
• Analytical rationalness
• Understanding of development steps and identify different problems
• Ability to communicate complex issues in a clear and understandable manner
• Solve problems in a fast, creative and cost-efficient manner
• Knowledge of and use of the common operating systems
• Deep knowledge of Embedded PC Architecture
• Excellent English language skills
• Experience in embedded market is a plus

Thank you for your interest in ADLINK Inc.
All positions are currently filled. Please visit our site again for future job postings that may relate to your experience and talents.

Thank you for your interest in ADLINK Inc.
​All positions are currently filled. Please visit our site again for future job postings that may relate to your experience and talents.