Account Manager

Account Manager-ODM/JDM solutions

Who we are:

Delta, founded in 1971, is a global provider of power and thermal management solutions. Its mission statement, "To provide innovative, clean and energy-efficient solutions for a better tomorrow," focuses on addressing key environmental issues such as global climate change. As an energy-saving solutions provider with core competencies in power electronics and automation, Delta's business categories include Power Electronics, Mobility, Automation, and Infrastructure.

About the role:

This role is a high-impact, new business–focused position responsible for driving customer acquisition and revenue growth by promoting Delta ODM/JDM solutions, including servers, storage systems, and networking appliances, across Enterprise, Cybersecurity, AI, Hyperscale, and Semiconductor industries.

The successful candidate will play a front-line role in opening new markets and winning new customers, particularly in segments where Delta has limited or no prior footprint. You will work closely with Delta corporate sales, engineering, design, factory, and quality teams to define go-to-market strategies, identify target accounts, create demand, and convert early engagements into scalable production programs.

This role requires a strong balance of technical depth, consultative selling, and entrepreneurial mindset, with a clear mandate to build pipeline from scratch, penetrate strategic accounts, and establish long-term customer relationships.

Key Responsibilities & Success Metrics

1. New Business Development & Customer Acquisition (Primary Focus)

• Identify, target, and develop new customers and greenfield opportunities in assigned verticals
• Develop account entry strategies for customers where Delta has no existing or limited relationship
• Establish executive, technical, and procurement-level relationships at target customers
• Position Delta as a strategic ODM/JDM partner, not just a component or build-to-print supplier

Success Measured By:

• Number of new customers onboarded
• Number of greenfield opportunities converted into active programs

2. Market Intelligence & Go-to-Market Strategy

• Understand customer applications, system architectures, and long-term platform roadmaps
• Conduct competitive and market analysis to identify gaps and share-of-wallet opportunities
• Introduce and regularly present Delta technology and product roadmaps aligned with customer needs
• Provide actionable inputs to shape Delta’s vertical-specific and solution-based GTM strategy

Success Measured By:

• Quality of target account strategy and market insights
• Effectiveness of Delta roadmap alignment to customer demand

3. Opportunity Creation & Qualification

• Own early-stage opportunity development including RFI / RFQ / RFP activities
• Translate customer requirements into clear project scopes (application, EAU, timeline, competitive landscape)
• Work with corporate teams to define solution positioning, pricing strategy, and value propositions

Success Measured By:

• Number of qualified opportunities generated
• Opportunity conversion rate from early engagement to formal bid

4. Deal Execution & NPI Leadership

• Drive opportunities through the full sales cycle—from engagement to award
• Manage NPI (New Product Introduction) activities to ensure timely delivery of customer and internal milestones
• Maintain accurate CRM updates, pipeline visibility, and forecast discipline

Success Measured By:

• Number of awarded new business programs
• On-time NPI and program launch performance

5. Funnel Growth, Revenue & Forecast Ownership

• Build and maintain a strong new-business-focused sales funnel across assigned segments
• Develop and execute sales strategies and annual business plans aligned with growth targets
• Improve forecast accuracy and revenue predictability

Success Measured By:

• Revenue generated from new customers and new programs
• Funnel growth and forecast accuracy

6. Expansion into Existing Accounts (Secondary Focus)

• Grow existing accounts through new applications, platforms, and Delta BG/BU offerings
• Identify cross-selling and solution expansion opportunities beyond incumbent programs

Success Measured By:

• Existing account growth over multiple years
• Number of new BG/BU engagements within existing customers

7. Cross-Functional Leadership & Customer Advocacy

• Act as the customer advocate within Delta, coordinating with engineering, factory, quality, and operations teams
• Lead pre-sales and post-sales technical and commercial alignment
• Own customer escalations and drive timely resolution

Success Measured By:

• Customer satisfaction and retention
• Internal stakeholder feedback

Minimum Qualifications

• 5 years of experience in New Business Development, Sales, or Business Development for servers, storage, or networking systems
• Demonstrated success in opening new accounts and winning greenfield business
• Bachelor’s degree in Computer Science, Electrical Engineering, Computer Engineering, Networking, or related technical field (preferred)

Preferred / Key Qualifications

• Experience promoting or selling:
• x86 Network Appliances
• AI / GPU Servers
• Industrial or Ruggedized Platforms
• Ethernet Switches, Wi-Fi / AP solutions
• Strong understanding of ODM/JDM operating models, manufacturing processes, and quality systems
• Ability to convert ambiguous customer needs into structured technical and commercial requirements
• Strong ownership mindset across sales execution, customer management, and internal alignment
• Proficiency with Excel, PowerPoint, Word, and CRM tools

Interpersonal & Communication Skills

• Proven ability to open doors and build trust with new customers
• Confident presenter to technical, procurement, and executive stakeholders
• Strong prioritization and self-directed execution in ambiguous, fast-changing environments
• Clear, concise written and verbal communication

Core Competencies

• Entrepreneurial Mindset & Ownership – Operates like a business owner in acquiring new customers
• Strategic New Account Thinking – Develops entry strategies and multi-year expansion plans
• Customer-Centric Communication – Tailors value propositions to customer pain points
• Execution Discipline – Moves opportunities from concept to production
• Multi-Account Management – Handles multiple early-stage engagements in parallel
• Collaboration & Leadership – Works cross-functionally and helps develop team capability