Key Account Manager (West Coast)

Tek AMR - Account Manager

Candidates must be able to locally travel in the Bay area.

Our Americas Sales Organization has a culture that is collaborative and inclusive of others’ thoughts and ideas. We are customer obsessed in our daily work, and continuously strive to provide high quality support and engagement to our customers by building and encouraging close partnerships. We are people focused and always looking for opportunities to develop and solve problems that help the business, customers, and our own team members!

Position Summary

A Tektronix Account Manager is responsible for driving sales growth across an assigned geographic territory and/or set of named accounts by acquiring new customers, expanding penetration within targeted accounts, and nurturing long-term relationships with key stakeholders. This role blends key account management, regional business development, and proactive sales execution to increase market share and deliver exceptional customer value.  The ideal candidate is a technical, detail-oriented, self-driven sales professional with a proven track record of growing sales, territory development, and managing complex technical accounts.

Key Responsibilities

Territory & Account Strategy

• Develop and execute a comprehensive territory sales strategy focused on high-potential industries, strategic target accounts, and key opportunities.
• Identify, prioritize, and pursue new customer engagements within the assigned territory, including both direct engagements and opportunities through prime contractors, strategic partners, system integrators, and industry alliances.
• Build and maintain strong, multi-level relationships with key decision-makers, engineering teams, procurement groups, and influencers across the territory.
• Create and manage account development plans that outline growth strategies, competitive positioning, and long-term business expansion opportunities.
• Serve as an industry resource, providing insights and use value messaging to drive thought leadership to differentiate our offerings in the customer’s workflow.

New Business Development & Sales Execution

• Meet and exceed territory sales targets for the full portfolio of Tektronix’ test & measurement solution offerings.
• Proactively generate leads, cultivate new relationships, and own the entire sales cycle from prospecting and qualification to proposal development, negotiation, and close.
• Leverage key account management principles to expand our footprint within target accounts by identifying and engaging new programs, business units, applications, and technologies.
• Support contract and pricing negotiations to ensure mutually beneficial commercial agreements align with company objectives.
• Collaborate with internal cross-functional teams (engineering, operations, marketing, finance) to deliver tailored solutions and maximize customer value.
• Maintain accurate and timely documentation of all sales activities, funnel updates, and customer interactions within the CRM system.

Market Intelligence & Customer Advocacy

• Monitor market dynamics, customer trends, competitive activity, and emerging technologies to guide engagement decisions and maximize return on investment.
• Act as the “voice of the customer,” advocating for customer needs while balancing business priorities and operational capabilities.
• Represent the company at industry events, conferences, and tradeshows to build brand presence and cultivate new relationships.
• Provide ongoing feedback to internal teams to influence product roadmap development priorities, feature enhancements, and availability timing.

Qualifications

• Minimum of 5 years test & measurement sales experience with a proven track record of driving new business and managing customer accounts.  Alternate sales experience will be considered.

• Bachelor’s degree in electrical engineering, computer engineering, computer science, systems engineering, Physics, or similar.  Exceptions are available based on industry and sales experience.

• Demonstrated ability to drive new business growth and deliver results through key account management and process-oriented, data-driven sales methods.
• Excellent verbal and written communication, negotiation and problem-solving skills.
• Strong analytical skills and the ability to translate technical information into compelling customer value propositions.
• Highly organized, self-motivated, and the ability to manage multiple priorities in a fast-paced sales environment.
• Proficient in CRM systems (Microsoft Dynamics preferred) and Microsoft Office 365.
• Willingness to travel extensively (up to 50%) as required.

Critical Behaviors & Success Measures

• Builds trust and long-term relationships with customers and partners.
• Operates with integrity and high ethical standards.
• Anticipates and addresses customer needs proactively.
• Achieves forecast accuracy and sales growth targets.

• Delivers high customer satisfaction and account retention.

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Ralliant Corporation Overview

Ralliant, originally part of Fortive, now stands as a bold, independent public company driving innovation at the forefront of precision technology. With a global footprint and a legacy of excellence, we empower engineers to bring next-generation breakthroughs to life — faster, smarter, and more reliably. Our high-performance instruments, sensors, and subsystems fuel mission-critical advancements across industries, enabling real-world impact where it matters most. At Ralliant we’re building the future, together with those driven to push boundaries, solve complex problems, and leave a lasting mark on the world.

About Tektronix

Tektronix, a wholly owned subsidiary of Ralliant Corporation, is a place where people are challenged to explore the boundaries of what’s possible, bringing the digital future one step closer every day. Through precision-engineered measurement solutions, we work with our customers to eliminate the barriers between inspiration and realization of world-changing technologies. We believe that cultivating a deeper sense of loyalty and belonging is key to how we attract and retain our best people. This reality inspires our Inclusion & Diversity vision, We Are More Together, and guides our approach as we all work toward creating great places where our teams work and thrive. Realize your true potential at Tektronix – join us in revolutionizing a better tomorrow! 

We Are an Equal Opportunity Employer

Ralliant Corporation and all Ralliant Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Ralliant and all Ralliant Companies are also committed to providing reasonable accommodations for applicants with disabilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at [email protected].