Juniper Systems is seeking a technically capable Business Development Representative to grow revenue for our rugged handheld computing product line across strategic, adjacent, and existing markets. This role is responsible for identifying, qualifying, developing, negotiating, and closing new business opportunities, including OEM, enterprise, and customized solution opportunities. The position works closely with sales account managers, marketing, product managers, and engineers to translate customer requirements into commercially viable rugged computing solutions, support pricing and proposal development, and provide market intelligence that informs product positioning, roadmap decisions, and go-to-market execution.
Responsible for assigned business development activities focused on growing rugged computing revenue across markets for Juniper Systems by locating, developing, defining, negotiating, and closing new business. Leads efforts internally to ensure responsiveness to design customization, OEM, and other non-customized large-scale opportunities. Works with sales account managers, marketing, and the product management teams to increase sales opportunities and thereby maximize revenue for the organization.
Job Duties and Responsibilities
- Prospect for new customers and applications in rugged handheld computing markets to support company revenue growth targets.
- Develop and manage a pipeline of direct, OEM, channel, and strategic account opportunities through outbound activity, trade shows, customer visits, networking, and marketing-generated leads.
- Conduct customer discovery to identify workflow requirements, technical needs, deployment conditions, decision makers, and business drivers.
- Lead complex opportunities requiring product customization, OEM engagement, non-standard configurations, or large-account coordination.
- Work with product management and engineering to define customer requirements, assess product fit, and support the development of effective technical solutions.
- Translate market and customer feedback into actionable input on product requirements, competitive positioning, roadmap priorities, and new market opportunities.
- Prepare customized quotations, pricing models, ROI analyses, and business cases aligned with approved business models and profitability expectations.
- Coordinate internal resources and customer communications to move opportunities through qualification, proposal, negotiation, contract, and close.
- Work with engineering and product management to develop preliminary feasibility assessments, solution concepts, NRE estimates, development schedules, technical risks, and customer acceptance criteria for customized opportunities.
- Negotiate commercial terms, partner agreements, and supply or sales arrangements in collaboration with leadership and other stakeholders.
- Support onboarding of new customers through contract execution and transition closed accounts to the appropriate sales account manager after initial production order placement.
- Present market trends, customer needs, competitive activity, and opportunity status to leadership, product management, and sales teams.
- Build long-term relationships with key customers, partners, and industry contacts to strengthen Juniper’s position in future programs and large-scale opportunities.
Skills, Knowledge, and Experience
Five or more years of experience in technical business development, sales engineering, applications engineering, technical solution selling, or OEM hardware and software sales involving complex customer requirements.
Demonstrated experience leading customer technical discovery and translating customer workflows, operating environments, integration requirements, and business constraints into documented product and solution requirements.
- Experience in technical B2B sales, business development, OEM sales, or solution selling, preferably in rugged computing, mobile hardware, industrial technology, or field data collection markets.
- Ability to work with income statements, customized quotations, pricing structures, ROI calculations, and direct or channel sales models.
- Experience reviewing or contributing to long-term partner, supply, or sales agreements.
- Ability to work across sales, marketing, product management, engineering, and operations to support feature development and customer solutions.
- Proficiency with Microsoft Word, Excel, and PowerPoint, and the ability to use CRM and MRP/ERP systems.
- Working knowledge of hardware and software integration concepts, including operating-system configuration, APIs and SDKs, mobile-device management, wireless connectivity, peripheral interfaces, power and charging requirements, data flows, device imaging, and product lifecycle considerations.
- Experience with Android, Windows, or Linux mobile computing, embedded or industrial hardware, GNSS, barcode or RFID peripherals, cameras and sensors, vehicle interfaces, docks, cellular and wireless communications, or similar field technologies is preferred.
- Experience in the rugged mobile computing and/or field data collection industry is strongly preferred.
Responsibility, Accountability, and Supervisory Responsibilities
This role may occasionally lead projects or coordinate the work of others in support of strategic opportunities. The position is accountable for contributing to overall company growth targets, generating 12–15% of annual revenue from new customers, setting individual revenue goals, coordinating market growth goals with account managers, and closing two or more significant new opportunities annually.
Working Conditions
Normal schedule is 40 hours per week, Monday through Friday, with standard holiday time off. Travel is required, typically more than 20 nights per year, and may include trade shows, customer visits, and field environments that require occasional physical activity such as climbing, lifting, pushing, balancing, or reaching.
The above statements describe the general nature and level of work being performed in this job function. This is not intended to be an exhaustive list of all duties, and indeed additional responsibilities may be assigned by Juniper Systems.
Juniper Systems, Inc. is an EQUAL OPPORTUNITY EMPLOYER All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, veteran status, or any other status protected by law.