Job Title: Business Development Manager, Industrial Edge AI Solutions (WISE-Edge/內湖瑞光)

Advantech is seeking experienced and driven Business Development Managers to spearhead the market adoption of our strategic WISE-Edge initiative. This role is critical in establishing Advantech as the leader in Industrial Edge AI. You will be responsible for identifying, developing, and securing strategic partnerships and key customer accounts for the WISE-Edge platform, including the EdgeSync API and Advantech Container Catalog (ACC). This involves engaging with large System Integrators (SIs), Domain Solution Providers, OEMs, Telcos, and enterprise end-users across key industrial verticals.

Location: Taiwan HQ, World-Wide

Reporting To: Director of Emerging Business Div., CEO Office

Key Responsibilities:

• Target Account Development: Identify, research, and qualify high-potential target accounts within assigned regions/verticals based on the defined WISE-Edge Target Audience profile.
• Strategic Engagement: Develop and execute tailored engagement plans for key accounts, building strong relationships with decision-makers and technical stakeholders.
• Value Proposition Articulation: Clearly communicate the unique value of Advantech's integrated approach – combining diverse industrial hardware, the WISE-Edge software platform/APIs, and the ACC – to solve customer challenges related to Edge AI deployment and scaling.
• Needs Assessment: Understand complex customer requirements related to Edge AI, IoT, IT/OT convergence, data management, application orchestration, and the "Industrial AI Scaling Challenge."
• Solution Alignment: Collaborate closely with Advantech's technical pre-sales (FAEs), WISE-Edge platform team, and relevant Business Unit specialists to map customer needs to Advantech's capabilities and propose compelling solutions.
• Opportunity Management: Drive strategic opportunities from initial discovery and qualification through technical validation, pilot projects, and ultimately to large-scale platform adoption or strategic partnerships.
• Ecosystem Collaboration: Work effectively with regional sales teams, the Nagarro joint venture, potential partners (like Edge Impulse), and other ecosystem players on joint GTM strategies and specific account pursuits.
• Market Feedback: Gather and provide structured feedback to Advantech's Product Management, Marketing, and Engineering teams regarding market trends, customer needs, competitive landscape, and platform requirements (contributing to our internal feedback loops).

What You Must Have:

• Proven track record (5+ years) in Business Development, Strategic Sales, or Partnership Management within the enterprise technology sector (Software Platforms, Cloud, IoT, AI/ML, or complex Embedded/Industrial Solutions).
• Strong understanding of Edge Computing, IoT architectures, AI/ML concepts, and their application in industrial settings.
• Demonstrated experience engaging with System Integrators (Global or Regional) and/or large enterprise clients in key industrial verticals (e.g., Manufacturing, Logistics, Smart Cities, Energy, Healthcare).
• Excellent communication, interpersonal, presentation, and negotiation skills, with the ability to engage effectively at both technical and executive levels.
• Ability to grasp complex technical concepts (like containerization, MLOps, APIs, IT/OT integration) and translate them into clear business benefits and value propositions.
• Self-starter with a proactive approach, capable of working independently and collaborating effectively within a matrixed organization.
• Bachelor's degree in Engineering, Computer Science, Business, or a related field.
• Fluency in English.

What We Prefer:

• Direct experience with specific edge platforms (e.g., AWS Greengrass, Azure IoT Edge), Kubernetes (especially K3s/edge distributions), or MLOps tools.
• Experience with IT/OT convergence projects or selling into OT environments.
• Familiarity with Advantech's hardware portfolio or competitor offerings.
• Experience working in or selling to specific target regions (Europe/Asia).
• Established network within target System Integrators or industrial verticals.
• Experience in developing and managing strategic partnerships.
• Master's degree or MBA.
• Fluency in other relevant languages (e.g., German, French, Japanese, Mandarin).