Technical Account Manager - Americas West

Technical Account Manager

Join a team of world-class experts driving innovation in optical and analytical technologies. As Technical Account Manager (TAM) you will drive revenue growth and customer engagement across the Western Territory. This role is part of our newly streamlined East–West territory model to deliver a seamless customer experience and accelerate strategic account development.

The Technical Account Manager (TAM) supports sales and customer relationships across the Western U.S. region. Working closely with Inside Sales Representatives (ISRs) and Business Development Managers (BDMs), the TAM manages accounts, responds to customer needs, and helps drive strategic growth. This full-time role reports to the Director of Inside Sales Americas and can be based at any U.S. office or remotely within the Western region.

As a Successful Technical Account Manager, this person will:

• Own and grow account relationships across the Western U.S., focusing on Industrial segments.
• Drive core instrument and solution sales, leveraging local presence for responsive customer support.
• Collaborate with Inside Sales Representatives (ISRs) to manage inbound leads, small accounts, and outbound prospecting, ensuring full coverage of the territory.
• Partner with BDMs to support large OEM opportunities and strategic projects.
• Coordinate with OEM/Systems team on vertical market initiatives (e.g., MedTech, Semiconductor, Energy, Environmental).
• Ensure continuity and high-touch engagement for key accounts that span multiple regions or require long-term cultivation.
• Deliver tailored solutions and technical guidance to meet customer needs.
• Provide on-site support and consultative selling to enhance customer satisfaction and retention.
• Act as a trusted advisor, helping customers navigate product options, integration, and application-specific challenges.
• Contribute to Ocean Optics' commercial strategy by accelerating sales, expanding OEM business, and improving forecast accuracy.
• Support CRM enhancements and quoting automation to simplify the buying experience.
• Participate in training and team meetings to stay aligned with evolving goals and territory plans.
• Lead the sales cycle from prospecting through contract negotiation and post-sale support, ensuring seamless customer experience.
• Provide accurate forecasting and pipeline visibility, contributing to strategic planning and business reviews.
• Strong analytical skills to assess market trends, customer needs, and competitive positioning.
• Commitment to continuous improvement and a growth mindset in developing both team capabilities and customer relationships.
• Represent the company at industry events, trade shows, and customer meetings to promote our capabilities and thought leadership.

The ideal candidate is a strategic thinker with a strong technical background and a passion for building customer-centric solutions. They are self-motivated, results-driven, and thrive in a collaborative, fast-paced environment.

Our ideal candidate should possess the following combination of experience and qualities:

• Bachelor's degree in engineering, Physics, Life Sciences, or related field; advanced degree preferred.
• 5+ years of technical sales or account management experience, ideally in photonics, spectroscopy, or scientific instrumentation.
• Proven ability to manage complex sales cycles and collaborate across teams.
• Strong communication, presentation, and relationship-building skills.
• Experience working with cross-functional teams to deliver integrated solutions.
• Excellent organizational and time management skills.
• Experience with CRM platforms (e.g., Salesforce) and data-driven sales management.
• Comfortable navigating ambiguity and adapting to evolving customer and market needs.
• Experience working in a global or multi-regional sales environment is preferred.
• Strong presentation skills with the ability to clearly articulate technical concepts to non-technical audiences.
• Willingness to travel domestically as needed (30–50%).

Ocean Optics pioneered miniature spectrometers and deliver spectral solutions to researchers, OEMs, and industrial customers, also designs and builds industrial-grade photonics systems for material inspection, chemical identification, and quality assurance.

At Ocean We Measure What Matters, and our Mission is to design precise photonics systems to solve customer measurement challenges to make the world safer, cleaner, and healthier. We have discovered, refined, and delivered new approaches to solving problems with spectroscopy and imaging technologies. Backed by deep experience, we are working within applications including biomedical, semiconductors, research & science, industrial, environmental, food & agriculture, and safety & security. We partner with customers to achieve ambitious goals, leveraging the power of light for advancement in health, safety, and the environment.

With more than 200 employees worldwide, including in the US, Europe, and Asia, we leverage the wealth of knowledge from a diverse and multidisciplinary team, which drives our growth and high performance. Ocean Optics is a subsidiary of Halma plc, an international market leader in safety, health, and environmental technology.

Ocean Optics offers a comprehensive compensation package and health and wellness benefits. Also, as a member of the Halma Group of companies (www.halma.com), our employees enjoy excellent career development, networking, and advancement opportunities worldwide.

Ocean Optics is an equal opportunity employer. Qualified applicants will be considered without regard to age, race, creed, color, national origin, ancestry, marital status, affectional or sexual orientation, gender identity or expression, disability, nationality, sex, or veteran status.