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Software Sales Manager, IoT

Company: Swift Navigation, Inc.
Location: San Francisco
Posted on: February 25, 2021

Job Description:

Swift Navigation (Swift) provides precise positioning solutions for automotive, autonomous vehicle, mobile and mass-market applications. What began as the GNSS industry's first low-cost, high-accuracy, real-time kinematic (RTK) receiver has evolved into a Swift ecosystem of positioning solutions for autonomous applications. From the nationwide GNSS corrections delivered from the cloud by the Skylark--- precise GNSS positioning service, the hardware-independent, integrated software solution that is the Starling -- positioning engine to the centimeter-level accurate Piksi -- Multi and ruggedized Duro -- and Duro Inertial RTK receivers, Swift is enabling a future of autonomous vehicles to navigate and understand the world. Learn more online at swiftnav.com , follow Swift on Twitter @Swiftnav Swift is seeking an experienced GNSS sales specialist to promote the implementation of Swift modern mass-market GNSS technologies and services for Machine Control and Robotics applications.-- Reporting to the Senior Sales Account Executive for IoT/Robotics and Machine Control applications and based in the United States, t he role involves continuous prospecting, selling of Swift's GNSS end-to-end solutions including GNSS receiver HW, Starling Positioning Engine Software IP and the Skylark GNSS Cloud Corrections Services, and relationship management of Swift's customers in market segments including but not restricted to agriculture , municipal utilities and construction where autonomous and semi-autonomous applications can be greatly improved when augmented with Swift GNSS solutions and services. The primary focus will be on long-term contracts with strategic, enterprise and OEM customers. Key Responsibilities

  • Prospect, engage and close multi-year $1M+ contracts with high-growth customers aligned with our core market segments, with a focus on subscriptions and royalty-bearing business.
  • Maintain accurate customer opportunity forecasts and deal status at all times in our Salesforce CRM system.--
  • Create and regularly maintain concise account plans for major accounts, with a bias toward action and a clear path to deal closure. Review account plans quarterly and deal closure plans weekly with Sales leadership and partners in Engineering and Marketing.
  • Draft, review, negotiate and manage a wide variety of inbound contracts, including NDAs, statements of work, software IP licenses and cloud services agreements.
  • Develop productive and durable senior management relationships with our customers, partners and the Swift Leadership team, wherever they may be.
  • Champion customer needs in technology features and business models by regularly engaging our Engineering and Leadership teams to influence roadmaps and support.
  • Partner with our Product Marketing team to creatively develop new business with commercial Machine Control and Robotics customers who are new to high-precision positioning technology. Activities include educating customers in our technology, working with customers on product strategy and financial models and securing POCs that translate into bookable business.
  • Coach, mentor and develop the other sales colleagues as required to achieve Sales and Business Development objectives and ensure team motivation.
  • Work efficiently with all functions of Swift Engineering, Marketing and Operations. Synchronize planning and business development with other sales team colleagues, and champion productive teamwork and alignment of purpose.
  • Work with and support Swift Marketing to ensure that marketing and sales goals align.
  • Actively participate in selected industry functions, such as association events, trade shows and conferences and provide feedback and information on market and competitive trends.
  • Other duties or tasks may be assigned on an as-needed basis by the Senior Sales Account Executive for IoT/Robotics and Machine Control or the EVP of Worldwide Sales to meet Swift's objectives. Job Requirements Commercial and Business Skills & Experience
    • Proven and verifiable success closing 6- and 7-figure contracts for software, IP or SaaS subscriptions at Enterprise and OEM companies in the Industrial, Construction, Agricultural GNSS solutions and/or IoT supply chains, including GNSS chipset makers, GNSS infrastructure or rover technologies, urban micro-mobility devices, and/or related IoT autonomous and semi-autonomous applications.
    • Prior experience in selling Solutions as a Service (SaaS) is highly desirable.
    • Ability to develop, negotiate and close complex royalty, revenue share-based subscription agreements.
    • Ability to credibly represent Swift and its technologies to Customers and Partners, and to understand the Customer's issues, needs and motivations.
    • Ability to credibly represent the Partner's requirements to Swift and to motivate Swift to meet these requirements.
    • Ability to synthesize multiple viewpoints, perspectives and opinions with objective and impartial analysis to solve problems, gain consensus and drive decisions.
    • Good communication and presentation skills in English, and able to present to many levels -- executive, management and engineering (both to Partners and within Swift). Technical Skills & Experience
      • More than 7 years sales experience with a successful track record in long-sales-cycle, highly technical software and services sales in Enterprise Software, SaaS or IP markets.
      • BS/BA degree required (preferably EE, Computer Science, industrial AI, GNSS-related sciences or similar technical degree) from an accredited four-year college or university. MBA a plus.
      • Intermediate to advanced technical knowledge of GNSS technologies is required, as well as basic understanding of client/server architectures, web and client applications, embedded operating systems and networking topologies. Personal Skills
        • Dynamic, self-motivated individual who can drive and reliably maintain regular contact with the extended Swift team and his/her own customer.
        • Startup mentality; proven problem-solving ability; success in dealing with ambiguity.
        • Highly motivated, tenacious and reliable.
        • Good interpersonal skills: communicative (written and verbal), organized and entrepreneurial.
        • Customer-focused and Customer-sensitive; able to motivate team members and co-workers; able to influence positively; flexible and hard-working.
        • Outgoing and skilled at building relationships and developing effective internal and external partnerships.
        • Capable of working as a team member or independently, as required.
        • Ability to work and communicate at a detailed or high level, as required.
        • A passion for continuous learning.
        • Able to thrive in a dynamic, hypergrowth environment with evolving and expanding responsibilities.
        • Willing to travel as needed to win business, up to 50% during peak times.
        • Native or excellent English language skills (reading, writing, speaking, listening).
        • Flexible vacation, competitive salary, employer covered health insurance, 401(k), flexible spending, HSA.
        • Tech talks, mentorship programs, employee events.--
        • Growth and learning opportunities from a tech environment include working closely with an international team of scientists, engineers, platform architects, programmers, executive staff and professionals. Swift Navigation is a diverse and inclusive team. We are an equal opportunity employer. We welcome applicants from all backgrounds to apply regardless of race, ethnicity, religion, gender, sexual orientation, age, disability status or other defining characteristics. Swift Navigation will consider for employment qualified applicants with criminal histories in a manner consistent with the requirements of SFPC Art.49 U.S. Equal Opportunity Employment Information (Completion is voluntary) Individuals seeking employment at Swift Navigation are considered without regards to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation. You are being given the opportunity to provide the following information in order to help us comply with federal and state Equal Employment Opportunity/Affirmative Action record keeping, reporting, and other legal requirements. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file. Gender Please select Are you Hispanic/Latino? Please select Race & Ethnicity Definitions If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows: A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability. A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service. An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense. An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985. Veteran Status Please select Form CC-305 OMB Control Number 1250-0005 Expires 05/31/2023 Voluntary Self-Identification of DisabilityWhy are you being asked to complete this form? We are a federal contractor or subcontractor required by law to provide equal employment opportunity to qualified people with disabilities. We are also required to measure our progress toward having at least 7% of our workforce be individuals with disabilities. To do this, we must ask applicants and employees if they have a disability or have ever had a disability. Because a person may become disabled at any time, we ask all of our employees to update their information at least every five years. Identifying yourself as an individual with a disability is voluntary, and we hope that you will choose to do so. Your answer will be maintained confidentially and not be seen by selecting officials or anyone else involved in making personnel decisions. Completing the form will not negatively impact you in any way, regardless of whether you have self-identified in the past. For more information about this form or the equal employment obligations of federal contractors under Section 503 of the Rehabilitation Act, visit the U.S. Department of Labor's Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp . How do you know if you have a disability? You are considered to have a disability if you have a physical or mental impairment or medical condition that substantially limits a major life activity, or if you have a history or record of such an impairment or medical condition. Disabilities include, but are not limited to:
          • Autism
          • Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, or HIV/AIDS
          • Blind or low vision
          • Cancer
          • Cardiovascular or heart disease
          • Celiac disease
          • Cerebral palsy
          • Deaf or hard of hearing
          • Depression or anxiety
          • Diabetes
          • Epilepsy
          • Gastrointestinal disorders, for example, Crohn's Disease, or irritable bowel syndrome
          • Intellectual disability
          • Missing limbs or partially missing limbs
          • Nervous system condition for example, migraine headaches, Parkinson's disease, or Multiple sclerosis (MS)
          • Psychiatric condition, for example, bipolar disorder, schizophrenia, PTSD, or major depression Disability Status Please select 1 Section 503 of the Rehabilitation Act of 1973, as amended. For more information about this form or the equal employment obligations of Federal contractors, visit the U.S. Department of Labor's Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp . PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.

Keywords: Swift Navigation, Inc., San Francisco , Software Sales Manager, IoT, Sales , San Francisco, California

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