Software Sales Manager, IoT
Company: Swift Navigation, Inc.
Location: San Francisco
Posted on: February 25, 2021
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
- 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
- Prior experience in selling Solutions as a Service (SaaS) is
- 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
- 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
- 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
- Outgoing and skilled at building relationships and developing
effective internal and external partnerships.
- Capable of working as a team member or independently, as
- Ability to work and communicate at a detailed or high level, as
- 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
- Native or excellent English language skills (reading, writing,
- 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
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Keywords: Swift Navigation, Inc., San Francisco , Software Sales Manager, IoT, Sales , San Francisco, California
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