Career Opportunity: responsible for a personal quota, selling to new new and existing clients, while also leading new sales initiatives and growing a small team of Account Executives
Technology service offering: systems integrator specializing in the planning, creation and implementation of automation solutions (material handling robotics, data collection and integration) for industrial manufacturers, including work cells and manufacturing line side
Company:
· US headquartered
· Twenty years in operation
· 50+ customers. Examples include Toyota, Schneider, Colgate, BMW, Husqvarna, Mercedes, Mazda, Trane, John Deere, Caterpillar, Cummings, and the world’s largest food packing provider
Competitive Advantages:
- Deep domain expertise and experience to provide guidance to customers' specific short- and long-range automation needs, considering cost and time to value. Vendor agnostic but have multiple OEM relationships that support recommending the most suitable mix of technologies and custom processes for customers' needs.
- Facilities to simulate client’s environment in advance of implementation, ensuring real life testing and customer satisfaction.
- The sale of an OEM’s technology (Autonomous mobile robot) is secondary to the analysis & solutioning required to provide proper scale, integration, customization, reliability, cost structure, ROI, and migration path for future needs.
- Operational expense options include rent and rent-to-own programs.
- Proof of Concept program with a guarantee.
Sales details:
Solutions help their customers make first time investments in cell and line side automation, along with the refinement and modernization of previous automation initiatives and data integration with other manufacturing, ERP, supply chain planning, and procurement SaaS systems.
Sales cycles can range from six to eighteen months. Prospects with previously defined and budgeted automation projects may represent shorter sales cycles but may already be wired to a competing integrator's specifications.
Approximate expected mix of net new logos versus selling to existing customers:
- Year one: 80% selling to new clients, 20% selling to existing customers
- Year two: 50% selling to new clients, 50% selling to existing customers
Required Candidate Attributes:
- Manufacturing or distribution center workflow knowledge
- Have formally managed or mentored Account Executives
- Recently responsible for a personal quota
- Strong business acumen to help craft solutions and qualify out
- Need the ability to continuously prospect while also closing later stage deals in funnel
- Open to travel to prospect and client sites. Travel is required
- Experienced proactively contacting and learning a prospect's strategic goals and constraints (people, change tolerance, and $), educating them on the realm of what is possible, and collaborating on fleshing out a specific solution that provides short term value and an agreed roadmap for future investment to support more far-reaching automation resulting in greater efficiencies and competitive advantage.
- A successful sales track record with a tier two integrator or an MES software provider.
- A track record of reaching/surpassing quota by selling $200k - $400k deals in net new business (including new logos)
Average Deal Size = $100K to $500k
Quota: $10m team, including a personal $2m personal quota
Sales Support: A team of application engineers available to support the deeper analysis and solution configuration needs of the more qualified prospects.
Compensation $125k base salary plus commissions on personal and team sales (no cap). Comprehensive benefits, including 401k matching.