Swift Navigation is hiring. Let us introduce ourselves. Swift is changing the way we navigate and understand the world. Swift’s precise positioning technology platform improves location accuracy from several meters to centimeter-level and is used by millions of devices across the globe. Swift’s technology is trusted by users across industries, enabling safer driving, improving efficiency for last-mile delivery and commercial transport operations, increasing accuracy for mobile devices and creating new possibilities for rail, robotics and machine control. That’s what we offer our customers and partners, but it’s the work we do together as a team that is the best part of our days. We collaborate—across the globe—to tackle problems, to pursue our mission and to make a real impact in the world. We are diverse, flexible, supportive and we believe our team is our most important asset and offer a host of benefits and programs to ensure that they know it.
Now a little more about what you could be doing as part of our team and contributing to Swift’s mission and vision. As Senior Business Development Manager Ecosystem on the team, you will be responsible for developing revenue-generating Partnerships with the world’s top chip, module manufacturers of GNSS receivers and hardware solution partners. The Ecosystem is a crucial part of Swift’s strategy to penetrate and win new business. This position will promote and drive innovation of our product offering including Partner development and relationship management, securing commercial contracts that grow business for Swift and our Partners.
Duties/Responsibilities
- Be the company’s leader and champion for building deep technical and commercial Partnerships with Ecosystem Partners in the US, Europe, and Asia.
- Develop a GTM strategy to access and identify the most relevant use cases and players
- Maintain accurate Partner growth and market segment forecasts and continuously update internal product, engineering, and executive teams.
- Prospect, engage, and close multi-year technical and commercial contracts with high-growth Partners. Contracts often will include licensing and royalty-bearing components, may include reseller terms, and will always include technical and marketing elements.
- Create and regularly maintain concise Partner engagement plans, with a bias toward action and a clear path to mutual business growth. Review Partner plans quarterly 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 Partners and the Swift Leadership team wherever they may be.
- Champion Partner 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 translate our product and service plans into actionable Partner engagement strategies.
- Deeply engage our Partners’ sales and business development teams to secure Proof of Concepts (POCs) with common Customers that translate into bookable business.
- Work efficiently with all Swift Sales, Engineering, Marketing, and Operations functions. Synchronize planning and business development with product and sales team colleagues, and champion productive teamwork and alignment of purpose.
- Work with and support Swift Marketing to ensure that marketing and Partner 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.
Required Skills/Abilities
- Strong strategic thinking and analytical skills, with the ability to translate market insights into actionable plans
- Proven and verifiable success closing revenue-bearing contracts with strategic partners or customers in silicon, IP, software in the telecommunication / mobile industry.
- Able to develop, negotiate and close complex royalty, revenue share-based, or subscription agreements.
- Working with marketing and product teams, proven ability to draft product launch plans with partnerships and see through to completion with material and measurable success.
- Able to credibly represent Swift and its technologies to Partners and Customers, and to understand the Customer’s issues, needs, and motivations.
- Able to credibly represent the Partner’s requirements to Swift and to motivate Swift to meet these requirements.
- Able 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).
Desired Skills/Experience
- 5+ years of business development or sales experience with a successful track record in highly technical software and services business in Telecommunications, IP, Silicon, Enterprise Software or SaaS markets.
- 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.
- Partner-focused and Partner-sensitive; able to motivate team members and co-workers.
- Outgoing and skilled at building relationships and developing effective internal and external Partnerships.
- Able to work and communicate at a detailed or high level, as required.
- Able to thrive in a dynamic, hypergrowth environment with evolving and expanding responsibilities.
- Willing to travel as needed to win partnerships and business, up to 30% during peak times.
- Native or excellent English language skills (reading, writing, speaking, listening).
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.
