Sr Software Sales Manager, Commercial Transport (North America)

Europe

Job Description / Skills Required

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 Commercial Transport and Last Mile Delivery applications.

Reporting to the Senior Sales Account Executive for Commercial Transport and Last Mile Delivery applications and based in the United States/Europe, the role involves continuous prospecting, selling of Swift’s GNSS end-to-end solutions including GNSS receiver hardware, 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 autonomous driving, routing, driver safety, fleet management, delivery robotics and delivery drones 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 $5M+ 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.
  • Effectively leverage other systems- Zoom, Slack, etc.- to engage customers and team members remotely, as appropriate.
  • 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 teams to creatively develop new business with Commercial Transport and Last Mile Delivery 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.
  • 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.
  • Actively participate in selected industry functions, such as association events, trade shows and conferences and provide feedback and information on market and competitive trends.

Job Requirements

Commercial and Business Skills & Experience

  • Proven and verifiable success closing 7-figure contracts for software, IP or SaaS subscriptions at Enterprise and OEM companies in the commercial transport, last mile delivery, automotive, and/or autonomy supply chains, including GNSS chipset makers, GNSS infrastructure or rover technologies, and/or related autonomous and semi-autonomous applications.
  • Prior experience in selling Solutions as a Service (SaaS), IP, services or other intangibles 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 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 externally and internally).

Technical Skills & Experience

  • More than 5 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, GNSS-related sciences, or similar technical degree) from an accredited four-year college or university.
  • 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, listens actively.
  • 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).

Perks

  • 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