Strategic Account Director

Company: Ivalua
Location: Bedford
Posted on: February 25, 2021

Job Description:

We are a venture-backed company that combines artificial intelligence and intelligent robotics to change the way companies do business. Our company includes a team of world class technology experts recruited from centers of excellence including iRobot, Google, Amazon, Kiva Systems, Carnegie Mellon, MIT, Cornell, University of Pennsylvania, Rethink Robotics, Lockheed Martin, Tesla, BAE, Honeywell, and others. Prior work by this team resulted in more than 30 commercial products and billions of dollars in product revenue. Simply put, our team knows how to produce disruptive products that generate value for our customers. Through our leading-edge technology, we can automate tasks that have never been performed by machines and to do so at a price/performance level that brings our customers to us. Berkshire Grey is experiencing strong demand for our suite of products and we are looking to grow our team with senior sales leaders who have demonstrated success in b2b sales in a growing startup. The ideal candidate is one who can drive the sales process end-to-end with strategic accounts - qualifying and developing leads, understanding our customers' business goals, identifying sales opportunities, building key relationships with economic buyers, leading and closing complex sales negotiations with support from the product and solutions team, growing revenue per plan, and generating a base of delighted customers who will act as references and brand ambassadors across industries. You will:

• Establish strategic relationships with key 3PLs.
• Achieve sales targets (bookings and number of robotic systems) for commercial customers, including pilot projects that can scale in the future.
• Manage a sales pipeline across 3rd Party Logistics Providers.
• Operate as a key member of the 3PL business unit, helping to set strategy and go to market approach.
• Actively participate in trade shows and marketing events. You:
  • Have recent and significant (10+ years) experience closing traditional and "X as a Service" deals between $1MM+ involving hardware, software, and professional services.
  • Either sold to and worked with CEO, COO, EVP, SVP level executives to close deals or been employed by 3PLs at senior leadership levels.
  • Experience working with a solution design or sales engineers to translate customer needs into a system design.
  • Collaborate well with Product Management, Engineering, and Marketing
  • Experience in a startup environment, and comfortable with ambiguity and change.
  • Exercise strong organization and time management skills, with the ability to cope with fluctuating workloads and high-stress situations.
  • Relevant experience in warehouse automation or supply chain.

Keywords: Ivalua, New England , Strategic Account Director, Executive , Bedford, Northeast