Location
Bellevue, WA | United States
Job description
WHO WE ARE
Founded in 1985, Seagull Scientific is a provider of software solutions for designing, printing, and automating the production of labels, barcodes, and RFID tags. The Company's software platform – BarTender – is utilized by businesses across all end markets including aerospace, food & beverage, logistics, manufacturing, medical, pharmaceutical, and retail.
You already know BarTender’s customers. They’re the ones pioneering commercial space flight, developing and delivering vaccines to every continent, manufacturing energy-efficient cars, providing clean water to the world, putting wholesome food on your table and groceries in your cart — and they use our software to create the labels, barcodes and RFID that keep their supply chains moving, traceable and safe.
Our global, talented and diverse teams are passionate about what they do and its impact on everyone, everywhere. Join us and help shape the way the world works.
We are headquartered in Bellevue, Washington, with branch offices in Madrid, Taipei, and Tokyo. For more information about Seagull Scientific, please visit .
LOCATION
This hybrid position is located in Bellevue, Washington, the headquarters for our Americas operations. Local candidates only, please.
WHO YOU ARE
You are an experienced B2B software/SaaS sales leader who has a proven record of success driving sales teams to win deals, enable partners and develop opportunities. You are a results-driven, data enabled and customer-centric leader who practices situational leadership and is excited by new technology initiatives. As a leader and player-coach, you are passionate about developing people, understanding the customer, achieving SMART goals, and driving revenue. You understand and have used a sales process such as Miller Heiman, Sandler or SPIN and appreciate the differences between a sales forecast and sales pipeline reviews.
WHAT YOU WILL DO
You will lead the mid-tier and emerging sales teams who develop and qualify opportunities, engage and sell with and through mid-tier and emerging partners, lead affiliate partner sales and, where appropriate, win deals with or without partner participation. The mid and emerging sales teams are located in Bellevue, WA (US), Madrid (Spain) and Taipei (Taiwan). You and your teams will have specific monthly, quarterly and annual sales targets. You will work closely with the regional sales directors and their teams, the renewals teams and the business development, marketing, professional service, sales engineering and technical support teams.
You will:
- Lead the mid-tier and emerging markets sales teams to achieve and exceed monthly, quarterly and yearly sales targets.
- For key mid-tier and emerging partners, set agreed to sales goals, partner account plans and work with these partners and hold them accountable to meet and exceed these sales goals.
- Manage the sales development team and work closely with marketing on sales qualification programs in key markets. Ensure sales development activities are followed in markets the SDR team does not cover.
- Ensure the mid-tier and emerging markets sales teams:
- Assist partners with quotes on a timely basis and participate in the sales process with partners as needed
- Triage and qualify inbound phone calls, chat, webform and other leads and determine correct path for processing – e.g. additional qualification, forwarding to regional sales manager and partner for processing, etc.
- Engage the regional sales managers on large or important deals
- Enable partners with sales engineering assistance and training as appropriate
- Are the lead sales team for affiliate partner sales
- Maintain a disciplined monthly and quarterly deal, pipeline and sales forecast review process and present accurate and timely reporting of results to management.
- Ensure the mid-market and emerging sales teams are enabled and skilled to achieve sales targets and that they successfully utilize our sales automation tools to maximize sales productivity, ensure quality customer engagement, manage existing opportunities and drive new business.
- Regularly utilize sales data to improve sales, pinpoint partner growth opportunities and understand market dynamics.
- Review direct report activities on a regular basis, at least weekly and report monthly and quarterly on sales activities, achievements and performance to plan.
- Discuss activities, opportunities and issues with immediate supervisor at least every two weeks or as needed. Inform management on market, sales, and competitive forces or trends in the region.
- Travel up to 20% globally.
WHAT WE REQUIRE
- Tremendous hunger for delivering results with multiple years of exceeding sales goals.
- Minimum of 10+ years of B2B software and SaaS business development, channel management and direct sales experience to medium and enterprise size customers, including 5+ years as a sales manager.
- Successful history of developing new business, expanding the partner ecosystem and achieving sales through a partner channel as well as winning direct and indirect enterprise sales.
- Understanding of strategic selling and consultative selling processes, including demonstrated success participating and succeeding in strategic selling and consultative sales environments.
- Experience presenting technical concepts in a clear manner to customers through 1-2-1 or 1-2-many discussions, presentations, and demonstrations.
- Experience selling complementary technologies that leverage mid-market to enterprise ERP, WMS and MES technologies.
- Outstanding communication (verbal and written) and presentation skills with the ability to address both executive and technical audiences.
- Ability to communicate in English (reading, writing and speaking).
- Experience leading cross functional team resources for driving sales pursuits to closure, utilizing technical, marketing, and upper management as appropriate in the sales cycle.
- Experience managing direct reports in different countries and time zones.
- An understanding of ERP, WMS and MES technologies, business processes, business automation and the label management challenges organizations face is preferred. Auto-id, barcode, printer manufacturer or supply chain software experience a plus.
- Availability for 20% global travel.
EDUCATION
- Bachelor’s degree in sales, marketing, business administration, international business or equivalent work experience.
COMPENSATION & BENEFITS
- Compensation for this full-time job is an annual base salary between $125,235 - $182,735 plus a sales commission plan. The specific salary offered to a candidate may be influenced by a variety of factors including but not limited to the candidate’s relevant experience, education or location.
- Excellent medical, dental, and vision plan
- 401K with 100% employer matching up to 3.0% with immediate vesting
- Accrual of 21 days of PTO (combined vacation and sick days) per year for the first 4 years of employment, with additional accrual increases for years of service
- 8-10 paid company holidays per calendar year
- Company-paid life insurance, short term and long-term disability benefits
- Tuition-reimbursement benefits
- Free parking (Bellevue office)
- Fun staff and team-building activities (greater Seattle area)
- On-site fitness center and deli (Bellevue office)
- Access to green space and Open Space Trail System (Bellevue office)
TERMS OF EMPLOYMENT
Upon hire, you must be able to provide documentation that proves authorization to work in the US without visa sponsorship.
OUR CULTURE
We are Fair, we are Passionate, we appreciate Excellence and we act as a Team. We offer a dynamic, culturally diverse and fun environment, in which people with energy, creativity and passion work together to deliver amazing product experiences for our customers. Join a team where your background is valued and respected, and your unique insights and ideas contribute to building a culture of diversity, equity and inclusion.
EQUAL EMPLOYMENT OPPORTUNITY
Seagull Scientific Inc. is proud to provide equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of recruiting and employment
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