Carbon, a Series E company generously funded by top VC firms, is looking for a Vice President, Sales for North America Enterprise to join the growing Carbon team headquartered in Redwood City, CA USA. In this position you will lead Carbon sales and business development success in North America for selling 3D printing into the industries Carbon is focused on serving strategically: Automotive, Aviation/Space/Defense, Medical, Industrial and Consumer industries.
The position will be responsible for developing the sales pipeline of Channel Sales partners, product manufacturers (OEMs) and their supply chain parts contract manufacturers (CMs) to be sufficient to meet booking goals and to close the number of new customers and the booking amounts to meet/exceed the company’s goals in the North America markets.
The team is looking for a self-starter leader that enjoys working in a highly dynamic startup environment. You will enjoy a small high growth company atmosphere and excellent benefits. Travel can be up to 60%, domestic.
The mission of the Vice President of Sales is to lead the company’s customer engagement and field operations with commitment and passion; build out a sales team to drive rapid scaling of revenue; and meet revenue targets on a quarterly and yearly basis. To lead a growing team building an industry-changing company with passion, drive, and strong business skills.
Required Attributes:Upper level management experience building and leading sales teams that close, retain, and upsell new businessA proven “hunter” that finds and closes new customer business to beat quotaExperience in capital equipment selling (e.g. polymer AM systems, metal AM systems, strategic Design/Mfg systems)Success selling into enterprise companies in Automotive, Aviation/Space/Defense, Medical, Industrial and Consumer industries and contract manufacturers serving those industries.Possesses deep target market industry insight (e.g. product innovation and mfg supply chain) and has developed strong business relationships at target companies and their manufacturing supply base (i.e. CMs).Ability to grasp the technical value proposition and ability to work with the customer and discover how this value proposition can help the customer to create business value and solve critical business problems.Experience leading effective sales organizations that utilizes cross-functional team members efficiently to close, retain, and upsell new business.Excellent relationship building skills based on keen ability to listen and creative discovery of critical problems you solved.Consultative development of value, justification, and compelling events to close business as forecasted.Humble listening leaderTeam player
Other Key Measures of Success include: Building an effective, collaborative sales team and support team. Establishing a high-velocity, repeatable process for customer engagement. Help implement the go-to-market strategy of the organization. Actively engaging with customers, partners, etc.
Refine and build the customer experience: Develop and deliver a world-class customer experience from initial sale, through service/support, and to repeat sales of consumables and additional devices. Develop and implement training, on-boarding and sales incentive programs. Develop and implement the processes and discipline to create a strong sales pipeline. Work with the Head of Marketing to develop and execute lead gen programs. Develop and monitor key metrics that will be used to manage the business. Work with the Vice President, Business Development to prioritize and develop strategic partners.
Be accountable for results: Build a strong sales team. Take responsibility for meeting/exceeding agreed upon sales targets. Use your executive presence to close important deals. Establish tangible goals and priorities; create the focal points for measuring performance. Build an accurate forecasting process, including communications and attainment planning.
Contribute to company management: Partner with the CRO and the rest of the executive team to develop and refine corporate growth strategy. Help develop policies, including contract terms and conditions. Monitor customer, market, and competitor activity and provide feedback to company leadership team. Integrate the sales dimension into the fabric of the company; develop and cultivate essential working relationships between sales, marketing, and engineering.
Qualifications and Experience:A demonstrated track record as a top performer throughout his or her career. A record of building/managing organizations that deliver targeted sales and market share numbers. Significant sales experience (minimum of 10+ years in selling; 8+ years in senior sales management). Outstanding consultative selling abilities. Experience evangelizing and selling products or solutions into large multi-billion companies. Experience leading customer support. Proven ability to structure and close larger accounts; personally active with customers, partners; adept at closing “reference accounts”, then making those relationships work successfully. Experience in a successful start-up is a plus. Ideally candidate will have taken a company through an early stage revenue ramp. Strong operational and strategic management skills. Ability to set and manage priorities judiciously. Success as a leader. Proven ability to attract and successfully manage superstar level sales reps.
Personal and leadership attributes:Entrepreneurial leader with a driving desire to win big in the market. Outstanding leadership and people management skills with the ability to successfully motivate, challenge, and integrate a team of talented and creative people at all levels of the organization. A self-assured leader with his/her ego in check. Strategic thinker who can drive an effective go-to-market vision, while also being a strong personal contributor with a desire to “roll-up sleeves” and make it happen. Exceptional interpersonal and communication skills with executive level customers and partners. Ability to challenge the team/organization while holding them accountable for their commitments. Able to work collaboratively with colleagues and staff to create a results driven, team oriented environment. Impeccable integrity and ethical standards.
You do not need to match every listed expectation to apply for this position. Here at Carbon, we know that diverse perspectives foster the innovation we need to be successful, and we are committed to building a team that encompasses a variety of backgrounds, experiences, and skills
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