Senior Manager, Global Alliances and ISV

Job Description

Job Description

WHO WE ARE

Founded in 1985, Seagull Scientific provides 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 know BarTender software’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 https : / / www.

seagullscientific.com / .

LOCATION

This position is remote in select US states. We are only accepting applications from candidates who currently reside in the US and are authorized to work in the US without VISA sponsorship.

WHO YOU ARE

You are a highly motivated and talented senior-level sales manager experienced with revenue generation, channel management and enterprise sales.

You are dedicated to driving growth through partners, expanding the partner ecosystem and leading and winning key deals with and on behalf of partners.

WHAT YOU WILL DO

As Senior Manager of Global Alliances and ISV, you will be the primary contact for global accounts and opportunities, working in collaboration with our channel partners and our Sales Team to achieve sales and company goals.

Primary to your success will be your ability to guide, manage and grow channel partners, as well as leading and participating in the sales process for large and / or strategic opportunities.

You will :

Actively contribute to the achievement of sales and company targets

Set the strategy and tactics to build territory and engage new opportunities

Work closely to support partners to win opportunities and to expand existing customer usage

Lead the enterprise sales process to win large and important deals where appropriate

Establish and manage relationships with existing channel partners and identify, nurture, recruit, and onboard new partners

Develop account plans individually and in collaboration with partners

Grow brand awareness by attending trade shows (industry events), conducting webinars, and supporting partners in their endeavor to generate deal flow

Partner with the Marketing Team to develop and execute plans that support the partner network to increase their deal flow

Provide product and program training for channel partners through webinars and product demonstrations

Deliver sales presentations and product demonstrations to potential customers and be a resource to facilitate customer product knowledge to accelerate deal flow

Assist in responding to RFP, RFI and POC requests

Participate in regular deal reviews, report monthly on sales activities, and forecast sales by territory and key partners

Utilize BarTender specific sales processes to track all opportunities above an agreed dollar amount

Track and manage all opportunities in the CRM per company requirements

Inform management on market and competitive forces and trends in the region

Communicate new features and enhancement requests to BarTender product management

Discuss activities, opportunities, and issues with Director at least every two weeks, or as needed

Travel to industry events and partner / customer locations as needed within the US (up to 40%)

WHAT WE REQUIRE

10 years’ experience in business development, channel management and direct sales to medium and enterprise size customers

5+ years’ experience in B2B software and SaaS industry

Tremendous hunger for delivering results and passion for continuing a career in sales

Successful history of achieving sales through a partner channel and winning direct and indirect enterprise sales. Demonstrated experience of knowing when to engage a prospective or existing customer directly in a partner sales model and when / how to intervene and take over the sales process.

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

History of preparing winning proposals

History of building executable strategic and tactical account plans individually and in collaboration with partners

Experience selling complementary technologies that leverage mid-market to enterprise ERP, WMS and MES technologies

Outstanding verbal and written communication and presentation skills with the ability to address both executive and technical audiences

Experience leading cross functional team resources for driving sales pursuits to closure utilizing technical, marketing, and upper management as appropriate in the sales cycle

Degree in business, marketing, or similar field is preferred

Ability to travel to industry events and partner / customer locations as needed within the US (up to 40%).

COMPENSATION & BENEFITS

Compensation for this full-time job is an annual base salary between $102,000 - $143,000 with the potential for a sales commission.

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

TERMS OF EMPLOYMENT

This is a full-time position with benefits.

Upon hire, you must be able to provide proof of authorization to work in the US without visa sponsorship.

OUR CULTURE

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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