Enterprise Account Executive (West Coast)

Description

Join Our Team

At Onward Robotics, we are a bold, gritty, and purposeful team with an ambitious mission to revolutionize fulfillment. Our team is driven by a client-first mentality: we aim to solve hard problems and fuel our clients’ growth with innovation. We are seeking talented individuals who will have a huge impact on both our business and our team. Join us on our mission as we move fast, think big, and have fun!

About Us

Onward Robotics delivers innovative automation technology that coordinates humans and robots as a cohesive system to revolutionize fulfillment. Our Meet Me solution combines proprietary software with person-to-goods mobile robots to increase efficiency in warehousing, distribution, and e-commerce operations. Onward Robotics provides the boost in productivity, flexibility, and speed that companies need to remain competitive and grow. Learn more at onwardrobotics.com.

Job Summary

As an Enterprise Account Executive, your focus will be to grow the sales of Onward Robotics AMRs in the North American market. The candidate should have a strong network of contacts and selling experience in eCommerce, logistics, distribution/warehousing, or material handling. This position reports to the Head of Sales and will be responsible for increasing company profits by growing business at current clients and acquiring new clients within an assigned market territory or industry.

The successful candidate will be a proven consultative sales professional with a particular strength for selling enterprise warehouse automation /eCommerce solutions into complex accounts.

Duties and Responsibilities:

• Achieve or exceed the annual sales target
• Maintain and grow a pipeline of opportunities across multiple market segments
• Travel to client or prospect facilities to assess various AMR applications to meet the clients' needs
• Develop compelling value propositions based on ROI cost/benefit analysis
• Determine client requirements and expectations in order to recommend and sell specific solutions
• Drive the entire sales cycle from initial prospect engagement to closed sales
• Collaborate closely with other departments, including marketing, product management, and client support, to ensure seamless delivery of value to clients.
• Cultivate strong relationships with third party and partner companies that may be required to deliver full solutions to clients
• Provide feedback to company management on market trends, competitive threats, unmet needs, and opportunities to deliver greater value to clients by extending company offerings
• Maintain a high level of relevant domain knowledge in order to have meaningful conversations with prospects
• Conduct all sales activities with the highest degree of professionalism and integrity
• Lead negotiations with clients to secure business that provides mutual value.

Qualifications

Required Skills:

• Deep working knowledge of warehouse operations or WMS systems.
• Demonstrated success selling innovative, complex Warehouse/Supply Chain solutions combining hardware, software and services.
• Demonstrated proficiency in forecast accuracy and account planning
• Proven new business development skills with proven quota attainment record
• Experience in selling CapEx and SaaS (or RaaS) solutions
• Ability to work as part of a team and be coachable to Onward Robotics sales process
• Ability to establish CxO level relationships
• Strong communication skills, including presentation, professional writing, and negotiations
• Aggressive, self-starter, hunter mentality, comfortable in fast-paced environment
• Proficient with Salesforce.com
• Use data-driven insights to continuously improve sales strategies

Minimum Experience Requirements:

• 3+ years of applicable experience selling automation into retail, eCommerce, 3PL, logistics or distribution/warehousing - generating leads, qualifying opportunities and effectively managing a large pipeline
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Preferred Experience Requirements:

• 5+ years of applicable experience selling automation into retail, eCommerce, 3PL, logistics or distribution/warehousing - generating leads, qualifying opportunities and effectively managing a large pipeline
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Minimum Education Requirements:

• BS degree in Business, Engineering, Operations, or related field

Preferred Education Requirements:

• MBA