Sales Manager - Solutions

Take a lead role in growing revenue in allotted Region relationships with Value Added Resellers (VARs) & Consultative Partners. To play a critical role in expanding the allotted market and be part of the global revolution taking place in digital distributed manufacturing as a result of the latest 3D printing technologies. The role will track and drive the KPI s and action plans to reach annual targets and develop measures to stay ahead, including actions to enable, develop, motivate and support the partners through regular meetings for pipeline management, marketing campaign planning, industry events, forecasting, etc.

Role & Responsibilities:

• Demonstrate a deep understanding of channel strategy, and sales process

• Develop a partner selection and recruitment framework to drive selection of the best-in-class
  VARs and consultative partners within the region.

• Work with the new and existing partners, set partner revenue and growth goals and drive
  channel development plans to meet and exceed those goals.

• Develop marketing strategy and action points to strategically position in the market and build
  brand awareness via positive visibility.

• Canvass, initiate, and qualify sales leads and follow through to ensure a solid sales funnel with all
  partners.

• Facilitate joint visits with partners sales representatives to end users

• Achieve world class partner net promoter scores and excellent feedback from the customers of
  our channel partners

• Lead a diligent business rhythm with all partners - QBRs, MBRs, an executive sponsorship
  mapping

Basic Qualifications:

• Bachelors degree in Engineering, or a related field.

• Proven experience (5+ years) in business development, sales, within the additive manufacturing
  or industrial machinery industry.

Excellent in Communication Skills.

• 5+ years of B2B channel development experience including in-depth understanding of system
  integrators, channel/partner programs and funnel management.

• In depth experience with structured sales, plans, budgets, pipeline management, marketing and
  people management in sales.

• Extensive solution sales experience and track record working with value added resellers.

• You enjoy working in a fast paced, constantly changing scale-up company with high ambition
  levels, an environment which throws challenges and presents new opportunities for your future
  development.

• Empathy: track record of developing a deep understanding of our partners and customers and
  turning those insights into strategies that result in significant revenue growth

• Leadership: ability to recruit and grow excellent talent and create a team culture of winning while
  respecting the company values - this role will be accountable for driving significant MRR through
  our indirect channels

• Manufacturing expertise - solid grasp of manufacturing industry with an emphasis on technical
  solutions

• Test and Learn Mind-set: ability to execute in an intense, face-pasted, highly iterative
  environment

• Cross-Functional Collaboration - experience collaborating effectively with key stakeholders and
  cross-functional teams to achieve goals

• Sales / Go-to-Market: demonstrated success developing and executing sales/marketing
  enablement playbooks and tools to drive new business with/through for partners

• Business Thinking: ability to identify and leverage synergies across the business to make an
  impact

• Execution Focused: motivated by success and passion for delivering business results;
  demonstrated excellence in exceeding quota on a regular basis

• Influence: ability to direct, persuade, and motivate others without direct authority; flexes
  style/approach as the situation requires

• Resiliency: adaptable to change and effective when facing ambiguity; thinks outside the box to
  solve for key stakeholders in the short and long-term

• Strategic Thinking: plans and makes decisions in the framework of the company strategy - ability
  to help shape our partner strategy and modify our commercial models to drive significant
  growth.

Bonus To Have:

• Master s degree in engineering/Business Administration

• In-depth knowledge of additive manufacturing technologies, processes, and applications.

• Previous experience in working with advanced manufacturing technologies, machines and
  equipment.

• A network of contacts within industries that can benefit from additive manufacturing technology
  is a plus.