Outrider
Autonomous Yard Operations
Golden, CO

Director of Strategic Accounts - Enterprise at Outrider

| Greater Denver Area
Sorry, this job was removed at 4:50 p.m. (MST) on Wednesday, February 19, 2020
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The company

Azevtec (Autonomous, Zero-Emission Vehicle Technologies) is automating 'first-mile' trucking. We simplify how large enterprises ship goods—our robotic systems automate repetitive vehicle movement and manual tasks in the world’s busiest freight-shipping hubs to enhance operational performance, reduce costs, and improve safety.

 

Azevtec is a rapidly growing, Series-A company founded to drive the adoption of sustainable transportation and deploy autonomous vehicles responsibly.

 

The role

Azevtec seeks an exceptional enterprise sales leader to accelerate the adoption of all-electric, autonomous vehicle systems within select Fortune 500 company distribution networks. The Director of Strategic Accounts - Enterprise will acquire and manage a group of strategic named accounts with expectations to manage full sales life cycles from demand generation through deal closure. This position requires a high degree of sophisticated product knowledge, advanced selling skills, and integrity.

 

The ideal candidate is comfortable with complex sales cycles, has a “hunter” mentality, will prioritize and champion customer needs, and has top-tier communication skills in appropriate expectation setting and ability to work within engineering constraints. Azevtec is looking for a candidate who will demonstrate a proven track record for consultative selling of technology solutions, technical services, and the building of trusted relationships with C-Level decision makers and business partners. 

 

This individual needs to communicate effectively and persuasively across multiple departments and customers, have the ability to shift gears at a moment's notice and enjoy the challenges of providing excellent customer service in a fast-paced environment. We are seeking someone who is purpose-driven with passion for technology to disrupt and drive change.

Duties and responsibilities

    • Engage with C-suite and VP level executives at global enterprise companies in the Fortune 500 to generate both new business revenue from customer pilot programs and successfully convert pilots to ongoing revenue accounts.
    • Manage all phases of the sales cycle as needed, including lead qualification, scope construction, proposal development, client presentations and contract negotiation (including negotiating on price and commercial terms).
    • Clearly articulate the value proposition of Azevtec’s technology and employ effective selling strategies to successfully position Azevtec as the market leader in truck automation technology.
    • Learn and understand business and technical requirements of clients to sell automation solutions that drive business value and have a clear ROI.
    • Master a deep understanding of the qualitative strategies and initiatives of the customer that articulate the goals of their company, including an understanding of the performance metrics or KPIs that will be used to measure the success of execution.
    • Build and deliver strategic presentations and proposals to create effective customer champions and support economic buyers to see the path to successfully rolling out an enterprise-wide autonomous vehicle deployment initiative.
    • Position proposed solutions as deeply aligned with the customer’s strategy and direction.
    • Develop and implement strategic sales plans to achieve corporate goals and sales expectations while demonstrating your passion for our mission.
    • Follow a disciplined approach to maintaining a robust pipeline and skillfully execute each phase of the sales process from pipeline generation to closing the deal.
    • Manage multiple opportunities through the entire cycle simultaneously, working with cross-functional teams as necessary, and serving as the primary customer contact for all internal activities.
    • Serve as the voice of the customer and collect feedback to drive continuous improvement across all areas including product development.
    • Acquire and communicate with the internal team on competitive solutions and emerging technologies.
    • Attend trade shows and industry events for networking and competitive intelligence.
    • Bring enthusiasm, flexibility, and patience to the role in a fast-paced, fun, and collaborative environment.
    • Moderate to heavy business travel required within the United States (>50%).

Required qualifications

    • 10+ years’ experience selling and presenting technology solutions to C-levels within enterprise accounts and cultivating mutually beneficial relationships with customers, strategic partners, and alliances.
    • Hunter mentality with proven success managing and closing long, complex sales cycles with Fortune 500 accounts (contract values exceeding $1M).
    • Ability to understand and effectively explain complex technology solutions, customer value and ROI.
    • Experience deploying consultative and advanced sales methodologies and tools to achieve and exceed your sales targets.
    • Expert negotiation skills and ability to drive value, effectively inform, and persuade.
    • Collaborative approach to sales that includes working with multiple groups both internally and externally.
    • Proven ability to map the customer’s business process to product capability.
    • Display active interest in increasing customer satisfaction and deepening customer relationships.
    • Innate passion for seeking depth and complete understanding in an account and market.
    • Excellent verbal and written interpersonal, presentation, communication and persuasion skills are critical.
    • Highly organized, detail-oriented individual with the ability to self-motivate and produce high-level results with minimal supervision and direction and prioritize the most important tasks within a heavy workload.
    • Proficient in Microsoft Office suite (including Excel, Word and PowerPoint) and experience using Saleforce CRM.
    • Experience in a startup or similar fast-paced environment where there is frequent change and a need to demonstrate and act with a sense of urgency, flexibility and adaptiveness.

Education

    • Bachelor’s degree or higher strongly preferred. MBA is a plus.
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Where we are

Our company is just steps away from hiking, mountain biking, climbing, and the New Terrain Brewery.

Technology we use

  • Engineering
  • Product
  • Sales & Marketing
    • C++Languages
    • JavascriptLanguages
    • PythonLanguages
    • ReactLibraries
    • ExpressFrameworks
    • Node.jsFrameworks
    • MongoDBDatabases
    • RedisDatabases
    • Google AnalyticsAnalytics
    • AxureDesign
    • IllustratorDesign
    • InVisionDesign
    • PhotoshopDesign
    • SolidWorksDesign
    • ConfluenceManagement
    • JIRAManagement
    • Microsoft ProjectManagement
    • SmartsheetManagement
    • WordpressCMS
    • HubSpotCRM
    • SalesforceCRM
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What are Outrider Perks + Benefits

Culture
Friends outside of work
Eat lunch together
Group brainstorming sessions
Open office floor plan
Health Insurance & Wellness Benefits
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Retirement & Stock Options Benefits
401(K)
Company Equity
Child Care & Parental Leave Benefits
Generous Parental Leave
We provide up to 12 weeks for both the primary and secondary caretaker.
Vacation & Time Off Benefits
Generous PTO
Flexible time off.
Paid Holidays
Perks & Discounts
Casual Dress
Company Outings
Outrider hosts monthly company outings.
Stocked Kitchen
Happy Hours
Parking
Professional Development Benefits
Promote from within

An Insider's view of Outrider

What’s the vibe like in the office?

We’re fired up to solve the urgent problem of yard automation needed for a more resilient supply chain. No one walks alone at Outrider. If anyone is stuck or needs help, people line up to lend a helping hand. This is an interdisciplinary problem, so the best and brightest engineers across multiple areas of expertise must work together to solve it.

Michael Cutter

Principal Computer Vision Engineer

What does your typical day look like?

A typical day starts on the computer modeling robotic designs. Next, our team holds a daily standup to discuss progress and goals. Then, I assemble prototypes. During lunch, I mountain bike with coworkers on N. Table Mountain. The afternoon is my favorite -- testing the robots on our autonomous vehicles. I love watching robots do cool things.

Martin Sotola

Robotics Engineer

How has your career grown since starting at the company?

At first, I was overwhelmed by unfamiliar software, robotics, and logistics jargon and the fast pace. Hard work, hustle, and awesome co-workers reduced my learning curve. In no time, I was contributing and saw my responsibilities expand -- working with engineering, commercial team and customers. I’ve seen exponential growth in my career and myself.

Kayla Holcomb

Associate Project Manager

How do your team's ideas influence the company's direction?

Daily, we’re solving complex, cutting-edge engineering problems. We encourage and welcome new and innovative ideas. In close collaboration with our customer-facing teams, engineering turns ideas into products that solve big pain points for very large companies. The majority of our team's ideas have morphed into solutions deployed at customer sites.

Dan Ambrosio

Senior Software Engineer and Head of Software Integration

What are some social events your company does?

When we’re not working or noshing on snacks provided in the kitchen, we’re sipping pints together in the brewery across the road. Many like to go hiking, running or mountain biking several days a week on N. Table Mountain also across the road. Others do Cross Fit or hang out socially outside of work. And, there’s a monthly company-sponsored lunch!

Tessa Ronan

Autonomous Vehicle Controls Engineer

Outrider Jobs In Golden
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Test Operations Technician

Outrider
Greater Denver Area
13 hours ago
+16
This role is hands-on, requiring acute attentiveness to the vehicle system during operation, as well as constant observations of its performance both in the cab and via a software-based dispatching/monitoring tool. The work you do will support the development and delivery of safe, error-free, and effective autonomous vehicle systems for the largest companies in the world that ship freight.

Senior Software Engineer -- Multi-Robot Autonomy

Outrider
Greater Denver Area
5 days ago
+16
The Senior Software Engineer -- Multi-Robot Coordination will report to the Chief Software Engineer and be responsible for developing the command-and-control subsystem for mission-level planning to orchestrate and optimize single- and multi-vehicle autonomous traffic. We’re searching for a seasoned and accomplished software engineer with a track record of demonstrated high achievement who can lead software development for multi-robot orchestration from concept through testing and commercialization. The Senior Software Engineer -- Multi-Robot Coordination will develop software for tasking large vehicles to operate autonomously alone or in a group.

Senior Robotics Software Engineer - Manipulation

Outrider
Greater Denver Area
5 days ago
+16
The Robotics Software Engineer will report to the Manager of Robotic Systems and support the development of proprietary software and hardware products that automate manual tasks performed in busy freight shipping environments utilizing robotic manipulation and associated technologies. This is a mission critical team working in a dynamic environment building a robotics system from the ground up for rapid commercial deployment. This individual will be responsible for a large portion of our system and will have a high degree of autonomy in their work. This position requires exceptional algorithm creation, software development, and engineering skills related to perception-driven robotic manipulation. The successful candidate will be primarily responsible for software development that redefines large enterprise supply chains through demonstrated safe, error-free, and effective operational performance. 

Software Engineering Lead - AV Motion Planning

Outrider
Greater Denver Area
5 days ago
+16
You'll be the engineering lead for a category-defining motion planning capability that incorporates physics/kinematics, path planning, and trajectory optimization for an autonomous tractor-trailer combination capable of forward and reverse movement, including articulated backing, hitching/unhitching, and docking/undocking at warehouse loading docks. This subsystem will enable unprecedented functionality using durable, tried-and-true, classical motion planning techniques.

Principal Software System Test Engineer

Outrider
Greater Denver Area
5 days ago
+16
The Senior Autonomous Vehicle Software Test Engineer will report to the Director of Systems Integration, Validation, and Test Engineering and be responsible for comprehensive verification and validation; test procedure creation and execution; strategy and tool development; and bug identification, logging, and resolution. This position is mission-critical for delivering a safe, effective, first-of-its-kind industrial technology, and will build the foundation for the company’s overall system test procedures and organization. The successful candidate will test and validate autonomous vehicle systems that redefine large enterprise supply chains and boast safe, error-free, and effective operational performance.

Perception Engineer -- Localization, Mapping, and Calibration

Outrider
Greater Denver Area
5 days ago
+16
This position will be leading our efforts around localization, mapping, and calibration as we work to build novel solutions to some of the hardest challenges around finely tuned autonomous systems. The Perception Engineer will report to the Principal Computer Vision Engineer and develop perception software capabilities through all phases of Outrider's pilot and deployment programs. This position plays an essential role in helping deliver a reliable, profitable, performant, safety-critical system -- it offers a very talented software engineer the chance to help develop a market-defining enterprise product that combines autonomous vehicle technology with a software-as-a-service (SaaS) business model.

Electrical Engineer

Outrider
Greater Denver Area
5 days ago
+16
Design, analyze and test complex electronic systems that enable advanced autonomous vehicles. Develop production-ready electronic subassemblies (PCBs, wire harnesses, electronic enclosures, etc.) that can be manufactured at scale. Collaborate with systems, software, and test teams to refine electronic architectures. Develop, improve and sustain electronic testing fixtures and processes. Evaluate new electronic components and their impact on system safety and performance. Support field testing and debugging, both locally and at remote customer sites. Debug wire harnesses, electronic assemblies, PCBs, and installed systems.

Electronics Technician

Outrider
Greater Denver Area
1 week ago
+16
In the Electronics Technician position, you'll be working as part of the hardware department to create safe and reliable autonomous vehicle systems. You’ll collaborate with the hardware engineering team to design, build and test prototype and production-quality products and test equipment. The Electronics Technician will report to the head of Electronic Systems. This role is mission-critical for helping deliver a safety-critical system for industrial automation. A successful Electronics Technician candidate will be a detail-oriented self-starter capable of figuring out how to perform work with limited up-front guidance, such as building wire harnesses from scratch or populating a new PCB based on schematics. The ideal candidate will embrace our goal to drive zero-emission, self-driving vehicle adoption, and help us realize our potential to define, build, and lead a new, category of robotic automation for the enterprise.

Senior Computer Vision and Machine Learning Engineer

Outrider
Greater Denver Area
2 weeks ago
+16
The senior CV/ML Engineer will report to the Principal Computer Vision Engineer and develop perception software capabilities through all phases of Outrider's pilot and deployment programs. This position plays an essential role in helping deliver a reliable, profitable, performant, safety-critical system -- it offers a very talented software engineer the chance to help develop a market-defining enterprise product that combines autonomous vehicle technology with a software-as-a-service (SaaS) business model.

Software System Test Engineer

Outrider
Greater Denver Area
2 weeks ago
+16
The System Test and Automation Engineer will report to the System Validation and Test Manager and will be responsible for comprehensive verification and validation; use-case and regression test procedure creation and execution; and bug identification, logging and resolution. This position is mission-critical for delivering a safe, effective, first-of-its-kind industrial technology, and will build the foundation for the company’s overall system test procedures and organization. The successful candidate will be up for a challenge to build foundational test frameworks and automation from the ground up, own and lead projects, greatly impact a rapidly growing test team, and test and validate autonomous vehicle systems that redefine large enterprise supply chains.

Software Engineering Manager -- Multi-Robot Autonomy

Outrider
Greater Denver Area
3 weeks ago
+16
We’re searching for an accomplished software engineering manager with a track record of demonstrated high achievement who can lead a team of expert level engineers from concept through testing and commercialization for a robotic mission planning module that schedules, prioritizes, and manages tasks for a fleet of autonomous mobile robots. The Software Engineering Manager -- Multi-Robot Autonomy will help this team as they take on the charter of tasking large vehicles to operate autonomously alone or in a large group.