Director of Strategic Accounts - Enterprise at Outrider

| Greater Denver Area
Sorry, this job was removed at 6:00 p.m. (MST) on Tuesday, April 14, 2020
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The company

Outrider, the pioneer in autonomous yard operations for logistics hubs, helps large enterprises improve safety, increase efficiency, and optimize their workforce. The only company exclusively focused on automating all aspects of yard operations, Outrider eliminates manual tasks that are hazardous and repetitive. Outrider’s mission is to drive the rapid adoption of sustainable freight transportation by deploying zero-emission systems. Outrider is a private company backed by NEA, 8VC, and other top-tier investors.

 

The role

Outrider 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. Outrider 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 Outrider's technology and employ effective selling strategies to successfully position Outrider 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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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

Location

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

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

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 of parental leave for the primary caretaker. Outrider also provides 4 weeks of leave for the secondary caretaker.
Vacation & Time Off Benefits
Generous PTO
Paid Holidays
Perks & Discounts
Casual Dress
Company Outings
Outrider hosts monthly company outings.
Stocked Kitchen
Parking
Professional Development Benefits
Promote from within
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