Vertical Sales Lead - Public Sector

D-Wave (NYSE: QBTS), D-Wave is a leader in the development and delivery of quantum computing systems, software, and services. We are the world’s first commercial supplier of quantum computers, and the only company building both annealing and gate-model quantum computers. Our mission is to help customers realize the value of quantum, today. Our quantum computers — the world’s largest — feature QPUs with sub-second response times and can be deployed on-premises or accessed through our quantum cloud service, which offers 99.9% availability and uptime. More than 100 organizations trust D-Wave with their toughest computational challenges. With over 200 million problems submitted to our quantum systems to date, our customers apply our technology to address use cases spanning optimization, artificial intelligence, research and more. Learn more about realizing the value of quantum computing today and how we’re shaping the quantum-driven industrial and societal advancements of tomorrow: www.dwavequantum.com.

You can read more about our company and our innovations in the pages of The Wall Street Journal, Time Magazine, Fast Company, MIT Technology Review, Forbes, Inc. Magazine, Wired and across many whitepapers. 

At D-Wave, we’re helping customers realize the value of quantum computing today and are shaping the quantum-driven industrial and societal advancements of tomorrow.

About the role

As a visionary and dynamic Vertical Sales Lead for the public sector, you will play a key role in driving the growth and success of our sales team in the Americas region. Bringing your market-making and sales leadership expertise, you will lead our sales efforts to drive our SaaS recurring and professional services revenue from Quantum Optimization solutions in the public sector, by establishing and growing strong relationships with our customers and partners on their journey toward quantum success.

If that sounds like you, read on: we expect you to significantly expand our revenue in the public sector, grow the pipeline of new opportunities, and sell D-Wave’s Quantum SaaS/Cloud products and services to new and existing customers in the Americas region. You will work closely with your business development resources to identify target accounts, orchestrate outbound outreach to them, and qualify inbound leads. You will also work closely with our pre-sales solution engineering team and post-sales professional services teams to identify customer needs and propose quantum optimization solutions that deliver value to our customers when in production. You will co-manage our partnerships with Independent Software Vendors, Consulting Services Providers, and Channel Resellers to provide complete Quantum Optimization solutions to our common end customers.

What you'll do

·         Sales Execution: Execute D-Wave's sales strategy within the Americas region to drive new business in the public sector. You will identify opportunities to propose Quantum Optimization solutions utilizing D-Wave products and services, and effectively communicate D-Wave’s vision, strategy, and product capabilities to customers, including quantifying the value customers can expect to receive from our solutions.

·         Team Leadership: Build, mentor, and motivate a high performing account team, including cross-functional internal resources and external partner contacts, to pursue opportunities to land into new accounts, and expand business in existing accounts.

·         Market Research & Analysis: Research potential public sector funding opportunities, including public sector initiatives, defense contracts, or innovation-related grants (e.g., energy, cybersecurity). Work with the team to prioritize the potential public sector engagements through direct sales, partnerships or resellers. Identify appropriate contract vehicles, program officers, etc.

·         Relationship Building with Program officers and Public Sector Contractors: Work as part of a cross-functional team to proactively engage with public sector contracting officials and program officers including participating at events, conferences, and meetings related to quantum innovation and public sector funding. Establish and cultivate relationships with decision makers and influencers to create business opportunities that align the company’s solutions with the customer’s needs and strategy.

·         Pipeline Building: Co-lead demand generation activities in the Americas targeting the public sector in partnership with our Marketing team, selecting target accounts, representing D-Wave at conferences, seminars, and other events, qualifying new leads, delivering product presentations, and developing proposals that result in a growing pipeline of new opportunities.

·         Customer Proposals: Quarterback cross-functional teams to create customer proposals including managing submissions to RFI/RFP and their lifecycle of activities.

o   Actively participate in capture activities including proposal reviews and business case development

o   Ensure the development and submission of white papers and RFI/RFP responses to proactively shape strategic opportunities.

o   Conduct after-action reviews for all pre- and post-proposal activities to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions.

·         Grant/Proposal Expertise: Understand & navigate the solicitation/application process for public sector grants and contracts (federal, state) with experience teaming with external partners for public sector opportunities including grant and direct sales.

·         Deal Closing: Work with Sales Operations, Legal, Finance and Professional Services to prepare a contract packet for customer signature. Negotiate subscription services, professional services, financial terms, and legal terms with customer representatives from operations, IT, procurement, and legal.  Address customer vendor qualification requirements such as information security reviews and customer references. Support the customer’s activities to establish D-Wave as a vendor in the customer’s procurement systems and issue the applicable documents such as the customer’s purchase order.

·         Customer Success: Co-lead the effort to select and position D-Wave products and services to meet individual customer needs by understanding their business challenges and creating value propositions tailored to their unique situation.

·         Quota Attainment: Drive your personal activities and your account teams to achieve and exceed your targets while accurately forecasting new bookings.

About You

·         Someone with 10+ years of experience selling high value enterprise SaaS products and solutions in optimization applications, data analytics, or data science market categories in the public sector.

·         A sales leader with experience growing SaaS and Hardware bookings from first customer to $5M+ yearly.

·         Demonstrated successes in building an opportunity pipeline in the public sector.

·         A quarterback of fast-growing, solution-oriented, customer-focused, industry-savvy account teams with a proven track record in targeted value-based selling.

·         Existing relationships and a network with public sector procurement officials and program managers are critical. Successful track record of maneuvering through public sector contracting process and knowledgeable of current acquisition trends and customer buying behaviors. Familiarity with online tools used by the Federal Government for solicitations

·         Excellent written and verbal communication skills, with the ability to convey technical concepts to diverse audiences.

·         Intellectually curious, honest, with integrity and a passion for discovery and success.

·         College educated with an Engineering, Computer Science, or related STEM field degree. A specialization in Operations Research or similar optimization-focused studies is preferred.

·         Willing to travel frequently (up to 50%+), including some international travel in the Americas.

·         Security Clearance a plus, but not mandatory

A D-Waver's DNA

• We look at the future and say “why not”; we see possibilities where others see problems or routines. We show the way ahead and are committed to achieving ambitious goals.
• We practice straight talk and listen generously to each other with empathy. We value different opinions and points of views. We ensure that we connect outside as well as inside to learn from others and inspire each other.
• We hold ourselves accountable for delivering results. We make decisions & take responsibility so that we can act & support each other.
• As leaders we motivate & engage our teams to undertake beyond what they originally thought possible, by developing our teams & creating the conditions for people to grow and empower themselves through enabling & coaching.

Our Compensation Philosophy is Simple but Powerful:

We believe providing D-Wavers with company ownership, competitive pay, and a range of meaningful benefits is the start of creating a culture where people want to give the best they’ve got — not because they’re simply making money, but because they’ve fallen in love with our vision, mission, values, and team. 

During the interview process, your Recruiter will review our total rewards (base, equity, bonus, perks, benefit, culture) . The final offer is determined by your proficiencies within this level.   

Inclusion: 

We celebrate diverse perspectives to drive innovation in our pursuit. Our employees range from distinguished domain experts with decades of experience in their respective fields, to bright and motivated graduates eager to make their mark. Our diverse and innovative team will make you feel appreciated, supported and empower your career growth at D-Wave.

The Fine Print: 

No 3rd party candidates will be accepted

It is D-Wave Systems Inc. policy to provide equal employment opportunity (EEO) to all persons regardless of race, color, religion, sex, national origin, age, sexual orientation, gender identity, genetic information, physical or mental disability, protected veteran status, or any other characteristic protected by federal, state/provincial, local law.