Vertical Sales Lead, Public Sector

Summary

Join D-Wave as a Vertical Sales Lead for the public sector and drive growth and success of our sales team in the Americas region. As a visionary and dynamic leader, you will lead sales efforts to drive revenue from Quantum Optimization solutions in the public sector, establish strong relationships with customers and partners, and grow the pipeline of new opportunities.

Responsibilities

• Execute D-Wave's sales strategy within the Americas region to drive new business in the public sector
• 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
• 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
• Research potential public sector funding opportunities, including public sector initiatives, defense contracts, or innovation-related grants (e.g., energy, cybersecurity)
• Work as part of a cross-functional team to proactively engage with public sector contracting officials and program officers
• 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
• Quarterback cross-functional teams to create customer proposals including managing submissions to RFI/RFP and their lifecycle of activities
• Actively participate in capture activities including proposal reviews and business case development
• Ensure the development and submission of white papers and RFI/RFP responses to proactively shape strategic opportunities
• 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
• 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’s representatives from operations, IT, procurement and legal
• Address customer’s 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
• 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
• Drive your personal activities and your account teams to achieve and exceed your targets while accurately forecasting new bookings