Seagull Scientific is hiring a
Senior Manager

Summary

Join Seagull Scientific as a Senior Manager of Global Alliances and ISV to drive growth through partners, expand the partner ecosystem, and lead and win key deals with and on behalf of partners.

Requirements

• 10 years’ experience in business development, channel management and direct sales to medium and enterprise size customers
• 5+ years’ experience in B2B software and SaaS industry
• Tremendous hunger for delivering results and passion for continuing a career in sales
• Successful history of achieving sales through a partner channel and winning direct and indirect enterprise sales. Demonstrated experience of knowing when to engage a prospective or existing customer directly in a partner sales model and when/how to intervene and take over the sales process
• Understanding of strategic selling and consultative selling processes, including demonstrated success participating and succeeding in strategic selling and consultative sales environments
• Experience presenting technical concepts in a clear manner to customers through 1-1 or 1-many discussions, presentations, and demonstrations
• History of preparing winning proposals
• History of building executable strategic and tactical account plans individually and in collaboration with partners
• Experience selling complementary technologies that leverage mid-market to enterprise ERP, WMS and MES technologies
• Outstanding verbal and written communication and presentation skills with the ability to address both executive and technical audiences
• Experience leading cross functional team resources for driving sales pursuits to closure -- utilizing technical, marketing, and upper management as appropriate in the sales cycle
• Degree in business, marketing, or similar field is preferred

Responsibilities

• Actively contribute to the achievement of sales and company targets
• Set the strategy and tactics to build territory and engage new opportunities
• Work closely to support partners to win opportunities and to expand existing customer usage
• Lead the enterprise sales process to win large and important deals where appropriate
• Establish and manage relationships with existing channel partners and identify, nurture, recruit, and onboard new partners
• Develop account plans individually and in collaboration with partners
• Grow brand awareness by attending trade shows (industry events), conducting webinars, and supporting partners in their endeavor to generate deal flow
• Partner with the Marketing Team to develop and execute plans that support the partner network to increase their deal flow
• Provide product and program training for channel partners through webinars and product demonstrations
• Deliver sales presentations and product demonstrations to potential customers and be a resource to facilitate customer product knowledge to accelerate deal flow
• Assist in responding to RFP, RFI and POC requests
• Participate in regular deal reviews, report monthly on sales activities, and forecast sales by territory and key partners
• Utilize BarTender specific sales processes to track all opportunities above an agreed dollar amount
• Track and manage all opportunities in the CRM per company requirements
• Inform management on market and competitive forces and trends in the region
• Communicate new features and enhancement requests to BarTender product management
• Discuss activities, opportunities, and issues with Director at least every two weeks, or as needed
• Travel to industry events and partner/customer locations as needed within the US (up to 40%)

Benefits

• Compensation for this full-time job is an annual base salary between $102,000 - $143,000 with the potential for a sales commission
• Excellent medical, dental, and vision plan
• 401K with 100% employer matching up to 3.0% with immediate vesting
• Accrual of 21 days of PTO (combined vacation and sick days) per year for the first 4 years of employment, with additional accrual increases for years of service
• 8-10 paid company holidays per calendar year
• Company-paid life insurance, short term and long-term disability benefits
• Tuition-reimbursement benefits