Enterprise Sales Strategist

As a visionary and dynamic sales leader, you will drive business growth and success in our Americas region. Focus on expanding revenue through strategic partnerships with top-tier clients in the life sciences, telecom, energy, and oil and gas sectors. Establish strong relationships with customers and partners to sell cutting-edge optimization solutions.

Expand your pipelines and lead cross-functional teams to identify target accounts, orchestrate outreach, and qualify leads. Collaborate closely with pre-sales solution engineering and post-sales professional services teams to propose tailored solutions that deliver value to customers.

Cultivate strategic partnerships with Independent Software Vendors, Consulting Services Providers, and Channel Resellers to provide complete optimization solutions. Co-manage these partnerships to enhance customer satisfaction and retention.

This role requires a highly motivated sales leader with experience growing bookings from past first customers to $5M+ yearly in an enterprise software vendor. You must have demonstrated successes in building opportunity pipelines in services sectors, leading fast-growing account teams, and selling high-value enterprise software products and solutions.

We seek a well-connected individual with existing customer relationships across several functions into Fortune 1000 enterprises, systems integrators, and independent software vendors in services sectors. The ideal candidate will have excellent written and verbal communication skills, with the ability to convey technical concepts to diverse audiences.

A college-educated degree in Engineering, Computer Science, or a related STEM field is preferred. This role involves frequent travel, including some international travel in the Americas.

• Execute Sales Strategy: Drive new business growth in assigned verticals by executing D-Wave's sales strategy within the Americas region.
• Mentor and Motivate Teams: Build, mentor, and motivate high-performing account teams to pursue opportunities and expand business in existing accounts.
• Define Use Cases: Define use cases for Quantum Optimization in designated sectors, profile target accounts, and engage with decision makers and influencers.
• BUILD RELATIONSHIPS: Establish and cultivate relationships with decision makers and influencers to create business opportunities that align with customer needs and strategy.
• Pipeline Development: Build a pipeline of new opportunities through demand generation activities, conferences, seminars, and other events.
• Customer Proposals: Quartback cross-functional teams to create customer proposals, including managing submissions to RFI/RFP and their lifecycle of activities.
• Capture Activities: Actively participate in capture activities, including proposal reviews and business case development.
• After-Action Reviews: Conduct after-action reviews to document lessons learned and identify necessary adjustments.
• Contract Preparation: Work with Sales Operations, Legal, Finance, and Professional Services to prepare contract packets for customer signature.
• Negotiation: Negotiate subscription services, professional services, financial terms, and legal terms with customer representatives.
• Customer Satisfaction: Support the customer's activities to establish D-Wave as a vendor in procurement systems and issue applicable documents.
• Product Positioning: Co-lead efforts to select and position D-Wave products and services to meet individual customer needs.
• Target Achievement: Drive personal activities and account teams to achieve and exceed targets while accurately forecasting new bookings.

• 15+ years: 15+ years of experience selling high-value enterprise SaaS products and solutions in optimization applications, data analytics, or data science market categories in designated sectors.
• Classical Optimization Solutions: Prior exposure to classical optimization solutions like ILOG CPLEX or Gurobi is highly preferred.
• Sales Leader Experience: A sales leader with experience growing bookings from past first customers to $5M+ yearly in an enterprise SaaS vendor.
• Pipeline Building: Demonstrated successes in building opportunity pipelines in services sectors.
• Account Team Leadership: A quarterback of fast-growing, solution-oriented, customer-focused, industry-savvy account teams with a proven track record in targeted value-based selling.
• Customer Relationships: Well-connected with existing customer relationships across several functions into Fortune 1000 enterprises, systems integrators, and independent software vendors in services sectors.
• Communication Skills: Excellent written and verbal communication skills, with the ability to convey technical concepts to diverse audiences.
• Education: College educated with an Engineering, Computer Science, or related STEM field degree, with a specialization in Operations Research or similar optimization-focused studies being preferred.
• Travel: Willing to travel frequently, including some international travel in the Americas.

• Innovative Thinking: We look at the future and say 'why not'; we see possibilities where others see problems or routines.
• Empathy: We practice straight talk and listen generously to each other with empathy.
• Accountability: We hold ourselves accountable for delivering results and make decisions & take responsibility.
• Leveraging Potential: As leaders, we motivate & engage our teams to undertake beyond what they originally thought possible.