Business Development Manager, Silicon Ecosystem

Swift Navigation

San Francisco, CA

Introduction

Swift Navigation provides precise positioning solutions for automotive, autonomous vehicle, mobile and mass-market applications. What began as the GNSS industry’s first low-cost, high-accuracy, real-time kinematic (RTK) receiver has evolved into a Swift Navigation ecosystem of positioning solutions for autonomous applications. From the nationwide GNSS corrections delivered from the cloud by the Skylark™ precise positioning service, the hardware-independent, integrated software solution that is the Starling® positioning engine to the centimeter-level accurate Piksi® Multi and ruggedized Duro® and Duro Inertial RTK receivers, Swift Navigation is enabling a future of autonomous vehicles to navigate and understand the world. Learn more online at swiftnav.com, follow Swift on Twitter @Swiftnav

Reporting to the Executive Vice President of Worldwide Sales and based in San Francisco, California, the Business Development Manager is responsible for developing revenue generating Partnerships with the world’s top chip and module manufacturers of GNSS receiver solutions. The silicon ecosystem is a crucial part of Swift’s strategy to penetrate and win pinpoint positioning applications for autonomous vehicles, last-mile delivery, urban personal transport, and industrial applications like rail, construction and precision agriculture. The role involves continuous Partner development and relationship management, securing commercial contracts that grow business for Swift and our silicon Partners, and championing deeper technical engagement around new GNSS technology as our Partners develop them.

Key Responsibilities

• Be the company’s leader and champion for building deep technical and commercial Partnerships with the top GNSS chip and module makers in the US, Europe and Asia.
• Prospect, engage and close multi-year technical and commercial contracts with high-growth Partners who supply chips to our core market segments. Contracts often will include licensing and royalty-bearing components, may include reseller terms, and will always include technical and marketing elements.
• Maintain accurate Partner growth and market segment forecasts and continuously update internal product, engineering and executive teams. 
• Create and regularly maintain concise Partner engagement plans, with a bias toward action and a clear path to mutual business growth. Review Partner plans quarterly with Sales leadership and Partners in Engineering and Marketing.
• Draft, review, negotiate and manage a wide variety of inbound contracts, including NDAs, statements of work, software IP licenses and cloud services agreements.
• Develop productive and durable senior management relationships with our Partners and the Swift Leadership team wherever they may be.
• Champion Partner needs in technology features and business models by regularly engaging our Engineering and Leadership teams to influence roadmaps and support.
• Partner with our Product Marketing team to translate our product and service plans into actionable Partner engagement strategies.
• Deeply engage our Partners’ sales and business development teams to secure Proof of Concepts (POCs) with common Customers that translate into bookable business.
• Coach, mentor and develop Swift team members as required to achieve Partner and business development objectives and ensure team motivation.
• Work efficiently with all functions of Swift Sales, Engineering, Marketing and Operations. Synchronize planning and business development with product and sales team colleagues, and champion productive teamwork and alignment of purpose.
• Work with and support Swift Marketing to ensure that marketing and Partner goals align.
• Actively participate in selected industry functions, such as association events, trade shows and conferences and provide feedback and information on market and competitive trends.
• Other duties or tasks may be assigned on an as-needed basis by the EVP of Worldwide Sales to meet Swift’s objectives.

Job Requirements

Commercial and Business Skills & Experience

• Proven and verifiable success closing revenue bearing contracts with strategic Partners or Customers in silicon, IP, software or SaaS in the Semiconductor, module or IP industries.
• Able to develop, negotiate and close complex royalty, revenue share-based or subscription agreements.
• Working with marketing and product teams, proven ability to draft product launch plans with partnerships and see through to completion with material and measurable success.
• Able to credibly represent Swift and its technologies to Partners and Customers, and to understand the Customer’s issues, needs and motivations.
• Able to credibly represent the Partner’s requirements to Swift and to motivate Swift to meet these requirements.
• Able to synthesize multiple viewpoints, perspectives and opinions with objective and impartial analysis to solve problems, gain consensus and drive decisions.
• Good communication and presentation skills in English, and able to present to many levels -- executive, management and engineering (both to Partners and within Swift).

Technical Skills & Experience

• 5+ years business development or sales experience with a successful track record in highly technical software and services business in IP, Silicon, Enterprise Software or SaaS markets
• BS/BA degree required (preferably, EE, Computer Science or similar technical degree) from an accredited four-year college or university. MBA a plus.
• Basic technical knowledge of how GNSS/GPS works, client/server architectures, web and client applications, embedded operating systems and networking topologies.

Personal Skills

• Dynamic, self-starting individual who can drive and reliably maintain regular contact with the extended Swift team.
• Startup mentality; proven problem-solving ability; success in dealing with ambiguity.
• Highly motivated, tenacious and reliable.
• Good interpersonal skills: communicative (written and verbal), organized and entrepreneurial.
• Partner-focused and Partner-sensitive; able to motivate team members and co-workers; able to 50%influence positively; flexible and hard-working.
• Outgoing and skilled at building relationships and developing effective internal and external Partnerships.
• Capable of working as a team member or independently, as required.
• Able to work and communicate at a detailed or high level, as required.
• A passion for continuous learning.
• Able to thrive in a dynamic, hypergrowth environment with evolving and expanding responsibilities.
• Willing to travel as needed to win partnerships and business, up to 40% during peak times.
• Native or excellent English language skills (reading, writing, speaking, listening).

Swift Navigation is a diverse and inclusive team. We are an equal opportunity employer. We welcome applicants from all backgrounds to apply regardless of race, ethnicity, religion, gender, sexual orientation, age, disability status, or other defining characteristics.

Headquartered in San Francisco, close to public transportation and well financed, Swift offers many benefits and perks, including: unlimited vacation days, competitive salary and benefits, stock options, employer-covered health insurance, 401(k), term life insurance, a casual office environment, company paid gym membership, a fully stocked kitchen with frequent catered lunches, hackathons and tech talks aiding one's professional growth in all our employees. Come join us!