Senior Software Sales Manager, Mobile Devices and EcosystemSwift 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 Senior Software Sales Manager is responsible for sales of Swift’s GNSS end-to-end solutions including Starling Positioning Engine Software IP, the Skylark Cloud Corrections Service to our mobile devices and silicon ecosystem customers worldwide. The role involves continuous prospecting, selling and relationship management of Swift’s customers in the mobile handset and client devices market segments. The primary focus will be on long-term contracts with strategic and OEM customers.

Key Responsibilities

• Prospect, engage and close multi-year $1M+ contracts in high-growth mobile devices and semiconductor customers with a focus on subscriptions and royalty-bearing business.
• Maintain accurate customer opportunity forecasts and deal status at all times in our Salesforce CRM system. 
• Create and regularly maintain concise account plans for major accounts, with a bias toward action and a clear path to deal closure. Review account plans quarterly and deal closure plans weekly 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 customers, partners and the Swift Leadership team wherever they may be.
• Champion customer 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 creatively develop new business in the mobile client and silicon ecosystem marketplace that are new to precise positioning. Activities include educating customers in our technology, working with customers on product strategy and financial models and securing POCs that translate into bookable business.
• Coach, mentor and develop the other sales colleagues as required to achieve Sales and Business Development objectives and ensure team motivation.
• Work efficiently with all functions of Swift Engineering, Marketing and Operations. Synchronize planning and business development with other sales team colleagues, and champion productive teamwork and alignment of purpose.
• Work with and support Swift Marketing to ensure that marketing and sales 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 RequirementsCommercial and Business Skills & Experience

• Proven and verifiable success closing 7- and 8-figure contracts for software, IP or SaaS subscriptions at Enterprise and OEM companies in the mobile handset or similar client device markets, or in their silicon supply chain.
• Able to develop, negotiate and close complex royalty, revenue share-based or subscription agreements.
• Able to credibly represent Swift and its technologies to Customers and Partners, 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

• More than 10 years sales experience with a successful track record in long-sales-cycle, highly technical software and services sales in Enterprise Software, SaaS or IP 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.
• Customer-focused and Customer-sensitive; able to motivate team members and co-workers; able to 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 business, up to 50% 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!