NextGen Global Executive Search has been retained to commence an executive search for a VP of Sales and Business Development for a pre-IPO company that is positioned at the intersection of 5G, IoT and Edge computing set to transform enterprises by unlocking the full potential of 5G Precise Positioning by unifying the ecosystem to deliver secure, accurate, global location for enterprises to enable unprecedented real-time insights.
Their API positions cellular connected devices anywhere in the world, on any NB-IoT, LTE, or 5G network, in a variety of environments. Advantages of C-LoC technology are for the entire ecosystem of suppliers offering GPS/LBS. These include chipset and module OEMs, device OEMS, systems integrators, hyperscalers, MNO and enterprise network providers.
Opportunity at a Glance
Join a pre-IPO as the VP of Sales and Business Development. This company, with 25 employees, provides patented Cloud Location over Cellular (C-LoC) technology that provides low-power, global indoors and outdoors coverage, high yield, and acceptable accuracy for a number of IoT use cases In essence, they have a full Location Portfolio ranging from IoT to Industry 4.0 to Smartphones.
You will join a veteran executive and engineering team with deep industry experience in Cellular, IoT, Cloud, and enterprise software with more than 10+ years in the commercial development of 4G/5G positioning systems with commercial launch of location platform targeting Mobile IoT with 100k+ devices deployed, growing to more than 5M in 2022.
Build relationships, qualify leads, close design wins/deals with solution providers and integrators. Average sales is $250k+. Sales cycle 12-18 months. Reports directly to CEO with goal to become Chief Revenue Officer.
Primary Objectives of the Role
Develop strategies relating to the company’s market, products, services, and sales goals. Work with executives to determine and execute sales plans to meet organizational needs. Perform day-to-day oversight and management of the sales team. Set and manage sales department budgets. Track, analyze and present sales metrics to senior leadership and to external investors. Facilitate current client relationships and work to grow new ones. Analyze market trends and plan sales strategies accordingly.
Support building the pipeline and achieving sales targets. The 4 strategic deals this year are all in the works and near completion before their likely hire. For 2023, achieve clear line of site to $5m in bookings. The scope of the role is selling our IoT Location-as-a-Service product, which is commercial and has achieved market fit, with multiple customer today. Goal is to sell via the following channels: direct to solution providers, indirect sales, channel partners (e.g., cloud providers, systems integrators including Deloitte, MNOs, hyperscalers). The individual ideally has a network with our existing partners and target customers which the executive search consultant will discuss.
Target Candidate Profile
You likely moved into product management or business development for SaaS, PaaS, or LaaS or Edge Computing for LTE, 5G, or IoT before moving into sales. In the last 7+ years you have sold software based (Edge/Cloud) location based platforms and API to solutions providers and systems/solution integrators.
A sound solutions based selling background, focusing on design wins, solutions, enabling OEMs to sell to their customer, and building a sound network of contacts within solutions providers and systems integrators. As an Influencer and Evangelist, you have been a speaker or panelist at GPS/GNSS/LBS conferences. You are quoted in industry trade journals and feel very comfortable in creating videos, blog articles, etc.
Passionate about the wireless and IoT ecosystems, in particular about location services software (C-LoC technology and how it is makes location easy, affordable and secure for commercial and industrial manufacturers, distributors and sellers of goods to optimize management of supply chain, inventory and assets.
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