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Parsec Enterprise Sales Executive
3 months ago
About Parsec
Parsec Automation Corp. (Parsec) is a trailblazing creator and provider of manufacturing operations management software. Consistently recognized by organizations like Gartner and IDC and a winner of numerous awards, including the Data Breakthrough Awards, American Business, and Best in Biz, Parsec exemplifies leadership in the dynamic, fast-paced manufacturing sector. With major companies such as Johnson & Johnson, Merck, Toyota, Proctor & Gamble, Eli Lilly, Hershey, Siemens, and DuPont leveraging its innovative TrakSYS™ platform to tackle even the most complex manufacturing challenges, Parsec's solutions are actively optimizing efficiency, quality, and compliance at over 11,000 plants in more than 140 countries. Committed to customer success and driven by innovation, Parsec continues to fulfill its mission of making the management of manufacturing operations as simple as possible.
Parsec is backed by BVP Forge, a $780M fund in partnership with the $20B Bessemer platform that has backed industry-defining businesses such as LinkedIn, MindBody, Procore, Shopify, and Toast. BVP Forge combines Bessemer's front-line industry insights, proven growth IP, and robust executive network with tailored resources for self-sustaining companies and the ForgeEdge™ operational program.
Role
As an Enterprise Sales Executive at Parsec, you will help large enterprise prospects understand the economic and operational benefits of our industry-leading MES solutions. You will become a trusted advisor and a key representative of Parsec. We are seeking individuals with experience in selling complex, seven-figure enterprise software solutions to large global brands. If you are a seasoned sales professional excited about disrupting the status quo in manufacturing automation with cutting-edge technology, we want to hear from you.
Responsibilities
-Lead Business Development
- Scope, quote, negotiate, and close complex transactions.
- Construct, forecast, and manage sales activity and pipeline to meet revenue targets and company goals accurately and consistently in line with Parsec's forecasting model.
- Help shape, define, manage, and execute Parsec's sales plan for your business book.
- Regularly communicate traction, friction, and feedback from the field into Product, Marketing, and across sales to improve customer engagement, product innovation, and our go-to-market motion.
- Strategize with marketing on campaigns that drive engagement, build top-of-funnel, and progress opportunities across your prospect and channel partners.
- Strategize with the Solution Engineering team to convey technical capabilities, needs & how Parsec complements your prospects' existing infrastructure.
- Manage daily and weekly activities, pipelines, forecasts, and closed deals to ensure above-quota results based on successful pipeline management.
-Partner with Cross-Functional Teams
- Collaborate with marketing, pre-sales, product, professional services, finance, and legal to:
- Identify, document, and address customer pain points through consultative engagements and share feedback regularly with the Parsec Product team
- Establish use cases, with input from Parsec Product and Services teams, that align with Parsec's unique and differentiating capabilities
- Present the value of Parsec software to senior executives across key prospect stakeholder groups
- Mobilize a broad team of Parsec and partner technical domain experts through complex sales cycles and customer needs using MEDDICC's sales model
- Build strong, long-lasting relationships with your customers, expanding Parsec's footprint within them
-Evangelize Parsec as an Industry Thought Leader
- Promote Parsec's vision through product demonstrations and events, including speaking engagements and trade shows
- Act as a change agent within Parsec, helping define new models and processes to grow our business as a holistic team player
- Partner with the Parsec Product team to identify and enable new solutions
- Advise customers and prospects on best-in-class practices, sharing industry trends, competing and complementary technologies, and best practices
-Requirements
- 10+ years of quota-carrying technology sales experience (outside sales) with a minimum of 5 years selling enterprise-class software to large companies
- Experience selling enterprise software on a SaaS or subscription license model
- Proven success selling to large, multi-site enterprise companies
- Demonstrated ability to develop and close business with at least 50% of new bookings from net new logos annually
- Consistent quota over-achievement with multi-million dollar quotas
- Ability to understand the technical drivers behind a platform purchase and effectively communicate the value to technical leaders
- Proven ability to work effectively with and across all levels of business contacts within large, complex organizations
- Extensive experience negotiating large, complex deals
-Preferred Experience
- Experience selling software into the manufacturing sector, including ERP, Supply Chain, or MES
- Managed the sales cycle from business champion to the VP of Manufacturing, Head of Supply Chain, CFO, and CEO levels
- Sales experience with large, global manufacturing companies, securing top logos
- Proven track record working with channel and technology partners to build strategic and cooperative sales campaigns
Compensation/Benefits:
- 130K-150K base salary with uncapped commission opportunities
- Variable bonus based on company and individual performance
- 100% Company-paid health insurance premiums for employee
- Ability to work remotely
- Flexible vacation time
- Outstanding team environment
Ideal Candidate Traits
- Minimum of 7 years of experience consulting or selling SaaS, PaaS, or services solutions within the manufacturing space
- Deep understanding of enterprise technology sales within the manufacturing industry
- History of engaging in complex enterprise software sales in competitive markets
- Successfully managed cross-functional projects to bring new solutions to value
- Experienced negotiator of complex, multi-million-dollar agreements
- Intellectually curious, analytical mind, and enjoys problem-solving
- Clear and concise communicator with strong oral and written skills
- Desire to test new approaches and contribute to the broader organization
