WHAT YOU WILL DO:

• Sales Execution: Execute D-Wave’s sales strategy within the Americas region to drive new business in the logistics and retail sectors. You will identify opportunities to propose Quantum Optimization solutions utilizing D-Wave products and services, and effectively communicate D-Wave’s vision, strategy, and product capabilities to customers, including quantifying the value customers can expect to receive from our solutions. 
• Team Leadership: Build, mentor, and motivate a high performing account team, including cross-functional internal resources and external partner contacts, to pursue opportunities to land into new accounts, and expand business in existing accounts. 
• Market Research & Analysis: Work with a cross-functional team to define the landscape of use cases for Quantum Optimization in the logistics and retail sectors. Profile target accounts to identify the decision makers and decision influencers for Quantum Optimization use cases. 
• Relationship Building with Decision Makers and Influencers: Work as part of a cross-functional team to proactively engage with decision makers and decision influencers for Quantum Optimization use cases in the logistics and retail sectors. Establish and cultivate relationships with decision makers and influencers to create business opportunities that align the company’s solution with the customer’s needs and strategy. 
• Pipeline Building: Co-lead demand generation activities in the Americas targeting the logistics and retail sectors in partnership with our Marketing team, selecting target accounts, representing D-Wave at conferences, seminars, and other events, qualifying new leads, delivering product presentations, and developing proposals that result in a growing pipeline of new opportunities.  
• Customer Proposals: Quarterback cross-functional teams to create customer proposals including managing submissions to RFI/RFP and their lifecycle of activities. 
• Actively participate in capture activities including proposal reviews and business case development 
• Ensure the development and submission of white papers and RFI/RFP responses to proactively shape strategic opportunities. 
• Conduct after-action reviews for all pre and post proposal activities to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions. 
• Deal Closing: Work with Sales Operations, Legal, Finance and Professional Services to prepare a contract packet for customer signature. Negotiate subscription services, professional services, financial terms, and legal terms with customer’s representatives from operations, IT, procurement and legal.  Address customer’s vendor qualification requirements such as information security reviews and customer references. Support the customer’s activities to establish D-Wave as a vendor in the customer’s procurement systems and issue the applicable documents such as the customer’s purchase order. 
• Customer Success: Co-lead the effort to select and position D-Wave products and services to meet individual customer needs by understanding their business challenges and creating value propositions tailored to their unique situation. 
• Quota Attainment: Drive your personal activities and your account teams to achieve and exceed your targets while accurately forecasting new bookings. 

YOU ARE:

• Someone with 15+ years of experience selling high value enterprise SaaS products and solutions in optimization applications, data analytics, or data science market categories in the logistics and retail sectors. 
• Prior exposure to classical optimization solutions such as ILOG CPLEX, Gurobi or equivalent is highly preferred. 
• A sales leader with experience growing bookings from past first customer to$5M+ yearly in an enterprise SaaS vendor. 
• Demonstrated successes in building an opportunity pipeline in the logistics and retail sectors. 
• A quarterback of fast-growing, solution-oriented, customer-focused, industry-savvy account teams with a proven track record in targeted value-based selling.  
• Well connected with existing customer relationships across several functions into Fortune 1000 enterprises, systems integrators, and independent software vendors in the logistics and retail sectors. 
• Excellent written and verbal communication skills, with the ability to convey technical concepts to diverse audiences. 
• Intellectually curious, honest, with integrity and a passion for discovery and success.  
• College educated with an Engineering, Computer Science, or related STEM field degree. A specialization in Operations Research or similar optimization-focused studies is preferred. 
• Willing to travel frequently (up to 50%+), including some international travel in the Americas.