Full-Time

Vertical Sales Lead

Services

Confirmed live in the last 24 hours

D-Wave Systems

D-Wave Systems

201-500 employees

Quantum computing solutions for various industries

Industrial & Manufacturing
AI & Machine Learning
Biotechnology

Compensation Overview

$165k - $235kAnnually

Senior, Expert

Remote in USA

Category
Field Sales
Sales & Account Management
Required Skills
Data Science
Data Analysis
Requirements
  • 15+ years of experience selling high value enterprise SaaS products and solutions in optimization applications, data analytics, or data science market categories in the services sector.
  • 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 services sector.
  • 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 services sector.
  • 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.
Responsibilities
  • Execute D-Wave's sales strategy within the Americas region to drive new business in the services sector.
  • 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.
  • 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.
  • Work with a cross-functional team to define the landscape of use cases for Quantum Optimization in the services sector.
  • Profile target accounts to identify the decision makers and decision influencers for Quantum Optimization use cases.
  • Work as part of a cross-functional team to proactively engage with decision makers and decision influencers for Quantum Optimization use cases in the services sector.
  • 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.
  • Co-lead demand generation activities in the Americas targeting the services sector 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.
  • 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.
  • 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.
  • 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.
  • Drive your personal activities and your account teams to achieve and exceed your targets while accurately forecasting new bookings.

D-Wave Systems focuses on quantum computing solutions for various industries, including manufacturing, logistics, biotech, and pharmaceuticals. Their products help businesses solve complex problems more efficiently, such as optimizing scheduling, resource allocation, and drug discovery. D-Wave's technology includes hardware, software, and cloud services, allowing clients to access quantum computing capabilities easily. A key differentiator is their Advantage2 prototype, which significantly enhances performance with 1,200 qubits, providing faster solutions for optimization tasks. The company's goal is to empower businesses to leverage quantum technology for greater efficiency and innovation.

Company Stage

IPO

Total Funding

$386.1M

Headquarters

Burnaby, Canada

Founded

1999

Growth & Insights
Headcount

6 month growth

5%

1 year growth

10%

2 year growth

6%
Simplify Jobs

Simplify's Take

What believers are saying

  • D-Wave's partnerships with industry leaders like Aramco and NEC Australia highlight its strong collaborative approach and market penetration.
  • The launch of the 'Foundations for Quantum Programming' course addresses the growing demand for skilled quantum programmers, fostering a robust developer community.
  • The new go-to-market growth strategy aims to accelerate quantum adoption, potentially leading to rapid revenue growth and market leadership.

What critics are saying

  • The nascent quantum computing market may face slower adoption rates, impacting D-Wave's revenue and growth projections.
  • High competition from tech giants and other quantum startups could erode D-Wave's market share.

What makes D-Wave Systems unique

  • D-Wave Systems is the first commercial supplier of quantum computers, setting it apart from competitors who are still in the research phase.
  • Their focus on practical, industry-specific quantum applications, such as optimization in manufacturing and logistics, provides immediate value to clients.
  • The Advantage2 prototype, with its 1,200 qubits and 10,000 couplers, offers a 20x faster time to solution, showcasing significant advancements in quantum computing performance.

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