Seeking a Channel Manager and Field Salesperson

Markforged is reinventing manufacturing with the most affordable 3D metal and carbon fiber printers capable of producing parts strong enough for the factory floor. Engineers, designers, and manufacturing professionals all over the world rely on Markforged metal and composite printers for tooling, fixtures, functional prototyping, and high-value end-use production and optimizing their manufacturing and supply chains.
Founded in 2013 and based in Watertown, MA, Markforged has about 300 employees globally, with $137 million in both strategic and venture capital. Markforged’s vision is a world in which you build anything you imagine. Markforged was recently recognized by Forbes in the Next Billion-Dollar Startups list and listed as the fastest-growing 3D printing company in the US in the 2019 Deloitte Fast 500. To learn more about Markforged, please visit https://markforged.com.
As a Regional Channel Manager and a Field Sales Representative for this very fast-growing company, you will have the opportunity to build your business from the ground up in an entrepreneurial fashion and be responsible for recruitment, development and management of Markforged Authorized Value-Added Reseller (VAR) partners across the region. You will champion the Markforged GTM model and enable strong Team Selling relationships between partners and Markforged commercial and strategic sales teams.
In collaboration with the commercial and strategic sales teams, you will be responsible for driving growth and achieving sales targets in the region. This role is strategic and will call on your strong business acumen as you become a consultant to partner executives, create business plans and identify areas for growth within their organizations. As Collaborating with a team of Inside Sales, Application Engineers, and Value Added Resellers, you will be responsible for achieving and exceeding quarterly sales targets for your assigned region. In this strategic role, you will focus on building and executing a business strategy that consists of managing high volume/velocity sales to leading strategic sales campaigns with Fortune 100 manufacturers.
This role requires a strong solution sales background in addition to strong organizational, business development, and managerial skill set. If you are an entrepreneurial sales professional who is excited about getting in with a young, growing company, we want to hear from you!
In this role you will:
● Identify, recruit and develop value-added reseller (VAR) partners in assigned territory
● Provide territory management data: forecasts, partner management documentation, and activity reports to Markforged management providing basis for strategic account planning
● Ensure Markforged has sufficient sales and support coverage in assigned region with current VARs or by appointing new VARs. Ensure VARs are aligned with Markforged growth strategy
● Identify, evaluate and respond to key business issues of the account and develop, present and demonstrate Markforged capabilities to the customer
● Serve as a business consultant at VAR management level
● Provide sales training and development and overall sales management to partner sellers
● Build and cultivate strong relationships with channel business partners and maintain high level of satisfaction
● Work closely with marketing and VARs to engage in sales lead generation activities
● Development of a multi-channel business plan for your assigned region
● Meet quarterly and yearly sales targets
● Work closely with your Go-To Market teams to drive awareness, sales, and support for your prospects and customers. Go-To Market teams to be defined, but not limited to, internal Inside Sales, Application Engineers, Value Added Resellers (Sales, Support, and Marketing), and industry partners.
● Manage weekly sales expectations and forecasts for transactional and consultative business.
● Effectively define, communicate, and execute mapping Markforged solutions to customers business needs.
What we look for:
● BS Degree in Business, Technology or equivalent
● 7+ years technology solution sales experience
● 3+ years direct sales management experience, with a successful record of sales performance
● 3+ years of experience with an indirect sales channel model
● 5+ years of B2B and/or channel sales experience in a revenue closing role with proven quota attainment;
● Technical sales experience of process-related products is a plus;
● Demonstrated track record of success in a channel sales management capacity
● Highly productive communication and presentation skills with business and technical individuals;
● Excellent internal and external networking skills ● Ability to lead C-Suite communications including discovery meetings, presentations, and proposals;
● Ability to thrive in a team atmosphere, appreciate aggressive goals, have excellent organizational/time management skills and a can-do attitude
● Must be willing to travel up to 50% of the time
● Experience and knowledge of AM (Additive Manufacturing) and 3D Printing a plus;
● We use Apple computers and G-suite collaboration tools. While experience with these tools is not required, the ideal candidate will be excited to broaden their knowledge and embrace change.