Partnership Sales Leader

Arch Systems is seeking a talented and driven Partnership Sales Leader (PSL) to work directly with the VP of Sales to spearhead rapid customer and revenue growth at Arch. 

Arch was started by Stanford Engineering PhDs and grew out of non-profit work in Africa to become venture-backed and bring novel technology to electronics manufacturing. It is a ripe opportunity to drive massive growth of a validated product in a hugely underserved market.

We are looking for talented and driven people who seek a lasting impact both in transforming manufacturing operations as well as making the Earth more efficient, connected, and sustainable. 

COMPENSATION

Compensation will be determined for a PSL at a Series A stage technology startup based on experience and location. We benchmark our compensation against high cost of living/market rates and use a compensation formula that includes a location factor to determine total target compensation as it compares to a high cost of living/market area. At Arch, PSL overall target earnings (OTE) is comprised of 70% base salary and 30% quota attainment. 

Employees in the US can expect generous benefits for themselves and their dependents as well as equity in the company. 

Applicants outside the US will be considered to become employees of one of our trusted partners and will receive benefits through them as well as NQSOs from Arch Systems

REMOTE-EQUAL

Since before COVID-19, Arch has operated as a remote-equal team and while we welcome candidates from anywhere in the world to apply, this position will work to contact customers largely based in US time zones so must be available and working during those hours. While the majority of our team is based in the San Francisco Bay Area near our Palo Alto HQ, we have team members across various continents and time zones. US applicants must be authorized to work in the US. We are unable to sponsor a Visa at this time.

ABOUT THE ROLE

This PSL role will focus on Arch’s core discrete manufacturing market. This role will own the commercial relationship with existing and future partners. This is a new function at Arch as a significant number of current and future partners have approached Arch, we recognize the need for a new leader to build out, lead and own this strategy.

WHAT YOU WILL OWN AND DRIVE:

• Create business strategies to grow overall sales and market share through partners
• Create and develop joint market focus plans including target industries and accounts
• Develop and implement commercial governance around our partner strategy
• Be the first line of contact at all partner levels from Sr Executives to Engineers.
• Conduct joint target QBRs to continue strengthening our relationship
• Coordinate activities and resource use within the sales, marketing and product organizations.
• Take an active role in coaching partners to evolve their capabilities to co-sell with Arch.
• Develop, implement and measure Arch’s market access commercial programs
• Lead the development of assigned partners and our co-performance.
• Implement new product launches and promotional programs thru partners
• Take an active role in coaching partner personnel and evaluating their competency.
• Assure that we have a high level of partner capability to serve customers.
• Work directly with the VP of Sales to define, penetrate and capture new and similar partners.
• Spend significant time prospecting and developing target accounts with partners in association with an Account Executive.
• Create and maintain excellent best practices for data driven sales and use of technology from our CRM to modern sales insight and sales automation tools

WHAT YOU NEED TO BRING TO THE TABLE:

• Demonstrated development and implementation of a partner program in the industrial technology space.
• 5-8+ years of experience in selling technology products to enterprise customers
• Experience selling cloud SaaS, IoT, and/or analytics type products to technical and less technical buyers ideally with experience selling to the manufacturing space
• Outstanding communication skills, excellent listener, able to move and motivate people to action
• Competence with and passion for modern technology, savvy in talking about and navigating technology to give outstanding demos and spark inspiration and excitement in customers
• Highly competent working independently and with a team, can take individual ownership of initiatives and deliver results, while also able to be a team player, split up duties and collaborate to greater ends. 
• Experience closing complex opportunities within large multiple location organizations across different roles and objectives
• A proven ability to consistently exceed forecasts and stated quarterly objectives
• History of excellence in whatever projects or teams you worked with

WHAT MAKES YOU STAND OUT:

• Prior experience selling SaaS software in the industrial manufacturing space.
• Prior experience with our direct target markets.
• Prior experience selling within a venture backed company and bringing novel products to market
• Mastery of modern sales enablement tools, lead generation databases, outbound campaign tools, CRM
• Passion both for digitizing manufacturing and for building more connected, intelligent, and sustainable industry

HOW WE WILL SUPPORT YOU: 

• Ambitious and clear vision of how you can be a part of transforming discrete manufacturing by getting great technology into the right companies and leaders’ hands.
• Highly motivated and experienced team with the relevant domain expertise and network to support the sales process
• Ability to execute your work selling cutting edge technology to large enterprise including Fortune 500 customers as well as mid-market companies thru partners.
• Learning & Development budget to allow you to continue to grow in not only your function, but in a broad complementary set of capabilities. 
• Trust in your ability to do your best work when and where you want and to communicate this with your team
• Flexible Time Off: take the time you need, including an end-of-year break
• Opportunity to challenge yourself, be nurtured, and grow in a highly dynamic environment
• A culture that welcomes and encourages autonomy, ownership, and transparency; allowing you to make, learn from, and teach others in your “failures” as much as your successes
• Potential to travel meeting with prospects, customers, conferences, and company meetings
• A culture of diversity of thought and background with many languages and nationalities on the team

Resumes must be submitted in English

We encourage interested and enthusiastic applicants to apply and not allow imposter syndrome to self-select out of an opportunity. We believe in hiring people as their full and authentic selves, allowing them to utilize their strengths and then helping them to learn, grow, and add to those strengths