Markforged (NYSE: MKFG) is leading the digital transformation of manufacturing by revolutionizing how engineers and manufacturers create and innovate. Our unique platform combines software, advanced materials (including cutting-edge metal and composite technologies), and industrial 3D printers to deliver strong, functional parts for various industries. We empower customers to overcome supply chain complexities, reduce costs, and accelerate innovation by producing high-performance tools, fixtures, prototypes, and end-use parts in-house.
As a Territory Sales Manager 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. If you are an entrepreneurial channel sales manager who is excited about getting in with a young, growing company, we want to hear from you!
What will you own?
- Achieve assigned territory bookings goals and other critical KPI’s
- Build and grow strong customer relationships
- Utilize strong prospecting skills to build pipeline and increase marketshare
- Engage in and Manage Customer Sales Engagements with partners
- Partner and Customer Advocate
- Drive account strategies & coordinate selling efforts with channel partners to execute a sales process & win deals.
- Manage multiple customer opportunities with multiple partners at once while maintaining a high level of attention to detail.
- Build accurate forecasting and an operational cadence with management
- Drive referenceable customer satisfaction in your accounts
- Expertly demonstrate Markforged technology to end users and execute opportunities with channel partners.
- Identify, recruit and develop value-added reseller (VAR) partners in assigned territory
- Manage Partner Bookings Goals and Other Critical KPIs
- Develop, Manage, Coach and Build Strong Partners
- Build and Maintain Strong Partner Executive Relationships
- Long Term and Annual Partnership Plans and QBRs
- Manage Partner Forecast & Pipeline Objectives and Visibility
- Approve Deal Registrations
- Partner Capacity Objectives
- Support Partner Launch Events
- Coordination of Partner Engagement and Enablement Activities
- Assist Partners with Marketing, Field Event Activities and Lead Generation Events to Drive Demand
- 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
- Acts as an Account Manager for Partners and Coordinates and Communicates Activities to all Stakeholders
- Executes Channel Management Operating Rhythm with Partners and GTM team – i.e. Channel Marketing, Sales, AEs, Support, Enablement
- Works Closely with Channel Enablement Team to Define Skills, Knowledge or Other Developmental Areas for Partners
What you have:
- 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
- Experience with solution selling industrial automation, heavy equipment or process improvement technology into manufacturing is a plus
- Must be willing to travel up to 50% of the time, primarily within the USA
- Demonstrated track record of success in a channel sales management capacity
- Must have strong technical and business vision with excellent presentation and communication skills
- Strong technical and business vision with excellent presentation and communication skills
- Excellent internal and external networking skills
- Ability to thrive in a team atmosphere, appreciate aggressive goals, have excellent organizational/time management skills and a can-do attitude
- 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.
Salary Range
Expected Total Compensation: Base pay of $100k-$120k with a total all in earning potential of $160k-$207k, may include variable incentive pay, if eligible. This range represents a good faith estimate for this position. The specific compensation offered to a candidate may vary based on factors including, but not limited to, the candidate's relevant knowledge, training, skills, work location, and/or experience.
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Why Markforged?
Help us reinvent manufacturing.
We are reinventing manufacturing so that engineers can build anything they imagine.
We are one team that wins together!
You will be engaging every day with passionate and dedicated individuals in a collaborative environment working towards making best-in-class products.
To all recruitment agencies: Markforged does not accept agency resumes. Please do not forward resumes to our jobs alias or Markforged employees. Markforged is not responsible for any fees related to unsolicited resumes.
Markforged is an equal opportunity employer and does not discriminate based on race, color, religion, sex, national origin, age, or disability.
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