MBR Partners are engaged to secure a highly motivated, experienced Executive to join its elite sales team. The mission of this role is to lead engagement, focusing primarily on the Edge and AI/ML Linux product lines, eLxr Pro.
This position is crucial for driving the adoption of our clients' advanced Linux solutions and establishing the company as a leader in the Intelligent Edge Linux market. The ideal candidate will have a proven track record in enterprise software sales within the Edge market and ecosystem and excel at building relationships with strategic partners, including OEM, SI, Distributors, and Silicon manufacturers.
Key Responsibilities
- Sales Strategy and Execution: Formulate and implement a comprehensive global sales strategy aimed at surpassing sales targets for eLxr Pro across various verticals, including Enterprise, Aerospace and Defense (A&D), Telecommunications, Industrial, Energy, Manufacturing, and Healthcare. This strategy encompasses both direct enterprise sales and channel business, which includes Independent Software Vendors (ISV), Original Equipment Manufacturers (OEM), System Integrators (SI), distributors, and silicon vendors.
- Market Penetration: Collaborate closely with Product, Engineering, and partner organizations to drive market penetration. This involves identifying and prioritizing high-potential market segments within the Intelligent Edge Operating System (OS) market, engaging with clients—including Fortune 500 companies and influential industry players—and conducting thorough market research to remain abreast of industry trends and competitor activities.
- Relationship Management: Establish and cultivate robust relationships with C-level executives and key decision-makers to foster business growth. Act as a trusted advisor by understanding client's needs and providing customized solutions for Intelligent Edge and AI/ML use cases for eLxr PRO.
- Product Expertise: Maintain a comprehensive understanding of eLxr Pro and its competitive advantages within the Edge OS and AI/ML in both enterprise and embedded OS markets, including community derivatives like CentOS. Stay informed about product developments and advancements in the industry.
- Collaboration: Collaborate with vertical and ecosystem sales, marketing, product, and engineering teams to align strategies and support sales initiatives. Provide constructive feedback to product development teams to ensure alignment with customer needs.
- Negotiation and Closing: Lead critical negotiations and secure high-value agreements. Ensure customer satisfaction and the establishment of long-term partnerships by developing and presenting compelling proposals and business cases.
- Reporting and Analysis: Deliver regular sales forecasts and reports to senior management, encompassing an analysis of sales data to guide strategic decisions. Monitor key performance indicators to evaluate sales performance and adjust strategies as necessary
Qualifications
- Experience: A minimum of 15 years in enterprise software sales, with a particular emphasis on Linux-based solutions within cloud and edge computing environments. Proven success in achieving or surpassing sales objectives in competitive markets related to cloud, edge, artificial intelligence/machine learning, and Linux solutions.
- Track Record: Demonstrated capability to engage with large enterprises while navigating intricate sales processes, securing complex sales agreements, managing a high-value sales pipeline, and consistently exceeding sales targets in a competitive landscape.
- Industry Knowledge: Comprehensive understanding of the enterprise Linux and cloud market, including familiarity with major competitors and prevailing industry trends. Knowledge of key verticals and their specific requirements is highly advantageous.
- Partner Management: Extensive experience in overseeing complex partnerships, particularly with prominent original equipment manufacturers (OEMs), original design manufacturers (ODMs), global system integrators (GSIs), software distributors, and silicon vendors.
- Skills: Outstanding communication, negotiation, and relationship-building abilities. Proficiency in articulating technical concepts to stakeholders who may not possess a technical background.
- Education: A Bachelor’s degree in Business, Computer Science, or a related discipline is required. An MBA or an equivalent advanced degree is considered an asset.
- Technical Acumen: Strong proficiency in Linux operating systems, cloud and edge computing technologies, and enterprise IT environments, with a specific emphasis on applications pertinent to the Aerospace and Defense sectors.
- Travel: A willingness to travel (30-50%) as necessary to engage with clients, partners and participate in industry events, accompanied by a flexible approach to work schedules.