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Business Development Leader

IoT Tower | Palo Alto, CA | Full Time

Job Description

About the Job

PARC, a Xerox Company, is incubating a new software venture in the Industrial Internet of Things (IoT) space, based on industry-leading technology developed at Xerox PARC. Building of a world-class group of scientists and engineers with decades of experience in system health monitoring, the new venture has ambitions to redefine how industrial equipment is managed. We are looking for an experienced leader in Business Development who will hold primary responsibility for sourcing, cultivating and maintaining relationships with key customers and partners. This senior leader will work with and influence teams at the new venture comprising multiple functions to assess, conduct due diligence, negotiate and execute external opportunities, and help shape corporate strategy with high visibility across the organization, including frequent interactions with the venture leadership and board. 

Responsibilities

  • Develop and validate sales methodology and playbook, build and grow BD and sales organization

  • Develop and prepare sales collateral for potential clients

  • Bootstrap marketing function and strategy

  • Negotiate contracts and shepherd them to closure compliant with performance requirements set by product and engineering teams

  • Business model development and analysis

  • Sales and revenue forecasting

  • Work closely with the engineering team and venture leadership to propel the product and technology forward by proactively capturing current and future customer requirements

       
Requirements

  • 10+ years of industry experience in Corporate or Business Development capacity in industrial segments globally

  • Demonstrated experience building partnerships with Top 50 industrial companies at C-level

  • Track record of closing deals that result in a win for both parties involved

  • Deep network in the chemical sector, and familiarity with large-scale chemical processing and familiarity with relevant operational and process environments

  • Experience with selling enterprise IoT solutions is a strong plus

  • Experience with cloud IT platforms

  • Proven track record of managing and building high-performing teams. A talent magnet who attracts and inspires people.

  • Analytical, smart, strategic and data-driven with a competitive drive to win in the market

  • Experience with designing, documenting and implementing sales processes, writing sales playbooks and rapidly iterate with distributed team of sales associates and sales engineers.

  • First-class communication skills, both written and spoken, including experience in public speaking

  • Self-starter, highly motivated individual with a passion for innovation and for building and scaling new businesses         

Benefits

We offer a very competitive salary package and full benefits (medical, dental, vision, life & disability insurance, 401K. PARC also strives for the best possible work-life balance, so employees benefit from maternity, paternity and adoption leave, as well as a variety of flexible working options. PARC employees enjoy the use of onsite health & fitness center and collegial dining at our onsite cafeteria.  The PARC campus is in a spacious modern building in close proximity to the resources and opportunities of Silicon Valley and benefits from nearby leading universities such as Stanford and Berkeley. It is also close to many amenities, top schools, and outdoor activities (see http://www.parc.com/about/culture.html). PARC provides a highly diverse environment and is proud to be an equal opportunity employer (see http://www.parc.com/about/careers/).

 About PARC

PARC, a Xerox company, is in the Business of Breakthroughs®. Practicing open innovation, we provide custom R&D services, technology, expertise, best practices, and intellectual property to Fortune 500 and Global 1000 companies, startups, and government agencies and partners. We create new business options, accelerate time to market, augment internal capabilities, and reduce risk for our clients.

Since its inception, PARC has pioneered many technology platforms – from the Ethernet and laser printing to the GUI and ubiquitous computing – and has enabled the creation of many industries. Incorporated as an independent, wholly owned subsidiary of Xerox in 2002, PARC today continues the research that enables breakthroughs for our clients' businesses.

PARC is an Equal Opportunity Employer and considers applicants for all positions without regard to race, color, religion or  belief, sex, age, national origin, citizenship status, marital status, military/veteran status, genetic information, sexual orientation, gender identity, physical or mental disability or any other characteristic protected by applicable laws.  People with disabilities who need a reasonable accommodation to apply or compete for employment with PARC should contact PARC Human Resources.

Benefits

We offer a very competitive salary package and full benefits (medical, dental, vision, life & disability insurance, 401K. PARC also strives for the best possible work-life balance, so employees benefit from maternity, paternity and adoption leave, as well as a variety of flexible working options. PARC employees enjoy the use of onsite health & fitness center and collegial dining at our onsite cafeteria.  The PARC campus is in a spacious modern building in close proximity to the resources and opportunities of Silicon Valley and benefits from nearby leading universities such as Stanford and Berkeley. It is also close to many amenities, top schools, and outdoor activities (see http://www.parc.com/about/culture.html). PARC provides a highly diverse environment and is proud to be an equal opportunity employer (see http://www.parc.com/about/careers/).

About PARC

PARC, a Xerox company, is in the Business of Breakthroughs®. Practicing open innovation, we provide custom R&D services, technology, expertise, best practices, and intellectual property to Fortune 500 and Global 1000 companies, startups, and government agencies and partners. We create new business options, accelerate time to market, augment internal capabilities, and reduce risk for our clients.

Since its inception, PARC has pioneered many technology platforms – from the Ethernet and laser printing to the GUI and ubiquitous computing – and has enabled the creation of many industries. Incorporated as an independent, wholly owned subsidiary of Xerox in 2002, PARC today continues the research that enables breakthroughs for our clients' businesses.

PARC is an Equal Opportunity Employer and considers applicants for all positions without regard to race, color, religion or  belief, sex, age, national origin, citizenship status, marital status, military/veteran status, genetic information, sexual orientation, gender identity, physical or mental disability or any other characteristic protected by applicable laws.  People with disabilities who need a reasonable accommodation to apply or compete for employment with PARC should contact PARC Human Resources.