Director of Sales: Autonomous Delivery - LATAM

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Director of Sales: Autonomous Delivery - LATAM

About Zipline

Do you want to change the world? Zipline uses drones to deliver critical and lifesaving medicine to thousands of hospitals serving millions of people in multiple countries. Our mission is to provide every human on Earth with instant access to vital medical supplies. Join Zipline and help us make this a reality for billions of people.

About You and the Role

Zipline is rapidly expanding our life-saving drone delivery footprint into Latin America, following the success and continued growth of the business across the globe. We are looking for a senior Sales Director in Latin America with experience in selling infrastructure and/or complex new technology projects to governments and major critical institutions.

You will be responsible for selling Zipline’s instant logistics services to jointly identified LATAM market targets, and will manage all aspects of the sales process from lead management and qualification to close and account care. As one of our early Latin America hires, you will have a large role to play in defining the success of our business in this region, and the culture of our team as we grow.

The ideal candidate is passionate about disrupting traditional industries and looking to introduce new infrastructure at a national scale to these governments. You are driven by the close of the deal and knowing you’ve had an impact on something larger than yourself; and you are motivated by being credible when you talk about logistics, supply chain and national-scale technologies. As one of the first business development hires in the region, we are excited to work with you on driving this new and exciting market segment of drone delivery. 

What You’ll Do

  • Expand Zipline’s early work within Latin America with a focus on future market development
  • Work directly with the Head of New Markets to identify opportunities and shape long-term strategy for the LATAM market
  • Create “market entry” plans for ensuring Zipline’s long-term presence as a major logistics + infrastructure player in LATAM countries
  • Design and execute account plans and strategies for all target accounts
  • Drive an effective full cycle capture process from sourcing to close 
  • Drive customer/partner facing conversations, leading economic value discussions with senior executives to close deals and influence key decisions
  • Write and manage all manner of solicitations: proposals, quotes, and information
  • Rigorously qualify opportunities
  • Craft tailored content, including presentations, proposals and custom ROI analyses
  • Work with cross functional teams to gain deeper understanding of Zipline’s buyer and stakeholder personas
  • Iterate, and provide feedback to our engineering teams on nascent requirements and other industry trends

What You’ll Bring

  • 8+ years' experience building teams around and selling a transformative infrastructure technology across multiple industries in Central and/or South America; prior experience with disruptive, complex solutions in infrastructure such as telecommunications, mining, energy preferred
  • Collaborative approach to sales that includes working with multiple internal and external stakeholders
  • Exceptional communication and presentation skills, ideally with prior experience building confidence and credibility in emerging technology
  • Language skills: fluency in English and Spanish preferred.
  • Demonstrated ability to drive stakeholder mapping, develop relationships within a business, and maintain a network of relationships to promote partnerships
  • Inherent self-sufficiency, flexibility and confidence, with a preference for autonomously owning activities that drive revenue
  • Advanced strategic and project management skills
  • Prior experience simultaneously managing multiple large ($10M+) complex sales opportunities
  • Innate passion for seeking depth and complete understanding in an account and market
  • History of establishing high revenue, multi-year business plans and roadmaps for large-scale implementations
  • Exceptional ability to analyze customers’ business situations from multiple viewpoints to identify gaps/opportunities, and align proposed solutions with the customer’s strategy and goals 
  • Ability to travel as needed

What Else You Need to Know

This role location can be flexible within Central or South America, and will initially be remote as one of the first LATAM hires, but must be able to travel to South San Francisco (Headquarters) to work with cross-collaborating teams with some frequency (1-2 times quarterly max).

Zipline is an equal opportunity employer and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws or our own sensibilities.

We value diversity at Zipline and welcome applications from those who are traditionally underrepresented in tech. If you like the sound of this position but are not sure if you are the perfect fit, please apply!


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