Territory Sales Manager - West

| Greater Boston Area
Markforged is reinventing manufacturing with the most affordable 3D metal and carbon fiber printers capable of producing parts strong enough for the factory floor. Engineers, designers, and manufacturing professionals all over the world rely on Markforged metal and composite printers for tooling, fixtures, functional prototyping, and high-value end-use production and optimizing their manufacturing and supply chains. Founded in 2013 and based in Watertown, MA, Markforged has about 300 employees globally, with $137 million in both strategic and venture capital. Markforged’s vision is a world in which you build anything you imagine. Markforged was recently recognized by Forbes in the Next Billion-Dollar Startups list and listed as the fastest-growing 3D printing company in the US in the 2019 Deloitte Fast 500. To learn more about Markforged, please visit https://markforged.com.
As a Territory Sales Manager you will be responsible for recruitment, development and management of Markforged Authorized Value-Added Reseller (VAR) partners across the region. 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!

In this role you will:

  • Achieve assigned territory bookings goals and other critical KPI’s
  • Build and grow strong customer relationships
  • 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 we look for:

  • 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
  • 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.

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.
Perks & Benefits
We offer a competitive compensation package and a full suite of benefits, including medical insurance, dental insurance, vision insurance, 401(k), parental leave, commuter benefits, open PTO policy, and more. Our work environment includes casual dress, a fully stocked kitchen, bike storage, free parking, weekly catered lunches, and fitness perks. You will have unlimited access to our 3D printers for professional and personal parts!
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.
Perks & Benefits
We offer a competitive compensation package and a full suite of benefits, including medical insurance, dental insurance, vision insurance, 401(k), parental leave, commuter benefits, open PTO policy, and more. Our work environment includes casual dress, a fully stocked kitchen, bike storage, free parking, weekly catered lunches, and fitness perks. You will have unlimited access to our 3D printers for professional and personal parts!
Markforged values the differences among our employees and provides equal employment opportunities to all employees and applicants for employment. These differences include but are not limited to race, color, ancestry, national origin, gender, sexual orientation, marital status, religion, age, disability, gender identity, results of genetic testing, or service in the military. This goal emphasizes the development of inclusive work environments that capitalize on each employee’s skills, experience, and unique perspectives as we strive to achieve an unparalleled standard of excellence.
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.

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Technology we use

  • Engineering
  • Product
  • Sales & Marketing
    • C++Languages
    • JavascriptLanguages
    • PythonLanguages
    • SqlLanguages
    • CoffeescriptLanguages
    • jQueryLibraries
    • AngularJSFrameworks
    • ExpressFrameworks
    • Node.jsFrameworks
    • PostgreSQLDatabases
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    • Google AnalyticsAnalytics
    • InVisionDesign
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    • SolidWorksDesign
    • ConfluenceManagement
    • JIRAManagement
    • SmartsheetManagement
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    • WordpressCMS
    • SageCRM
    • SalesforceCRM
    • MarketoEmail
    • MarketoLead Gen

Location

480 Pleasant Street, Watertown, MA 02472

An Insider's view of Markforged

What are some social events your company does?

Our office has periodic happy hours and company offsite parties, as well as a weekly all-hands meeting where different teams present and lunch is served.

Daniel

Content Engineer

What does your typical day look like?

Every day for me is a little different. Typically, I'd start the day by checking on the results of some multi-day experiments or pull parts out of experimental furnace runs for our metal system. Later in the day, I'd kick off the next set of experiments, which could be something like a regular print or a special furnace run.

Michelle

Materials R&D Engineer

What makes someone successful on your team?

We're taking risks here with new technology, and we're asking our clients and partners to do a lot of the same, but we have data that shows that it's worth it. And as we move forward, we're going to continue needing the space. Be ready to move fast, learn, and adapt to changes as they come and as we scale.

Lauren

Enterprise Business Development Representative

What unique initiatives do you have that encourage innovation?

For the last hundred years, machines have been unaware of what they’re creating and would happily waste millions of dollars producing out-of-spec parts. We’re going to fix that by connecting the machines that make parts, and the ones that inspect them, with a powerful AI software.

Greg Mark

Chairman of the Board

What's the biggest problem your team is solving?

I think one of the most challenging things as a print systems engineer is learning all the technical and non-technical aspects of our business. We have to know a lot, kind of like a jack of all trades. We have to have our fingers on the pulse of a lot of different teams so that we have a holistic picture of what's going on.

Dalton

Print Systems Engineer

What are Markforged Perks + Benefits

Culture
Partners with Nonprofits
We sponsor a Distinguished Black Engineer scholarship and Female Engineer scholarship through Bold.Org
Friends outside of work
Eat lunch together
Intracompany committees
Daily stand up
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Open office floor plan
Diversity
Diversity Employee Resource Groups
Hiring Practices that Promote Diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Pet Insurance
Wellness Programs
Onsite Gym
Retirement & Stock Options Benefits
401(K)
Company Equity
Child Care & Parental Leave Benefits
Generous Parental Leave
Markforged provides up to 12 weeks of parental leave to eligible employees.
Flexible Work Schedule
Remote Work Program
Work remotely on occasion as needed - especially during COVID no one is required to be in office unless deemed essential.
Family Medical Leave
Vacation & Time Off Benefits
Unlimited Vacation Policy
Markforged has a take what you need vacation policy.
Paid Holidays
Paid Sick Days
Perks & Discounts
Beer on Tap
Casual Dress
Commuter Benefits
Company Outings
Game Room
We have plenty of controllers for video games - and ping pong tables in both offices.
Stocked Kitchen
Snacks, hot and cold coffee, gourmet tea selection, soda, Soylent, yogurt, string cheese, fruit and veggies!
Some Meals Provided
Markforged provides free catered lunch every Tuesday.
Happy Hours
Weekly Friday happy hours and quarterly Work Anniversary Celebrations.
Parking
Free, dedicated employee parking lots.
Relocation Assistance
Fitness Subsidies
Professional Development Benefits
Job Training & Conferences
Markforged offers employees professional development opportunities like The ability to attend job related conferences and seminars.
Diversity Program
Promote from within
Customized development tracks
Paid industry certifications
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