Vertical Sales Lead, Research Labs & Universities

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      "legalNotice": "<div id=\"isPasted\" style=\"font-size: 16px; font-style: normal; font-weight: 400; text-align: start; text-indent: 0px;\"><b style=\"font-weight: 600; font-size: 10pt;\">THE FINE PRINT:</b></div><div style=\"font-size: 16px; font-style: normal; font-weight: 400; text-align: start; text-indent: 0px;\"><span style=\"font-size: 10pt;\">No 3rd party candidates will be accepted.</span></div><div style=\"font-size: 16px; font-style: normal; font-weight: 400; text-align: start; text-indent: 0px;\"><br></div><div style=\"font-size: 16px; font-style: normal; font-weight: 400; text-align: start; text-indent: 0px;\"><i style=\"font-size: 10pt;\">It is D-Wave Systems Inc. policy to provide equal employment opportunity (EEO) to all persons regardless of race, color, religion, sex, national origin, age, sexual orientation, gender identity, genetic information, physical or mental disability, protected veteran status, or any other characteristic protected by federal, state/provincial, local law.</i></div>",
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    "description": {
      "role": "<meta><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11.25pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;\"><br></p><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:15pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;\"><b><strong style=\"font-size:15pt;white-space:pre-wrap;\">About the role</strong></b></p><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;\"><span style=\"font-size:12pt;white-space:pre-wrap;\">As a visionary and dynamic Vertical Sales Lead for the research labs and universities sector, you will play a key role in driving the growth and success of our sales team in the Americas region. Bringing your market-making and sales leadership expertise, you will lead our sales efforts to drive our SaaS recurring and learning solutions revenue from Quantum solutions in the research labs and universities sector, by establishing and growing strong relationships with our customers on their journey toward quantum success. </span><span style=\"white-space:pre-wrap;\"> </span></p><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;\"><br></p><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:12pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;\"><span style=\"font-size:12pt;white-space:pre-wrap;\">If that sounds like you, read on: we expect you to significantly expand our revenue in the research labs and universities sector, grow the pipeline of new opportunities, and sell D-Wave’s Quantum SaaS/Cloud products and services to new and existing customers in the Americas region. You will identify target accounts, orchestrate outbound outreach to them, and qualify inbound leads. You will also work closely with our technical advising team and learning solutions teams to identify research topics and grants that could benefit from our Quantum computing power. </span></p><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11.25pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;\"><b><strong style=\"font-size:15pt;white-space:pre-wrap;\">What you'll do</strong></b></p><ul data-pattern=\"discCircleSquare\" data-depth=\"1\" style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11pt;font-weight:400;margin:8px 0px;line-height:1.6;padding:0px 0px 0px 32px;list-style-type:disc;\"><li style=\"font-size:12pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;\"><span style=\"font-size:12pt;white-space:pre-wrap;\">Sales Execution: Execute D-Wave's sales strategy within the Americas region to drive new business in the research labs and universities sector. You will identify research and education opportunities involving D-Wave quantum computing, and effectively communicate D-Wave’s vision, strategy, and product capabilities to faculty, researchers, students, and grant sources. </span></li><li style=\"font-size:12pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;\"><span style=\"font-size:12pt;white-space:pre-wrap;\">Team Leadership: Build, mentor, and motivate a high performing account team, including cross-functional internal resources, to pursue opportunities to land into new accounts, and expand business in existing accounts. </span></li><li style=\"font-size:12pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;\"><span style=\"font-size:12pt;white-space:pre-wrap;\">Market Research &amp; Analysis: Work with a cross-functional team to define the landscape of use cases for Quantum computing in the research labs and universities sector. Profile target accounts to identify the faculty, researchers and grant sources for domain areas that would benefit from Quantum computing. </span></li><li style=\"font-size:12pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;\"><span style=\"font-size:12pt;white-space:pre-wrap;\">Relationship Building with Decision Makers and Influencers: Work as part of a cross-functional team to proactively engage with faculty, researchers and grant sources for Quantum computing use cases in the research labs and universities. Establish and cultivate relationships with faculty, researchers and grant sources to create opportunities that align the company’s solution with the research labs and universities’ needs and strategy. </span></li><li style=\"font-size:12pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;\"><span style=\"font-size:12pt;white-space:pre-wrap;\">Pipeline Building: Co-lead demand generation activities in the Americas targeting the research labs and universities sector in partnership with our Marketing team, selecting target accounts, representing D-Wave at conferences, seminars, and other events, qualifying new leads, delivering product presentations, and developing proposals that result in a growing pipeline of new opportunities.  </span></li><li style=\"font-size:12pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;\"><span style=\"font-size:12pt;white-space:pre-wrap;\">Customer Proposals: Quarterback cross-functional teams to create customer proposals including managing submissions to RFI/RFP and their lifecycle of activities. </span></li><li style=\"font-size:12pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;\"><span style=\"font-size:12pt;white-space:pre-wrap;\">Actively participate in capture activities including proposal reviews and business case development </span></li><li style=\"font-size:12pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;\"><span style=\"font-size:12pt;white-space:pre-wrap;\">Ensure the development and submission of white papers and RFI/RFP responses to proactively shape strategic opportunities. </span></li><li style=\"font-size:12pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;\"><span style=\"font-size:12pt;white-space:pre-wrap;\">Conduct after-action reviews for all pre and post proposal activities to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions. </span></li><li style=\"font-size:12pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;\"><span style=\"font-size:12pt;white-space:pre-wrap;\">Deal Closing: Work with Sales Operations, Legal, Finance and Professional Services to prepare a contract packet for customer signature. Negotiate subscription services, professional services, financial terms, and legal terms with customer’s representatives from operations, IT, procurement and legal.  Address customer’s vendor qualification requirements such as information security reviews and customer references. Support the customer’s activities to establish D-Wave as a vendor in the customer’s procurement systems and issue the applicable documents such as the customer’s purchase order. </span></li><li style=\"font-size:12pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;\"><span style=\"font-size:12pt;white-space:pre-wrap;\">Customer Success: Co-lead the effort to select and position D-Wave products and services to meet individual customer needs by understanding their research and educational challenges and creating value propositions tailored to their unique situation. </span></li><li style=\"font-size:12pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;\"><span style=\"font-size:12pt;white-space:pre-wrap;\">Quota Attainment: Drive your personal activities and your account teams to achieve and exceed your targets while accurately forecasting new bookings. </span></li></ul><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11.25pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;\"><b><strong style=\"font-size:15pt;white-space:pre-wrap;\">About You</strong></b></p><ul data-pattern=\"discCircleSquare\" data-depth=\"1\" style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11pt;font-weight:400;margin:8px 0px;line-height:1.6;padding:0px 0px 0px 32px;list-style-type:disc;\"><li style=\"font-size:12pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;\"><span style=\"font-size:12pt;white-space:pre-wrap;\">Someone with 15+ years of experience selling high value enterprise SaaS products and solutions in research applications, data analytics, or data science market categories in the research labs and universities sector. </span></li><li style=\"font-size:12pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;\"><span style=\"font-size:12pt;white-space:pre-wrap;\">A sales leader with experience growing bookings from past first customer to$5M+ yearly in an enterprise SaaS vendor. </span></li><li style=\"font-size:12pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;\"><span style=\"font-size:12pt;white-space:pre-wrap;\">Demonstrated successes in building an opportunity pipeline in the research labs and universities sector. </span></li><li style=\"font-size:12pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;\"><span style=\"font-size:12pt;white-space:pre-wrap;\">A quarterback of fast-growing, solution-oriented, customer-focused, industry-savvy account teams with a proven track record in targeted value-based selling.  </span></li><li style=\"font-size:12pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;\"><span style=\"font-size:12pt;white-space:pre-wrap;\">Well connected with existing customer relationships across several functions into leading research labs and universities. </span></li><li style=\"font-size:12pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;\"><span style=\"font-size:12pt;white-space:pre-wrap;\">Excellent written and verbal communication skills, with the ability to convey technical concepts to diverse audiences. </span></li><li style=\"font-size:12pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;\"><span style=\"font-size:12pt;white-space:pre-wrap;\">Intellectually curious, honest, with integrity and a passion for discovery and success.  </span></li></ul><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11.25pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;\"><b><strong style=\"font-size:15pt;white-space:pre-wrap;\">Required</strong></b></p><ul data-pattern=\"discCircleSquare\" data-depth=\"1\" style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11pt;font-weight:400;margin:8px 0px;line-height:1.6;padding:0px 0px 0px 32px;list-style-type:disc;\"><li style=\"font-size:12pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;\"><span style=\"font-size:12pt;white-space:pre-wrap;\">College educated with a PhD degree in Computer Science, or related STEM field degree. </span></li><li style=\"font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;\"><span style=\"font-size:12pt;white-space:pre-wrap;\">Willing to travel frequently (up to 50%+), including some international travel in the Americas</span><span style=\"font-size:11pt;white-space:pre-wrap;\">.</span></li></ul><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;\"><b><strong style=\"font-size:15pt;white-space:pre-wrap;\">A D-Waver's DNA</strong></b></p><ul data-pattern=\"discCircleSquare\" data-depth=\"1\" style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11pt;font-weight:400;margin:8px 0px;line-height:1.6;padding:0px 0px 0px 32px;list-style-type:disc;\"><li style=\"font-size:12pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;\"><span style=\"font-size:12pt;white-space:pre-wrap;\">We look at the future and say “why not”; we see possibilities where others see problems or routines. We show the way ahead and are committed to achieving ambitious goals.</span></li><li style=\"font-size:12pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;\"><span style=\"font-size:12pt;white-space:pre-wrap;\">We practice straight talk and listen generously to each other with empathy. We value different opinions and points of views. We ensure that we connect outside as well as inside to learn from others and inspire each other.</span></li><li style=\"font-size:12pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;\"><span style=\"font-size:12pt;white-space:pre-wrap;\">We hold ourselves accountable for delivering results. We make decisions &amp; take responsibility so that we can act &amp; support each other.</span></li><li style=\"font-size:12pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;\"><span style=\"font-size:12pt;white-space:pre-wrap;\">As leaders we motivate &amp; engage our teams to undertake beyond what they originally thought possible, by developing our teams &amp; creating the conditions for people to grow and empower themselves through enabling &amp; coaching.</span></li></ul><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;text-align:start;\"><b><strong style=\"font-size:15pt;white-space:pre-wrap;\">Inclusion:&nbsp;</strong></b></p><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:12pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;text-align:start;\"><span style=\"font-size:12pt;white-space:pre-wrap;\">We celebrate diverse perspectives to drive innovation in our pursuit. Our employees range from distinguished domain experts with decades of experience in their respective fields, to bright and motivated graduates eager to make their mark.</span></p><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:12pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;text-align:start;\"><span style=\"font-size:12pt;white-space:pre-wrap;\">Our diverse and innovative team will make you feel appreciated, supported and empower your career growth at D-Wave.</span></p><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;text-align:start;\"><br></p><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;text-align:start;\"><b><strong style=\"background-color:inherit;font-size:15.25pt;white-space:pre-wrap;\">Our Compensation Philosophy is Simple but Powerful:</strong></b></p><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:12pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;text-align:start;\"><span style=\"font-size:12pt;white-space:pre-wrap;\">We believe providing D-Wavers with company ownership, competitive pay, and a range of meaningful benefits is the start of creating a culture where people want to give the best they’ve got — not because they’re simply making money, but because they’ve fallen in love with our vision, mission, values, and team. </span></p><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:12pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;text-align:start;\"><span style=\"font-size:12pt;white-space:pre-wrap;\"> </span></p><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;text-align:start;\"><span style=\"font-size:12pt;white-space:pre-wrap;\">During the interview process, your Recruiter will explain our total compensation rewards (base, equity, bonus, perks, benefit, culture). The final offer is determined by your proficiencies within this level. </span><span style=\"font-size:11pt;white-space:pre-wrap;\"> </span></p><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;text-align:start;\"><span style=\"font-size:11pt;white-space:pre-wrap;\"> </span></p><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;text-align:start;\"><b><strong style=\"background-color:inherit;font-size:15.25pt;white-space:pre-wrap;\">The Fine Print:&nbsp;</strong></b></p><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;text-align:start;\"><span style=\"background-color:inherit;font-size:11.5pt;white-space:pre-wrap;\">No 3rd party candidates will be accepted </span></p><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;\"><br></p><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;text-align:start;\"><i><em style=\"background-color:inherit;font-size:11.5pt;white-space:pre-wrap;\">It is D-Wave Systems Inc. policy to provide equal employment opportunity (EEO) to all persons regardless of race, color, religion, sex, national origin, age, sexual orientation, gender identity, genetic information, physical or mental disability, protected veteran status, or any other characteristic protected by federal, state/provincial, local law.</em></i><span style=\"background-color:inherit;font-size:11.5pt;white-space:pre-wrap;\">&nbsp;</span></p>",
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