Now Hiring - Senior Account Executive in Cupertino, CA

Smart is the logical next step post Digital and Falkonry is making Smart Easy. Falkonry is the world leader in Generative Time Series AI. We help our customers improve productivity by automatically identifying and explaining anomalies and patterns that you can't see. AI in the manufacturing market will rise by 14 billion dollars in 5 years; and we are a recognized leader in this transformation.

Falkonry is a Silicon Valley company that understands Industrial. Falkonry provides a proven Edge AI system with 8+ years of deployment, 100s of use cases across sectors and is backed by our own 29 patents. Falkonry-powered smart solutions are producing strategic advantages for both manufacturing and defense organizations. Falkonry has made it across the valley of death in the Department of Defense and is deployed across production lines in manufacturing organizations.

Our current customer base is in both the Federal Government as well as Industrial and Manufacturing customers. We serve both Fortune 2000 and mid-market companies. Falkonry has a proven solution framework that has a pricing that scales from penetration to enterprise. Our enterprise grade software has been built to be suited to high speed and field/edge deployment with successful case studies.

We are making and remaking careers of leaders, executives, and our own teammates and driving their career progress for the coming decade. We are ready for hyper scaling our growth with a world class GTM team. If you're looking for startup energy in a diverse team environment, high growth & learning opportunity and rockstar teammates, look no further!

The role of the Account Executive

We are looking for a commercially minded self-starter as Account Executive to drive new business in the Americas. This position will be in the US within 50 miles of a well-connected airport.

As a Falkonry Account Executive, you will grow named accounts and develop targeted accounts in the Metals, Energy, Oil & Gas and other Industrial verticals. Falkonry Solution Framework allows customers to get value from customers' existing data by automated, unattended analysis and visualization. Our current customer base is in both the Federal, Government, Intelligence as well as Industrial, Manufacturing customers. We serve both Fortune 2000 and mid-market companies. Falkonry has a proven solution framework that has a very Easy starting pricing that scales to millions of data points. Our Enterprise Grade software has been built to be suited to High Speed and Edge/Field deployment and already has successful case studies.

This role represents an unlimited earning opportunity for account executives. In the early stages of this market category creation, you will also contribute to the development of territories, sales processes, and team dynamics. You will manage a territory and targeted named accounts, and grow business through personal experience, including previously established relationships, so a successful applicant will have strong industry context and have demonstrated success in personally closing business in Industrial and Manufacturing environments. This position will be field-based and involve travel approximately 30%-40% of the time.

The ideal candidate is an enterprise sales rep who has experience selling analytics software products in consultative and value-based sales. The ideal candidate will have been a top performer that has driven enterprise engagements at both CXO as well as with operational management, and procurement teams. You are a self-starter, skilled in developing and executing against a business plan to meet or exceed quarterly and annual revenue targets. You should be excited about selling in diverse verticals and exceeding challenging sales targets.

What We Offer

• A culture of excellence, sustainability, passion, courage and trustworthiness
• Office Locations in Bay Area (CA), Mumbai (India) and several remote locations across Europe and US
• An immense total addressable market with highly differentiated offering
• A self-sufficient company with multi-talented team members
• Competitive salary and compensation plan
• A comprehensive benefits package which includes medical/dental/vision/life insurance and stock options
• 401(k) with employer match

Your Responsibilities

Your work will include:

• Strategic Sales: Build a named account, territory plan for high growth; while working closely with Customer Success, Marketing, and Product teams. Guide Business Relevance/Customer Value Selling to both shopfloor and corporate digital teams. Identifying strategic accounts with ABM.
• Thought Leadership: Promote Falkonry's unique Solution framework with No Setup, unattended AI approach to prospects, customers, and partners.
• Sales Execution: Lead all sales execution activities with internal/Partner teams to achieve sales goals. This includes thoroughly qualifying Sales Qualified/Offered leads into opportunities; converting Opportunities into new customers. Strong Discovery skills are a key need.
• Sales Process: Report, forecast, and track all sales related activity, and maintain an accurate forecast of business in the CRM system [please apply online] Drive and navigate contracting/procurement activities
• Upsell/Growth: Jointly drive Proof of Value at Customers to further Grow/ Upsell initial deployments into large multi-million corporate engagements.
• Work Effectively with Others: Provide inputs to marketing, product teams on how buyers and competitors are acting. Collaborate with customer success for pre-sales and post-sales.

Qualifications and Experience

• Bachelor's degree in business, engineering, or related fields
• 10+ years' of direct field sales experience in Information Technology, IIoT, Business Process Outsourcing, Manufacturing Software, or a similar industry.
• Polished communicator with strong experience communicating with client groups and executives
• Excellent Track record in managing and closing large enterprise deals. Navigate complex enterprise sales cycles involving multiple stakeholders and vendor review processes such as legal, security, or procurement.
• Ability to influence different buying personas from IT to OT to Operations to C-Suite
• Requires approximately 30-40% travel
• Some early-stage startup experience
  • Self-motivated and self-sufficient but able to leverage company resources efficiently to accomplish goals
  • Entrepreneurial, thrives in a fast-paced high-growth environment
  • Develop expansion strategies and successes in Fortune 1000 & mid-market Industrials

Preferred Qualifications

• 5+ years of experience selling into industrial sector technology sales; a strong plus.
  
• A degree in engineering is helpful, but not required
• Experience with IIoT and manufacturing industry Operating or sales experience in industrial and manufacturing sectors such as energy, oil & gas, automotive, chemical, or other continuous and discrete manufacturing sectors is valued
• International travel ready

About Falkonry

Falkonry enables data-driven automation for manufacturing and defense organizations by detecting events before they impact operations and explaining why they happen. By applying AI on real-time operational data from plants and field systems, Falkonry solutions deliver significant improvement in production uptime, quality and yield without requiring data scientists or data engineers.

We are backed by well-known Silicon Valley and corporates. We are passionate about our customers' success and have built a highly accomplished team of engineers, entrepreneurs and business leaders. We offer a fun, diverse, and flexible environment with competitive salary, equity, benefits and generous paid time off.

Our Culture

• Integrity and strong character is more important than skill and experience
• Cross-company team building and collaboration
• Long-term relationships reign supreme and brand building is critical
• Highly talented group of impassioned individuals from diverse backgrounds
• Mentor and develop people while leading by example of outstanding performance