Director Global Sales - Sensitech

Country:

United States of America

Location: CAMAO: Carrier-Home Massachusetts Remote Location, Remote City, MA, 01001 USA

Carrier is the leading global provider of healthy, safe and sustainable building and cold chain solutions with a world-class, diverse workforce with business segments covering HVAC and refrigeration. We make modern life possible by delivering safer, smarter and more sustainable services that make a difference to people and our planet while revolutionizing industry trends. This is why we come to work every day. Join us and we can make a difference together.

About Sensitech Inc.

Sensitech is focused on delivering supply chain visibility solutions that track, monitor and protect products for global leaders in the food, life sciences, consumer goods, and industrial markets. Our solutions are focused in three key areas: quality and compliance, supply chain security, and logistics performance management. Quality and compliance solutions address temperature-sensitive, complex supply chains focused on delivering the highest quality possible, while our supply chain security solutions help to mitigate risks associated with theft, diversion and chain of custody. Sensitech's logistics performance solutions deliver origin-to-destination, real-time transparency to any in-transit journey. Sensitech is a part of Carrier, a leading global provider of innovative HVAC, refrigeration, fire, security and building automation technologies.

About This Role

We are seeking an exceptional Global Director of Sales to spearhead our worldwide sales organization, focusing on delivering cutting-edge supply chain visibility solutions to the Food and Consumer & Industrial Vertical. This role will be instrumental in driving revenue growth, developing strategic customer relationships, and expanding our market presence across global markets. The ideal candidate will combine deep industry expertise with proven sales leadership to transform how Food vertical manage their supply chain visibility.

Key Responsibilities:

Strategic Leadership & Vision

Develop and execute comprehensive global sales strategies aligned with company objectives, with particular emphasis on addressing the Food and Consumer & Industrial Vertical unique supply chain challenges

Build, mentor, and lead high-performing sales teams across multiple regions, ensuring consistent performance and methodology implementation

Establish and optimize sales targets, KPIs, and compensation structures for regional teams

Create and maintain regional sales playbooks that address local market needs while maintaining global consistency

Collaborate with executive leadership to define company direction and growth strategies

Business Development & Market Expansion

Drive new business opportunities within the Food and Consumer & Industrial Vertical, with a focus on Fortune 500 and high-growth companies

Create and maintain strategic partnerships with key stakeholders in the food supply chain ecosystem, including industry associations, technology partners, and consultancies

Identify and capitalize on market trends and opportunities to expand our solution's footprint

Develop go-to-market strategies for new products and features specific to food industry requirements

Lead complex, multi-stakeholder enterprise deals from initial contact through closure

Sales Operations & Performance Management

Oversee the full sales cycle from prospect identification through contract negotiation and closure

Develop compelling value propositions that address specific needs across different food industry segments (manufacturers, distributors, retailers)

Design and implement sales processes that optimize team efficiency and effectiveness

Establish sales forecasting and pipeline management methodologies

Monitor and analyze sales metrics to identify areas for improvement and implement corrective actions

Manage the sales technology stack to ensure optimal team performance

Cross-Functional Leadership

Collaborate with Product Management to influence product roadmap based on market demands and customer feedback

Partner with Marketing & Communications to develop targeted campaigns and materials for the Food and Consumer & Industrial Vertical

Work with Customer Success to ensure smooth handoffs and maintain high customer satisfaction

Coordinate with Finance to develop pricing strategies and maintain healthy margins

Engage with Legal to streamline contract processes and reduce sales cycle times

Industry Expertise & Thought Leadership

Leverage deep understanding of Food and Consumer & Industrial Vertical supply chain challenges, including traceability, food safety, regulatory compliance, and sustainability

Maintain comprehensive knowledge of industry trends, competitive landscape, and emerging technologies

Serve as a thought leader through speaking engagements, industry publications, and social media presence

Build relationships with industry analysts and maintain company positioning in relevant market reports

Stay current with global food safety regulations and compliance requirements

Required Qualifications:

Bachelor's Degree

10+ years of sales experience in SaaS or enterprise software OR IOT solutions OR supply chain visibility solutions

5+ years in a senior sales leadership role

25% global travel

Preferred Qualifications:

MBA or advanced degree preferred

Sales methodology certifications desired

Sales leadership roles managing a team of 20+ salespeople

Proven track record of consistently exceeding revenue targets

Demonstrated experience selling technology solutions to the Food and Consumer & Industrial Vertical

Success in building and scaling global sales teams of 30+ people

Strong understanding of supply chain management, visibility solutions, SaaS and IoT technologies

Experience with M&A integration and post-merger sales organization alignment

Track record of successful partnership development with system integrators and consulting firms

25% global travel required, including:

Regular visits to regional sales offices and team locations

Customer meetings and industry events

Quarterly business reviews with senior leadership team

Sales kickoffs and training sessions

Leadership & Management Skills

Exceptional ability to build, coach, and retain high-performing sales teams

Strong strategic thinking and business acumen with proven P&L management experience

Outstanding communication and executive presence

Demonstrated success in managing matrix organizations across multiple geographies

Experience in developing and implementing sales methodologies and processes

Proven ability to navigate complex organizational structures and build C-level relationships

Track record of successful change management in sales organizations

Technical Knowledge

Deep understanding of enterprise software architecture and integration requirements

Familiarity with modern supply chain technologies (IoT, blockchain, AI/ML)

Experience with enterprise sales methodologies (Solution Selling, MEDDIC, Challenger)

Proficiency with CRM platforms (Salesforce.com) and sales enablement tools

Understanding of API integrations and enterprise software ecosystems

RSRCAR

Pay Range:

$133,319 - $232,919 Annually

Carrier is An Equal

Opportunity/Affirmative

Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status, age or any other federally protected class.

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