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Director, Channel Sales

Luminar

Luminar

Sales & Business Development
Remote
Posted on Saturday, May 27, 2023

Luminar Technologies, Inc. (Nasdaq: LAZR) is transforming automotive safety and autonomy by delivering the only lidar and associated software that meets the industry’s stringent performance, safety, and economic requirements. Luminar has rapidly gained over 50 industry partners, including a majority of the top global automotive OEMs. In 2020, Luminar signed the industry’s first production deal for autonomous consumer vehicles with Volvo Cars, which now expects to make Luminar’s technology part of the standard safety package on their next generation electric SUV. Additional customer wins include SAIC, Daimler Truck AG, Intel’s Mobileye, Pony.ai and Airbus UpNext. Founded in 2012, Luminar employs approximately 400 with offices in Palo Alto, Orlando, Colorado Springs, Detroit, and Munich.

For more information, please visit www.luminartech.com.

Team Overview

The Director, Channel Sales will be responsible for developing, growing, and supporting Luminar’s Commercial Channel Sales partners while driving awareness and revenue through our pre-established channels. The position operates in an environment that calls for a detail oriented mindset, possesses a sense of urgency and ownership and has practical experience working with both autonomous technology as well as channel partners. The position reports to the Vice President of Business Development.

The successful candidate will be responsible for developing and working with strategic channel partners in multiple industries ranging from heavy equipment to smart cities. They will manage customer relationships at all levels around the world including North America, Western Europe, Japan and Asia. He or she will be the main interface with Product Management, Hardware and Software Engineering, Finance and Manufacturing to sell Luminar Products.

Responsibilities

  • Work with channel partners to sign agreements that generate revenue. Channel partners can be large technology companies, Sales Agents, Distributors or Software Partners
  • Ability to cultivate and maintain relationships with important decision-makers (executive leadership) in current/prospective client companies
  • Anticipate potential issues across partnerships and collaborate to resolve them proactively
  • Be a Subject Matter Expert for Luminar’s both Lidar, Proactive Safety software and other products with the ability to meet with customers with limited or no support from technical team.
  • Exceptional intellectual and analytical curiosity, a creative visionary who can manage innovation
  • Ability to communicate complex ideas effectively – both verbally and in writing
  • Manage the entire sales cycle from Prospecting to Discovery to Negotiating to Contract Signature and renegotiations.
  • Identify and engage with ecosystem partners to broaden awareness and acceptance of Luminar’s technology.
  • Drives and supports sales opportunities with Luminar partners worldwide
  • Develops, manages & trains on partner sales and marketing tools (presentations, processes, etc.)
  • Regularly educates current and new partners of Luminar’s technology and its relevance to supporting each target application
  • Manages legal documentation between Luminar, customers and partners including non-disclosure agreements (NDAs), partnership agreements, sales agreements, software license agreements (SLA), and commercial contracts
  • Monitors and adapts to the competitive landscape
  • Develops strategic plans for prioritizing opportunities and grows market share
  • Conducts quarterly business reviews
  • Provides accurate forecasts and product pipeline data
  • Other duties as assigned

Other Characteristics of the Position:

  • A successful candidate will need to practice a healthy habit of teamwork, excellent communication and top-notch people skills to develop necessary internal and external relationships
  • Travel is required to Luminar locations in Orlando, Florida; Palo Alto, California and other sites around the world, as needed

Minimum Qualifications

  • Engineering or Business B.S. degree or comparable work experience
  • 20+ years of sales, product management or business development of complex technology products
  • Ten+ years of related technical product experience
  • Ten+ years of experience managing technical partnerships
  • 5+ years negotiating master supplier agreements
  • Deep knowledge and experience in building complex financial models that create win-win situations for Luminar and our customers
  • Track record of meeting/exceeding performance-based goals, closing opportunities and driving revenue
  • Strong written and verbal communication skills to wide ranges of audiences
  • Ability to work in a fast-paced, dynamic organization and quickly adapt to external and internal changes
  • The ability and desire to travel internationally

Preferred Qualifications

  • MBA a plus
  • Prior experience with and technical understanding of LiDAR
  • Multi-industry knowledge base and respective applications of LiDAR

Luminar is an equal opportunity employer. All applicants will be considered for employment without regard to race, color, ancestry, national origin, sex, gender, sexual orientation, marital status, religion, age, disability, gender identity, results of genetic testing, service in the military, or any other characteristic protected by applicable federal, state or local laws. We will make a reasonable accommodation for any qualified applicant with a disability, provided that the individual is otherwise qualified to safely perform the essential functions of the job with or without accommodation and that the accommodation would not impose an undue hardship on the operation of our business. Please let us know if you believe you require reasonable accommodation, or if you would like assistance to complete an application or to participate in an interview at the company.

At Luminar, your base pay is one part of your total compensation package. This role pays a base between $200,000.00 and $225,000.00* per year. Within this range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. You will also be eligible to receive other benefits including: equity in the form of restricted stock unit awards, comprehensive medical and dental coverage, 401k plan, life and disability benefits, flexible time off, paid parental leave, and tuition reimbursement for formal education related to advancing your career at Luminar. The specific programs and options available to an employee may vary depending on date of hire and schedule type.*Note that the pay range listed for this position is a good faith and reasonable estimate of the range of possible base compensation at the time of posting.