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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