Director of Sales, Strategic Accounts--Daintree Networks

Director of Sales, Strategic Accounts 

Location:  Near major airport            

Daintree Networks, headquartered in Silicon Valley, offers an opportunity to get in on the ground floor of a Series B funded Clean-Technology company leading the rapidly evolving, advanced wireless commercial lighting and building controls market.  Daintree’s core strategy for the sale of its solution is based on developing efficient, best-in-class channel partners.  These partners consist of strategic Value-Added Resellers (system integrators, BAS solution providers, and specialty lighting and electrical contractors) actively marketing into targeted vertical applications as well as top-tier branded lighting and building controls OEMs. Since commercial product launch in 2010, Daintree has established relationships and projects with several leading, innovative value-added resellers. The challenge now is to expand the pipeline significantly and scale revenue nationwide.   Given our ambitions in this multi-billion dollar market, we have identified the need for a dedicated Strategic Accounts executive to drive our growth through the Building Automation community as well as end user projects.

Key Responsibilities:

Daintree Network’s Director of Sales, Strategic Accounts, must have a mature and seasoned understanding of the industry forces, business models, and dynamics of the overall lighting controls market. Reporting to the Vice President of Sales & Business Development, the candidate will be a key contributing member of the entrepreneurial team seeking to deploy Daintree Networks technology as a control solution throughout the new construction, renovation, and retrofit markets. He/she will be ultimately responsible for the overall achievement of the sales targets within the channels, and in delivering shareholder value through rigorous channel management disciplines, salesmanship and business development prowess.

The key goal of this individual is to deliver project revenue and develop strong partner relationships that enable the growth and successful deployment of Daintree Networks’ ControlScope solution on a large scale.   The primary responsibilities of the role include the development of written sales, design, service and support plans (Program Plans) within each VAR account including goals and milestones for each program component.  The position will be responsible for garnering executive level support within the VAR organization, training sales teams, coordinating technical training, providing joint sales support for key opportunities, conducting regular business reviews and ultimately creating self-sufficient sales, marketing, estimating and commissioning organizations.  The Director of Sales, Strategic Accounts, is also responsible for developing key national account project sales as a part of supporting the channel.  Additionally, the position is responsible for accurate sales forecasting, defining and effectively communicating channel and market requirements and coordinating support activities within the Daintree organization.

In the first six months, the Director of Sales, Strategic Accounts, is expected to have:

  • Created (5) new Program Plans with leading players within the BAS community
  • Generated $400,000 in project purchase orders from opportunities not currently in the pipeline.
  • Contributed $5,000,000 to the project pipeline with $1,000,000 above 70% probability.
  • Developed strategic relationships with (5) national end user organizations with over 1M square feet of project opportunity (i.e. REITs, global property management companies, other large corporations). 

Skills and Requirements: 

  • Demonstrated track record of hands-on success building channels and driving revenue within the lighting retrofit, controls, or building automation systems industries.  Experience (min 10 years) scaling revenue for new, category-defining products from early growth to $50M+.
  • Demonstrated performance selling complex technical solutions (including systems and software) directly to large end-user organizations through consultative sales techniques.
  • An entrepreneurial, self-confident flair coupled with professional, team-oriented execution.
  • An undergraduate technical or business degree.  An MBA is preferred.
  • Residence within convenient airport access of key markets throughout the U.S.  50% travel required.   

Please send a cover letter and resume to