Senior Business Development Executive, Public Sector

WE ARE: D-Wave (NYSE: QBTS) a leader in the development and delivery of quantum computing systems, software, and services, is the world’s first commercial supplier of quantum computers. Our mission is to unlock the power of quantum computing today to benefitenterprises and society. We do this by delivering customer value with practical quantum applications for problems as diverse as workforce, manufacturing and logisticsoptimization, artificial intelligence, materials sciences, drug discovery, scheduling, cybersecurity, fault detection, and financial modeling. D-Wave’s technology has been used by some of the world’s most advanced organizations including Mastercard, Deloitte, Davidson Technologies, ArcelorMittal, Siemens Healthineers, Unisys, NEC Corporation, Pattison Food Group Ltd., DENSO, Lockheed Martin, Forschungszentrum Jülich, University of Southern California, and Los Alamos National Laboratory. Our company and its innovations have appeared in the pages of The Wall Street Journal, Time Magazine, Fast Company, MIT Technology Review, Forbes, INC Magazine and Wired. As of August 8, 2022, our company is publicly traded on the New York Stock Exchange as $QBTS.

WHAT TO EXPECT: Being a North America public sector-focused Business Development Executive at D-Wave, you will serve as the first line of contact for many of our prospects and leads. You will have the opportunity to connect interested public sectoragencies with knowledgeable experts to help them achieve success in their organizations using quantum computing.

The D-Wave Americas Customer Team is responsible for driving our sales pipeline, overall revenue growth, regional partnerships and much more. We are an agile team that takes pride in solving hard problems, testing and learning, creative thinking, developing strategic approaches that directly impact business requirements, excellence in execution, and having a lot of fun.

Are you known for supporting early-stage sales growth with the public sector? Do you have strong experience within a high technology enterprise SaaS company and a proven track record of business development results? If this sounds like you, please read on and even if you don’t meet or exceed in all areas, we encourage you to apply.

WHAT YOU WILL DO:

• Grow the opportunity pipeline through diligent and timely identification/qualification of new inbound and outbound business opportunities.
• Lead and participate in the identification, qualification and pursuit of business opportunities in the public sector
• Seek and utilize market intelligence and competitor data to position D-Wave for ensuring success.
• Work with the internal team on executing BD plans for the public sector within approved budgets.
• Own and conduct detailed pipeline reviews with Senior leadership.
• Attend tradeshows and execute customer call plans post tradeshows.
• Work with public sector partners and resellers to collaboratively build pipeline and maximize win ratio Public Sector Sales: - Be an integral part of helping to grow our public sector business
• Identify and qualify opportunities with emphasis on opportunity pursuit.
• Focus on North American federal government. State level a plus. Project Management: - Coordinate internally with D-Wave’s teams (research, sales, and development) to align proposals with opportunities and participate in submissions. Grant Expertise: - Understand & navigate the application process for public sector grants (federal, state). Strategic Public Sector Market Research & Analysis: - Research potential funding opportunities, including public sector initiatives, defense contracts, or innovation-related grants (e.g., energy, cybersecurity). Relationship Building with Program officers and Public Sector Contractors: - Working as part of a cross-functional team to proactively engage with public sector contracting officials and program officers and participate in events, conferences, and meetings related to innovation and public sector funding.
• Cultivate relationships and create business opportunities that align with account plan and strategic vision.

YOU ARE:

• Requires a BA degree in a technical field and 15+ years of prior relevant experience or master's with 8+ years of prior relevant experience
• A technologist with experience selling into public sector agencies
• Able to understand technology nuances and differentiators a company offer is critical
• 10+ years of business development experience in federal US public sector sales
• Demonstrated successes in building an opportunity pipeline in the public sector
• Existing relationships and network with public sector procurement officials and program managers are critical.
• Must work comfortably in a team while also working independently to achieve business priorities as position will work closely with sales, technical sales, professional services, partnerships
• Excellent written and oral communication skills; experience presenting to senior executives, peers, and customers
• Security Clearance a plus, but not mandatory

A D-WAVER'S DNA:

• We look at the future and say “why not”; we see possibilities where others see problems or routines. We show the way ahead and are committed to achieving ambitious goals
• We practice straight talk and listen generously to each other with empathy. We value different opinions and points of views
• We ensure that we connect outside as well as inside to learn from others and inspire each other
• We hold ourselves accountable for delivering results. We make decisions and take responsibility, so that we can act and support each other
• As leaders, we motivate and engage our teams to go beyond what was originally thought possible, by developing our people and creating the conditions for them to grow and empower themselves through enabling and coaching

INCLUSION:

• We celebrate diverse perspectives to drive innovation in our pursuit. Our employees range from distinguished domain experts with decades of experience in their respective fields to bright and motivated graduates eager to make their mark.
• Our diverse and innovative team will make you feel appreciated, supported and empower your career growth at D-Wave.