Role Overview
The Manager – SaaS Growth will:
- Sell SaaS solutions to mid-market logistics and distribution operators
- Drive subscription-based revenue growth
- Run structured demos and ROI-based sales conversations
- Work closely with product teams to refine positioning and integration use cases
This is a revenue-owning role focused on operational efficiency and workflow digitization.
Key Responsibilities
1. Revenue Ownership
- Carry defined SaaS revenue target
- Generate revenue from both:
- Direct mid-market customers
- Strategic accounts acting as distribution or integration partners
- Build recurring revenue base
2. New Logo & Cross-Sell
- Identify new mid-market accounts
- Activate cross-sell within existing Bosch enterprise relationships
- Convert pilot deployments into long-term subscriptions
3. ROI-Based Selling
- Run operational efficiency demos
- Build quantified business cases (inventory accuracy, throughput gains, workflow automation savings)
- Address ERP integration resistance
4. Product Collaboration
- Work with product teams to refine feature positioning
- Translate customer feedback into structured enhancement inputs
- Support packaging and pricing refinement
5. Pipeline Discipline
- Maintain structured CRM hygiene
- Ensure 3x pipeline coverage
- Maintain forecast accuracy within defined thresholds
6. Strategic Account & Channel Activation
- Identify large enterprise or anchor accounts that can act as ecosystem multipliers
- Structure reseller, referral, or integration-led partnerships
- Convert enterprise relationships into channel expansion opportunities
- Work with Digital Infrastructure and Vertical Leads to embed SaaS into larger platform deals
- Develop at least one strategic account that contributes multi-site or multi-client rollouts
Target Customer Profile
Primary focus:
- 3PL warehouse operators
- Distribution companies running Tally or similar ERPs
- Mid-sized retail distribution networks
- Logistics operators without enterprise-grade WMS