Purpose:
Responsible for generating sales in order to meet individual/team quotas and company business objectives. May manage existing accounts as part of a larger account team or could manage named accounts within a geography for a particular product or product set. A portion of incumbent earnings normally paid on quota via an incentive/commission scheme.
Frequent Travel. This position supports Alberta, Saskatchewan, and Manitoba.
Key Performance Indicators:
- New and Additional Profitable Revenue Growth
- Increased penetration/Signings for offering space
- Customer Retention
Scope:
- Revenue Target for Production
- Aligned with Client Managers for defined set of accounts/pursuits
- Specialization by Industry
- Uses best practices and knowledge of internal or external business issues to improve products or services
- Requires in-depth knowledge and experience
- Decisions guided by policies, procedures and business plan
- Generally domestic scope/accountability
Primary Responsibilities:
- Works with Client Manager to provide subject matter expertise on the services offerings leading to a detailed statement of work
- Provide the business rationale and risk assessment to management for making investments in the account to develop business
- Become the “trusted adviser” on services and solutions that address the client’s business challenges
- Participate with the appropriate sales organization in account planning
- Provide support and input in RFP responses, business case analysis, risk profiles and statements of work
- Participates in longer-cycle and technical aspects of negotiations, partnering with solution architects
Sales:
- Responsible for average accounts and/or dollar quota/territory compared to the company’s average
- Sells complex products or services, develop new accounts and/or expand existing accounts
- Has high level of authority or opportunity to set and negotiate product/service terms
- May act as a lead in a team when presenting products/services to existing or prospective customers
- Influences customers and diffuses potential problems
- Anticipates customer needs and identifies appropriate alternatives
- Solves a range complex problems; takes a new perspective using existing solutions
- Exercises judgment within defined procedures, practices and policies to obtain solutions
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