GENERAL ACCOUNTABILITY
Provides market leadership for Client in the areas of business technology solutions. Collaborates with Sales Account teams and proactively engages key industry leaders/accounts and strategic partners to propose, negotiate and contract new business solutions. Accountable for supporting the sale of business solutions by accurately aligning customer requirements to solutions that assist in meeting revenue and profitability goals. Provides leadership within Client’s working with Marketing, Sales account primes, technical sales consultants, partners and/or alliances to identify emerging technologies opportunities that position Client as a market leader. Focuses on new revenue generation with the responsibility for leading business opportunities for technology solutions with Client ’s customers to determine required technology needs and gaps for their current and future business needs.
SPECIFIC ACCOUNTABILITIES
1. Ensures growth in revenue from technology solutions by managing strategic relationships with customers and partners to ensure that Client technology products and services meet their business needs.
2. Collaborates with Sales by assisting in lead generation and managing opportunities helping to identify, pursue, negotiate and execute Sales agreements for Client business products and services and assisting with sales funnel development for technology solutions through to the close of sales opportunities, resulting in the achievement of revenue targets.
3. Accountable for approving opportunity pricing and profitability, for quality assurance of all sales documentation, and for reviewing and ensuring the accuracy of sales contracts.
4. Responsible for continuous learning, including personal development, knowledge of industry trends and emerging technologies, as well as competitive and customer environments.
5. Develops and employs appropriate competitive sales strategies and continually modifies these strategies to meet changing circumstances with a focus on growth of new revenue for business products and services by incorporating sales coaching aligned to technology solutions opportunities.
6. Gains thorough understanding of customer’s business needs and provides advice, consultation and recommendations to customers regarding technology solutions that address their business requirements.
7. Serves as technical and leadership point of contact for account primes to review and assess opportunities and determine the optimal approach to address potential business technology needs. Provides direction on the proposal development, implementation and on-going support and expansion
of the opportunity within the customer for technology opportunities.
8. Creates, influences and directs as required, cross-functional teams to assist in the implementation of business technology solutions, through to the delivery process, ensuring customer needs are met.
9. Provides Marketing and other Client departments with insight into the development of new product and promotion strategies and activities for technology solutions.
10. Collaborates with account primes and customers to provide education sessions and to share short and long-term goals and direction.
11. When appropriate, briefs and involves Client Executive in account activities.
12. Negotiates and executes customer and strategic partner contracts to ensure customer satisfaction is met or exceeded
QUALIFICATIONS
1. Degree or Certificate in Business Administration or Commerce, OR equivalent education and/or experience with a minimum of 5 years of significant and relevant sales/consulting experience in business technology solutions.
2. Demonstrated thorough knowledge of complex sales across business technology areas.
3. Ability to explain complex technological ideas clearly to customers and stakeholders across all levels of an organization, using both written and spoken communication.
4. Outstanding consultative selling, analytical skills and business acumen with demonstrated knowledge of business fundamentals including finance, marketing, business, planning and communication.
5. Extensive knowledge of business technology landscape, including competitive market trends, issues, and evolving technologies.
6. Demonstrated ability to close sales in highly competitive industries.
7. Possesses a high energy level and willingness to work irregular hours in an unpredictable, demanding work environment where extensive travel may be required.
8. Experience leading strategic projects involving cross functional groups (project management skills would be a strong asset).
9. Strong customer service orientation.
10. Excellent ability to plan and organize in a self-directed environment.
11. Analytical skills that enable accurate sales forecasting and informed, data-based decision-making.
12. Valid driver’s license.
LEADERSHIP ACCOUNTABILITIES
· Builds and leads a high performing workforce by demonstrating the characteristics of a great leader at
Inspires Trust, Brings Passion & Energy, Sees the Big Picture, and Drives Results.
· Fosters employee engagement and purposefully reinforces and role models corporate culture: Think Big (Innovation and Courage), Make a Difference (Commitment and Community), Focus on Experiences (Simplicity and Agility), and working as One Team.
· Provides clear leadership and oversight of all people-related activities, fostering a fair, inclusive, and collaborative workplace. Leads talent acquisition, development, and retention through effective coaching, feedback, and communication, while ensuring compliance with organizational policies and the collective bargaining agreement.
· Organizes and directs work including prioritizing assignments, establishing objectives, providing regular performance feedback, and taking necessary corrective action as may be required.
· Ensures all relevant policies are understood and complied with, including but not limited to safety, health, environmental, Code of Business Conduct, privacy, cybersecurity, AI usage/utilization, and authorization and signing authorities.
· Oversees financial activities within area of responsibility. Creates and/or monitors annual operating and capital budgets, keeping tabs on budget adherence, and taking necessary actions to address budget variances.
· Responsible for negotiation, execution and/or enforcement of contracts for obtaining goods and services related to the area of responsibility.
· Accountable for proactively identifying, inspiring, and acting on opportunities to innovate and drive process improvements, develop growth initiatives, and improve revenue and/or reduce costs. Driving valuable customer experiences and employee engagement, improving sustainability, and demonstrates commitment to the communities that we serve.