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Business Development Manager - Canada Wholesale & Federal

Ontario, GTA · Sales
The Senior Business Development Manager (BDM) for the Canadian Wholesale and Government markets, will drive prospecting
initiatives, sales, go-to-market strategies and develop responses to telecommunications opportunities within the Canadian
Wholesale (Carrier, SDWAN, Data Center) and Government market. As the Business Development Manager you will have an
exciting opportunity to leverage your deep experience and contacts across the Canadian market to design and create innovative
technology solutions spanning subsea cable networks, IP technologies, terrestrial and satellite networks with a focus on Asia
Pacific and Australia. This role will require developing a business development roadmap for building new business relationships,
driving new revenue growth and implementing tactical time bound action plan.
This requires a depth of contacts and experience across the Canadian wholesale and government markets with international IT
network experience. The Business Development manager will build a pipeline of new business opportunities and new customer
relationships across the Canadian market to drive new sales and revenue opportunities as a subcontractor for Canadian
wholesale and Government requirements. They will also work closely with key stakeholders and lead cross-functional teams to
develop specific proposals in response to RFPs.
The BDM will act consultatively and develop an understanding of the current challenges, opportunities and threats faced by the
customers/prospects in the Canadian government and wholesale market, as well as having deep technology and
communications experience that will enable them to offer relevant, innovative solutions to these customers that drive new
business sales and revenue.
This is a challenging role and successful employees will be passionate, driven, tenacious, methodical and team-oriented sales
professionals. Employees should demonstrate both business and technical acumen and professionalism required to deal with
clients at C-suite and Board level.

The ideal candidate for this role thrives in an environment where they drive the identification, pursuit and
successful capture and win of new customers and new business sales for the company.
Some key responsibilities include:
 Full lifecycle management for sales from prospect and lead identification, outreach, engagement,
proposals, and closing to post-sales customer management.
 Present the technical and sales materials positively, advocate our products in the market at customer
meetings, conferences, and other public events.
 Negotiate with all levels of client representatives to build broad and long-term relationships that allow
follow-on sales
 Translate between business and technical requirements, finding solutions that work for all internal
stakeholders and our clients
 Communicate efficiently and professionally with internal stakeholders, particularly the Engineering
team in driving the creation of technical solutions to propose to meet customer needs
 Maintain vital sales pipeline and opportunities forecast in sales tools (eg Salesforce.com)
 Prepare quarterly review of short- and long-term sales forecasts for the leadership team including
suggested Product and network investments and strategy.
 Lead in overseeing contract negotiations involving legal, marketing, product and business terms in
conjunction with contract managers and the customer.
 Work closely with Solutions Architects (SA), satellite engineering and the customer team to ensure we are
providing the best solution to meet customer needs.
 Provide product and market feedback for the Product and Engineering teams.
 Work collaboratively with across company functions including finance, legal, engineering and product to
deliver targeted results.
 Self-starter and self-motivated with an entrepreneurial spirit and the ability to collaborate to solve
complex business difficulties.

To be successful in this role, you will have:

 7+ years of experience in the telecommunications and or satellite industry
 10+ years of experience in a customer-facing direct sales role
 Knowledge of the main market segments / verticals served by wholesale - Carrier, Satellite, Federal, SDWAN and Data Center providers
 Well-developed consultative selling and customer solution selling skills
 Well-honed relationship building skills at Senior levels as well as technical levels
 C-level selling skills & ability to negotiate & influence
 Excellent communications skills across all platforms, phone, video, presentations, in-person, written
 Experience in collaborative selling environments

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