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Client Executive

Toronto, ON
The Client Executive has overall responsibility for the retention, growth, and management of the customer’s existing revenue base. The incumbent is accountable for all revenue related activities associated with products, services, contracts, orders, billing, and sales proposals.
 
Accountabilities:

Business Development
·Develop and lead the practice based growth strategy in assigned account base mainly Wireline Solutions.
·Develop, maintain and track the success of account plans that are supported by product, pre-sales and delivery teams
·Conduct research on customers and stay current in their business decisions, acquisitions, and strategies.  Use this research to proactively uncover sales opportunities and drive revenue growth
·Drive the entire sales cycle from initial customer engagement to close of sale, working hand in hand with the deal teams and sales leadership
·Develop and execute on an account coverage map, engaging sales leadership to support the mapping
·Identify, build and maintain relationships with clients (at all levels), and the decision makers within the client organization
·Work with practice specialists, leaders and architects to lead deal pursuits and custom deal requirements
·Be a positive representative of the company and its brand in the marketplace and conduct all sales activities with the highest degree of professionalism and integrity
 
Account Planning/Management
·Responsible for the attainment of Revenue and Profit Objectives
·Leads development of account plan taking into consideration marketing strategy and Customer business objectives
·Lead the development and delivery of client presentations
·Lead the strategy and response of formal RFP’s
·Working with delivery & practice teams, to prepare, present and obtain approvals on new statements of work
·Provide direction and oversight to the delivery teams upon successful completion of sales opportunities
·Provide feedback to company management on market trends, competitive threats, unmet needs, and opportunities to deliver greater value to customers
·Reflect all account activities, and sales opportunities accurately within the CRM tool on a timely basis.
·Develop and manage relationships at all levels of Enterprise Account
·Ownership of Run Rate, and new revenue growth objectives
·Leads the creation of Customer offer process (internal business case) and manages approval steps
·Leading and negotiating revenue opportunities for all service elements (such as SLA’s, DRP, Mtnce, etc.) working with Service Management
·Spends the appropriate amount of time continuously learning by researching and learning new technologies, both internally and externally, to provide a single point of contact to the Customer in the sales process
 
Critical Qualifications/Competencies:
·10 years experience in managing large complex accounts in the Telecommunications  or ICT industry selling technical Customer solutions
·Wireline knowledge: Ethernet, MPLS, Wavelength, Internet technologies, SIP Trunking, Unified Communications
·Wireless knowledge: WiFi technologies, LTE/5G Mobility technologies
·Solid understanding of the major Cloud/Hyper Scaler offerings
·Solid understanding of enterprise & cloud security technologies
·Demonstrated strength in understanding and influencing team dynamics vision and full grasp of business issues
·Knowledge of Salesforce.com
 

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