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Account Executive

Toronto, ON
Our client, a full-service digital consulting firm, is hiring an Account Executive, who will develop and lead a growth strategy in an assigned base of accounts. This role focuses mainly in selling software development solutions to an account base in telecom as well as BFSI, and will be accountable for both net new sales within the assigned accounts, as well as account management. 

Responsibilities and Accountabilities:
  • Develop and lead the practice-based growth strategy in assigned account base mainly software development 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 presales & product 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 product owners, presales, delivery teams 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
  • Responsible for the attainment of Revenue and Profit Objectives
  • Leads development of account plan taking into consideration sales 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 (salesforce) on a weekly 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 (software development, agile team augmentation and consulting)
  • 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
Requirements:
  • 3 years’ experience in managing large complex accounts in the Telecommunications, BFSI, or ICT industry selling technical Customer solutions
  • Understanding of mobile, web, cloud, test automation, agile, and IoT
  • Demonstrated track record of meeting and exceeding quota
  • Ability to work independently and in a team environment
  • Ability to get things done
  • Knowledge of Salesforce.com

 

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