Account Executive- GOC (B36194463)

Location: Ottawa, ON, Canada
Date Posted: 17-04-2018
Our telecom client is looking for a dynamic candidate with experience selling mobility or communications solutions to the Canadian Federal Government. A deep understanding and relationships in Shared Services Canada is also critical. Working in partnership with a number of cross-functional teams within BCE, the resource will be accountable for delivering the GOC business plan. 

The resource you will be responsible for the retention, growth and management of our federal clients. And will be accountable for all revenue/ subscriber related activities associated with products, services, contracts and sales proposals.
The responsibility is to grow and maintain an existing customer base and develop new applications for the customers to use our wireless services. It will be required to maximize the total revenue through the sales of value added services. You will market the full line of client Mobility wireless products and solutions to the GoC segment. It will be essential to develop and execute appropriate strategies (short & long term) to suit business needs and requirements of existing customers. This position will be concerned not only with short term sales activity within an account, but also with developing and implementing a longer term strategy to ensure client Mobility is the Vendor of choice for future corporate wireless applications.
Key Responsibilities include:
  • Manage a sales portfolio and travel to the various client sites to gain new insights to the client’s needs and build new opportunities
  • Proactively participate in the up-selling and raising awareness of various client products and services
  • Initiates development of action plans to penetrate the Government of Canada.
  • Attain fiscal revenue / subscribers and profit objectives
  • Act as the authority for overall client Mobility solutions and is the primary point of contact for high share accounts
  • Lead development of ongoing account plan taking into consideration marketing strategy and client business objectives for high share accounts
  • Co-ordinate RFP deliverables for contract retention based services (supported by RFP team) for high share accounts
  • Initiate renewal conversations, build account plans and opportunities plans utilizing the
  • Coordinate contract addendums, prepare and present proposals to clients, draft agreements to signatures accounts
  • Prepare and conduct formal group presentations at the senior management level
  • Develop and present proposals including cost justifications and business cases
  • Lead the creation of Client offer process (internal business case) and manage internal approvals
  • Provide expert consultation on concepts, products and services
  • Commit to continuously learning by researching and learning new technologies, both internally and externally, to provide single point of contact to the Client in the sales process for high share accounts
Critical Qualifications:
  • Demonstrated 3- 5 years’ experience in B2B account management or sales consultant role
  • Instinctively comfortable with prospecting new business through research and networking
  • Possess an insatiable desire to sell to the client based on value as opposed to price
  • A resilient sales professional who is solutions oriented
  • Possess a valid driver’s licence
  • High proficiency in Microsoft PowerPoint and Excel
  • Ability to identify opportunities while developing strong Client relationships
  • Demonstrated strength in understanding and influencing team dynamics vision and full grasp of business issues
  • Ability to construct a convincing business case, express it clearly and gain consensus around decisions, plans and actions
  • Ability to excel in a cross-functional team environment and link internal objectives and goals to external partners’ business objective.
  • Ability to establish and manage weekly cadence with partners and sales partners
  • Ability to manage sales metrics and ensure accurate reporting and measurements
  • Ability to plan, coordinate and monitor a significant numbers of functions/tasks simultaneously
  • Ability to listen, communicate and effectively build rapport with partners and clients
Preferred Qualifications:
  • Post graduate degree preferred
  • 3-5 years’ experience in a B2B Account Management or Sales Consultant role
  • 3-5 years’ experience in Telecommunications or ICT industry selling technical client solutions
  • Business Enterprise and Process Knowledge
  • High degree of Financial Acumen
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