Software Sales Representative: Telco ($250k+)

Our client is a leader in business intelligence and analytics. Their software provides one integrated process for analyzing data from every source and gaining the predictive power to drive change at every level. This is your chance to join this great organization which has been included on Fortune's list of the "100 Best Companies to Work For" for seven straight years.

You will be handed two of Canada's largest accounts where you will walk into existing revenue streams. Your On Target Earnings is about $250k.

You Will...

• Aggressively pursue and achieve a minimum of 100% of assigned quota (annually and quarterly) through sales of our client’s Solutions software and services.
• Undertake detailed research to establish the necessary account situational background to build and maintain a territory plan, account strategy and account plan in 'A' level accounts.
• Maintain a clear understanding of assigned companies' fiscal business strategy, identified IT project list, key influencers and decision makers, decision and buying processes.
• Build high-level strategic relationships, direct contacts and networks in each assigned account, ensuring complete coverage of the executive decision making individuals within the organization's hierarchy (BoD, CxO, EVP, SVP, VP Level).
• Independently execute sales strategy to influence decision makers to close business and deliver optimal solutions and services as outlined in the plan for named accounts within the territory.
• Continually remain vigilant in named accounts within the assigned territory and/or vertical industry to uncover multiple large solution sales opportunities. Manage multiple high value deals concurrently.
• Lead, orchestrate and deliver sales calls and presentations, and partake in demonstrations to 'C' level management.
• Assume ultimate accountability for end result of all activity in assigned accounts throughout the sales process and in execution of the account strategy, leading an account team that will include other cross-functional staff to help position value to the account.
• Build strong relationships with our client’s Alliances and leverage partners to assist in maximizing account coverage and probability of wins.
• Prepare and deliver complex quotations, proposals and customer profiles.
• Assure continual account satisfaction through maximum responsiveness, superior service levels and personalized customer care.
• Review sales funnel activity on a weekly basis with sales management and maintain accurate and up-to-date sales tracking data on a daily or weekly basis.
• Actively participate in necessary Solution training, selling techniques and methods and product capability workshops, in order to achieve and maintain certifications.

REQUIREMENTS:

• More than seven years experience successfully selling complex software and services solutions to senior level business executives, including 3 years experience selling to the assigned industry/vertical or territory (telecommunications). Historically consistent over-achievement of sales targets.
• Demonstrated research capability to analyze and evaluate account/territory/industry dynamics to develop a comprehensive account strategy. This would include financial analysis.
• Demonstrated abilities to lead a cross-functional account team responsible for executing account strategies using Solution Selling methodologies and techniques. A leader who works with and motivates the account team through the sale and beyond to ensure that customers receive exceptional service and business value through all aspects of the business relationship.
• Ability to communicate orally and in written form, with all levels of business and IT executives with accuracy, clarity and style reflective of the audience.
• Ability to develop and professionally deliver creative presentations that address business issues and values in language applicable to the audience.
• Demonstrated ability to negotiate and close complex deals.
• Capability to travel to customers or partners within the territory as often as daily and to US headquarters as often as quarterly.
• Completed university degree in Business, Marketing or other relevant discipline.

If you're not interested, but know someone who is, please help a current or former colleague in their career development by referring them. We're happy to give you a $1000 referral fee. Click here for more details.