Do you live in Montreal or Quebec? Do you have 5+ years of Sales experience for IT/Telecommunication servicing the Public Sector? Are you flexible for interprovincial travel? Are you bilingual?
If so, you won't want to miss out on an opportunity with our client who is a leader in software, services and solutions all over the world, and voted as one of Canada's best places to work! They provide nationwide sales, marketing, consulting and local support services.
This is a one year contract assignment that could be extended based on performance.
Role: Sales Manager
The ultimate goal of this role is to enable Public Sector customers to provide their services to their constituents (both internal and external) by effectively using my client’s solutions. To be successful in this role, the ideal candidate will need to drive incremental revenue through selling the end to end solution stack as well as specific workloads. To deliver the business in a large geography, the Sales manager will also need to plan and coordinate with their Inside territory manager, as well as partner account managers and partners.
Proactively drive the planning and orchestration of the territory team to meet scorecard and revenue goals. A territory plan with prioritized strategies and approaches to focus efforts to achieve operational and sales goals will be required.
The plan must include tactics for opportunity creation sufficient to meet pipeline coverage and revenue targets. The plan must include a strategy and tactics to meet customer satisfaction goals.
set up and manage a regular rhythm with key members of the Territory Team Unit to ensure successful attainment of strategic goals and key performance indicators (KPIs) for territory
Lead weekly forecast review with management. Participate in a weekly opportunity review with their inside territory manager to plan and agree an approach to the territory
Virtual customer meetings will be a key tool for this role with f2f customer meetings focused on opportunity acceleration as well as growing and closing new opportunities
Develop and manage a healthy (150%+ coverage in week 1 of quarter) and accurate (90%) pipeline that is sufficient to meet or exceed quota expectations
Incorporate plans to drive strategic and competitive wins
Foster productive working relationships internally and externally with partners and customers
Engage in co-selling with partners (via partner account managers) to teach them how they can effectively close sales, coaching the partner and providing strategic feedback.
Help orchestrate movement of opportunities through the sales process
Work collaboratively with other members of the team and with cross group members e.g. Partners, Partner account managers (PAMs), and Inside Solution Specialists to influence revenue, satisfaction and adoption.
Create a set number of new revenue opportunities with a set created revenue target
Own the sales effort during the Develop (20%) through Close (100%) stages of IT Solution Sales process (MSSP) for the following:
o large opportunities that are valued over $75,000
Culture of team:
The Public Sector inside Sales team is a long tenured team. This role will need to be able to drive credibility with that team quickly. This role requires close teaming with internal territory manager and inside sales specialists to manage the territory as well as local market integration with Partner account managers and their partners. We are driving an increased culture of individual accountability to ensure a performance driven sales culture. A successful candidate will need to embrace and thrive in a sales culture based on results as well behaviour behind a highly disciplined sales process.
Must have skills:
Current understanding of IT products, programs and Public sector licensing
Sales acumen proven experience in building a pipe with sufficient coverage and also managing opportunities through to close
Strong communication, negotiation and problem solving skills
Ability to get access to and sell to senior IT decisions makers as well as C-level executives.
Proven Business Acumen to sell to decision makers/influencers (outside of IT) in Accounts
Ability to orchestrate efforts of team members to achieve overall objectives
Self-motivated, independent thinker with great enthusiasm for the role and solid
Bilingualism is required for the role based in Montreal
Nice to have skills:
Existing relationships with Public Sector accounts and partners in their territory
Educational and Industry Background:
5+ years of related experience in an External sales role.
Bachelor’s Degree Engineering/Computer Sciences/ Business preferred.