IT Sales Director (1669) $175K

Location: Toronto, Ontario

Salary: $175K + Commission (no cap)

Reports to: EVP

No direct reports, this is an individual contributor role, hunter sales

Interview process: 3 interviews

Travel: As required within Canada

Description: 

The IT Sales Director is a key sales role within the Technology sales team, responsible for executing sales and business development strategies for the target markets. The candidate will target sales of the company’s product portfolio of Data solutions, Product Engineering, Cloud transformation, including professional services for the target organization/market. The position’s primary responsibility is to achieve new sales results for the company’s products and services. 

The IT Sales Director is responsible for researching and pursuing new business leads for the growth of the business. The role involves active coordination across teams and demands exceptional inter-personal skills. The executive is expected to work on new business proposals and presentations which are a persuasive representation of an organization’s COI/services. 

Responsibilities: 

Responsible for adding new ISVs and NEPs through consultative selling and adoption of our Digital Solutions & Services. This new hire will focus on bolstering new client acquisition capabilities in the Technology vertical.
You will be directly interacting with senior client executives to understand their strategic business goals, and business/technology/operations priorities and help them design solutions, and services to meet these goals by leveraging the company’s capabilities & competency areas.
Develop, own & manage account plans, and sales strategies, respond to and deliver on client requests; respond to RFI’s/RFP, technology & service needs. Proactively identify opportunities, and make solution proposals, and presentations to clients in line with account & client strategy.
Own the entire account operations process - budgeting, forecasting, MSA/contracts/SOW, invoices
Oversee the delivery of the company’s commitments to clients by working closely with various service delivery teams, practices, architecture, engineering, UX, and information security.
As Sales lead your role will be to pursue GTM strategy for Named Accounts from pursuit to closure
Leading sales and market development efforts including segmentation, demand generation, and sales progression
Developing, and leading marketing campaigns designed to generate leads and new qualified opportunities within customer segments/micro verticals and named account list
Pipeline management - maintaining the accuracy of the sales management system to document the status of campaigns, leads, and opportunities
Mapping client/prospect business, technology, and operations need to the company’s capability areas. Shaping digital solutions and services that address specific problems, challenges & pain areas
Engaging with internal teams in constructing the solution scope, presenting those solution proposals to the client/prospect and consulting with the client/prospect in explaining benefits, and execution methodologies associated with the solution scope
The role also requires being a strategic advisor, providing management consulting, and becoming a coach/guide to stakeholders in the process.
You will need to be a Thought Leader in the HiTech space with a good understanding of macro & micro-trends, the impact of various technologies and key drivers of Digital Transformation.
Strategic alliances & partnerships. This role may require teaming up with strategic partners or alliances for purposes of a sale to provide advisory/consulting/solution design and execution – e.g., partnership with a mobile device manufacturer, MEC/cloud provider, or SaaS-based Platform provider etc.
You will need to contribute to Digital marketing to develop mindshare for Digital Transformation solutions offerings/assets through Webinars, Campaigns, Seminar presentations, road shows etc.
You will be required to continuously lead and manage C-Suite relationships, the steering committees for engagements, and grow & nurture the relationships opened through the new client acquisition process.

Qualifications:

Requires solid understanding of HiTech Domain –including a high degree of domain-led consultative selling
Requires significant interaction with business, technical, and operations stakeholders. Communication will be key.
Requires good understanding and prior experience in selling to NEP, ISV/OEM, and Consumer Electronic accounts including R&D, product management and vendor management
Requires solid understanding of digital solutions areas and use-case based consulting/selling in select domains
Requires good understanding of Digital Transformation, relevant technologies, industry leaders in Sales & Services (e.g. CRM), Digital Experience Platforms, Cloud, Infrastructure Services, API Management, DevOps, Data/Analytics, Omni Channel Solutions, RPA/Automation, Customer Experience, UX, Managed Services, Application Services
10+ years of experience in managing multiple customer engagements
Exposed to / involved in “new age” service providers
Has a solid sales and business development experience of similar size and scope
Knowledge of industry-specific go-to-market solutions is a plus
Track record of interacting and building relationships with CxO-level client contacts
Experience managing large multi-location consulting engagement teams desirable
Hands-on experience with proposal creation and leading proposal presentations 
Strong leadership, interpersonal, communication, and presentation skills 

Management