Account Executive in Toronto

Full-Time, Permanent

Job Overview

The role involves demonstrating exceptional collaboration skills with channel partners to effectively co-sell solutions and drive client success. The ideal candidate will have a hunting mentality, proactively seeking new business development opportunities, identifying, targeting, and engaging with potential clients.

Responsibilities:

• Demonstrate exceptional collaboration skills with channel partners to effectively co-sell solutions and drive client success
• Embody a hunting mentality, proactively seeking new business development opportunities, identifying, targeting, and engaging with potential clients
• Play the role of a quarter-back for the account and set vision for account acquisition and growth strategy
• Establish relationship-development leadership, from prospecting through engagement and beyond, strategically driving growth in new markets
• Demonstrate a deep understanding of diverse cross-industry domains (non-financial) and data-centric use cases, leveraging this knowledge to tailor offerings that address client-specific challenges
• Work closely with internal revenue-generating teams to facilitate and execute strategies for market expansion and competitive positioning, while identifying up-selling and cross-selling opportunities
• Confidently maintain cadence with senior and executive-level stakeholders, both internally and externally
• Collaborate with various procurement channels to develop and respond to Request for Proposals and other Pre-Sales initiatives
• Effectively articulate and showcase service benefits to clients, confidently navigating through our diverse range of offerings
• Oversee and manage agreements and contracts with clients, ensuring compliance and alignment with business objectives
• Consistently meet or exceed sales targets, contributing to revenue goals, while also implementing strategies to expand market reach
• Create and present detailed sales reports, providing insights on performance metrics, revenue forecasts, and account growth
• Analyze sales data to identify trends, risks, and opportunities, presenting actionable recommendations to the leadership team
• Establish strong relationships with practice leads and SMEs, collaborating effectively to shorten sales cycles and maximize conversion rates

Qualifications, Skills, and Experience:

• Minimum 5 years of relevant experience in an Account Management, Business Development, or similar role
• Extensive experience in identifying, targeting, and engaging high-value prospects to grow the customer base, with a focus on expansion into new markets
• Proven experience in managing a small team, driving projects, balancing multiple priorities, and meeting deadlines
• Excellent communication and interpersonal skills, capable of influencing decisions, negotiating, and fostering relationships at all levels, including with C-level executives
• Experience working with Microsoft, AWS, Databricks, Google Cloud Platform (GCP), or a recognized system integrator is preferred

Nice to Have: Previous experience working with partners to increase lead generation

Base: Dependent on background

Variable: $

Quota: TBD

Vertical: Everything except for the financial vertical – mid-to-large enterprise account

Close Ratio: 70%

Why new role: Net new – growth – need more focus on hunting versus farming

Territory: GTA

Team size: 2

Net new role: Growth

Travel: 10-15% (conferences)

Location: Toronto (hybrid – in Markham or downtown) – roughly 2 days a week

Opportunity: A lot of money to be made and a lot of opportunity with a quality brand and great delivery

Profile

Experience in selling services – consulting

Must have sold AWS/cloud solutions

Has to have sold to enterprise

Organized

How have you been successful (repeatable process?)

• 0 to hero stories (soup to nuts – deals done)
• Formal sales training (Sandler, Infomentis, Miller Heiman, Challenger Sales, 95/5, Meddic) would be ideal
• Credibility for strategic conversations with key stakeholders