Director Sales, Crown Corporations and Large Enterprise – Ottawa, Ontario, Canada
Position description:
- As the Director of Sales this individual will be leading a world-class sales force to deliver innovative network-centric solutions against complex business needs.
- The MNO’s Business Markets Sales group supports and sells to a wide range of Enterprise accounts.
- As the strategic leader for the MNO’s Business Markets within this market segment, this individual holds accountability for Crown Corporations and large enterprise customers in these sectors.
- Strong sales management discipline will be a prime skill-set to enable success.
Job duties and accountabilities:
- Accountable for all in-year Revenue objectives, and commercial relationship management
- The Sales Director is accountable for a client portfolio with aggregate annual revenues up to $100M
- Overall authority on account strategy for the MNO’s Business Markets
- Develops and maintains executive relationships throughout the accounts
- Strong sales cadence, and forecasting abilities a must
- Manages the sales team to respond to changing customer demands and an evolving market
- Develops overall account strategy encompassing people, opportunity, knowledge and partners
- Focus on short term and long-term organizational capability planning (right people at the right time to consistently deliver on the account plan)
- Strategy development will emphasize consistent growth over the short and long term with a specific focus on creating new opportunities through emerging solutions
- Focus on emerging technologies and offerings in line with MNO’s business plans. Know the customer, know the company’s value, and know the competition
- Develop executive relationships both within traditional IS/IT organizations and within lines of business
- Execute on Sales Blueprint within the territory to align with activities and strategies in place across the organization
Critical qualifications and competencies:
- Minimum of 5+ years of leading a high-performance sales team in the IT or Telecommunications industry, selling complex solutions including technology and services to the Crown Corporations and Large Corporate Clients
- Strong negotiation skills. Affinity for risk taking. Adaptability and flexibility. A solution-oriented leader who has an innate ability to source and analyze pertinent data to solve complex issues
- Experience asking Customers for their business, with a history of delivering with discipline, adhering to the “Sales Process”
- Demonstrated experience in enhancing productivity and optimizing a sales force
- Recognized leader with clear track record of using teamwork to create competitive advantage
- Advanced financial management and business analysis, communication and social skills
- Strategic thinker with ability to quickly identify and understand issues and opportunities in an environment that is highly dynamic and competitive
- A proven leader who is committed to grow and develop high performance teams
Preferred qualifications and competencies:
- University degree in Business, Marketing, or a related area, Masters or Professional Designation preferred
- Bilingualism is an asset: English and French