Business Development Executive, Financial Services
3 weeks ago
Business Development Executive - Toronto, Canada
Wanted: dynamic and creative individuals ready to connect with a like-minded team. You'll enjoy all the autonomy you need to help our clients make their digital infrastructure faster and more effective. Over 1400 teammates from around the globe are eager to help you out when things get down to wire. ISG is a leading technology research and advisory services firm supporting private and public sector organizations to transform and optimize their enterprises through consulting with a focus on digital business transformation, operational excellence, and automation. Our Sales Organization supports the world's leading financial services organizations by helping them optimize their internal operations, modernize their legacy environments via digital transformation, design the right technology ecosystem and meet ever-increasing customer expectations whilst ensuring regulatory compliance and control.
Execute business development activities in Canada region by actively selling ISG's range of services and capabilities to prospects across all industries serviced by ISG. This will include new logo sales efforts and working closely with existing Account Owner / BDEs to drive revenue and margin growth, expanding account penetration with the specified account portfolio through contact and relationship building
Identify opportunities for new offerings and products for ISG and assisting in the development of associated sales and marketing materials for new and existing products
The role requires a proven ability to sell professional services including consulting services such as Strategy and Assessments, Solution Design and Implementation projects, Sourcing, and Managed Services (including TPRM solutions). Additional sales capability integrating Cybersecurity into digital consulting (enterprise agility, cloud, platform transformation etc.) and automation solutions is highly desired.
Ability to establish relationships and sell to senior management including CISOs, CROs, CIOs, COOs, and CEOs and others
Manage and grow a specified list of current accounts
Generation visibility by participating in conferences, events, webcasts, writing articles, blogs, etc. Meets / exceeds annual sales, revenue and pipeline building performance quotas
Actively call on prospects/clients to identify, qualify, manage and close opportunities in new and targeted existing accounts
Create and manage a robust pipeline of qualified new business opportunities sufficient to meet annual quotas
Actively support the development of new ISG offerings and solutions based on market insights and client / prospect needs
Demonstrate strong business management including market calling, prospect selection, activity tracking, and reporting
Determine optimal prospect / client contact strategies and develop approaches to achieve stated new business / account goals
Provide market expertise and direction to ISG's Events & Marketing teams to maximize lead generation and professionally manage follow-up
Apply expertise to sales process management, contact management and organizational effectiveness
Regularly update sales pipeline system(s) for reporting purposes
Primarily remote; 10+ years of industry experience working in a strategic/targeted account sales environment managing “global” Clients and selling large consulting /professional services engagements
~ Extensive experience landing new business with new prospects to grow client and revenue bases
~ Extensive existing network of contacts and potential clients to be leveraged by ISG in this new role
~ High energy and level of professionalism in working the market and building and cultivating relationships
~ Able to align client & ISG strategic objectives as well as ISG integrated offerings to help achieve client's business goals
~ Deep understanding of factors impacting the industries in which ISG operates and how ISG can help address the client's associated business imperatives
~ Best in class executive “C” level sales & communications skills. Able to converse in business value terminology and appreciate nuances between given industries
~ Creative and strategic thinking with an ability to create and execute effective account plans, as well as plans to bring in new logos
~ Proven communications skills for both writing, speaking and presentation
~ Demonstrate strong knowledge with MS-Office suite of software applications and tools, including Microsoft Word, PowerPoint, and Project, MS-Outlook
Bachelor of Arts or Science degree in a technical or scientific field
MBA or other advanced degree(s) desirable
At ISG, we don't just accept difference - we celebrate it, we support it, and we thrive on it for the benefit of our employees, our clients, and our communities. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. Additional tasks may be assigned to the employee from time to time and/or the scope of the job may change as necessitated by business demands.
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