Commercial Development Account Executive

3 weeks ago

Toronto, Canada Softchoice Full time

We are a software-focused IT solutions and services provider that equips organizations to be agile and innovative, and for their people to be engaged, connected, and creative at work. That means moving them to the cloud, helping them build the workplace of tomorrow, and enabling them to make smarter decisions about their technology. By doing these things we help them create success for their customers and their people.

We stand proudly for our people and support their success through career development and advancement. We are recognized and respected for our culture of inclusion and belonging, continuously striving to do what’s good for our people and communities.

**The impact you will have**:
Challenging customers to disrupt and innovate. It has never been a better, more rewarding time to be in technology sales.

As Softchoice’s newest **Commercial Development Account Executive**, you help businesses seize the enormous opportunities of digital transformation. To do so, you challenge customers out of their comfort zone, while sustaining and strengthening our relationships along the way. Best of all, you do it all alongside one of North America’s most trusted technology services and solutions providers.

As a Commercial Development Account Executive, you are an essential player in achieving this company-wide vision. To help us get there, we invest in your potential, expecting you to constantly improve your game with training, education, and the resources available to you in the Softchoice community.

The Commercial Development Account Executive (CDAE) is a direct quota carrier, managing an average of 15-20 accounts in an assigned territory. The CDAE is primarily responsible for acquiring new business via prospecting and overall account management and for maintaining the customer relationships with Softchoice to positively impact our Net Promoter Score (NPS). The CDAE is responsible to grow their accounts by understanding and aligning our capabilities to a Customer’s desired business outcomes and by positioning Softchoice as a trusted “go-to” strategic partner. The CDAE will be responsible for all aspect of account management including processing quotes and order and overdelivering on customers’ expectations.

The CDAE will operate within Softchoice’s prescribed “Role of the Seller” model, and by using the Challenger selling methodology. Specifically:

- Demonstrate org agility: To effectively demonstrate the role of the seller, the CDAE must be able to draw upon internal resources with specialty knowledge should it be a requirement. They must develop an “organization agility” to help progress the sale in order to satisfy the customers business objectives.
- Accurate Pipeline management: The CDAE will be required to consistently build their future forward pipeline and to do so in an accurate way which helps facilitate communication with other members of the Softchoice team which rely upon this information to optimize their own functions.
- Word class account management: The CDAE will be responsible for all aspect of account management including processing quotes and orders. At the heart of NPS is overdelivering on the customer expectation around timely, accurate orders which the CDAE will be responsible for.
- Prospecting and uncovering new business by demonstrating Softchoice value to clients in their assigned territory

**This role will be hybrid with the expectation of being in the office once per week and completing on site client visits 50% of an average week.**

**What you’ll do**:

- Responsible for strategic account planning, including industry research, competitive insight, and client forecasts
- Develop strong executive and C-level relationships with existing and prospective Softchoice clients
- Leverage Salesforce and Softchoice sales methodology to effectively manage accounts, opportunities, and pipelines with consistent and accurate forecasting
- Leverage industry and Softchoice knowledge to identify client business problems and drive and influence resources to address those opportunities through the solution sale of Software, Hardware and Services
- Maintain strategic alignment with local vendor and distribution channel partnerships
- Keep updated on product and industry knowledge and attend product training as required
- Collaborate and engage with internal stakeholders and resources with specialty knowledge as required to satisfy the customers business objectives.

**What you’ll bring to the table**:

- 2+ years of experience in a business-to-business sales environment
- Experience in the technology industry preferred
- Experience navigating and understanding annual reports, financial data, and forecasting
- Solid business acumen and understanding of how to manage a sales funnel
- Understand solution selling and creating value for business clients.
- Knowledge of and/or experience with Challenger selling methodology preferred
- Demonstrate strong verbal, written,

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