Director of Business Development and Sales

1 month ago

Ottawa, Ontario, Canada Stonewood Group Inc. Full time
Sales and Business Development Leadership Opportunity

About the Company

Stonewood Group Inc. is a leading organization at the heart of Canada's Internet infrastructure, employing cutting-edge technologies and pushing the bounds of possibility. We manage Canada's .CA domain name registry, develop and implement policies that support Canada's Internet community, and are a prominent voice on issues of national and international importance relating to Internet governance.

Scope of the Position

As a key member of our leadership team, you will be responsible for driving business growth, improving market position, and developing new channels to market across our growing product line, including traditional registry services and new DNS offerings. You will build key customer relationships, identify business opportunities, negotiate and close business deals, and maintain extensive knowledge of current market conditions while contributing to long-term organizational strategic goals.

Functional Tasks

  • Assume responsibility for setting and achieving annual bookings and revenue targets for our domestic and global business across all product lines.
  • Provide business development leadership across the organization to coordinate and facilitate strategic opportunities.
  • Lead a team of direct sales people, channel management staff, and product support/customer service personnel to maximize revenues and partner/customer satisfaction.
  • Work with the extended team to develop key opportunity strategies and proposals that speak to the client's needs, concerns, and objectives within the established parameters of our business plans and commercial sales gating processes.
  • Develop and continuously improve sales processes to prospect and close new direct clients in domestic and global markets.
  • Establish and administer ongoing sales management discipline, including establishing sales targets, forecasting, managing opportunity pipelines, and ensuring that targets are met by our sales team.
  • Ensure the adoption and use of customer relationship management software to track, record, and report on opportunity status and account activity.
  • Report on key information and metrics to the Senior Leadership team, as necessary, and ensure timely and consistent monthly reporting to the Corporate Services team.
  • Leverage and grow your personal network to build relationships with client decision makers.
  • Facilitate interaction between client decision makers and our senior management team and practice leaders.
  • Develop strong relationships and rapport with channel partners and key accounts in order to achieve business objectives.
  • Lead the development and evolution of effective channel strategies for the sale of our products and services.
  • Using knowledge of the market and competitors, develop and refine our unique selling propositions and differentiators.
  • Work with marketing staff to ensure that demand generation, promotion, and business development initiatives are fulfilled in a timely manner (e.g., marketing campaigns, new product launches, events/conferences, etc.).
  • Develop and administer effective sales compensation plans, approved by Corporate Services.
  • Manage recruiting, training, and mentoring for team members.

Competency Profile

People Management

Establishes and communicates clear priorities and sense of direction; Adapts management style to achieve optimum results.

Preferred Experience

The following indicates specific industry, academic, and functional experience/qualifications that are important to the successful achievement of the identified responsibilities and performance deliverables.

  • University degree and 10+ years of B2B global sales and sales management experience in a technology sector.
  • Experience developing and implementing short and long-term sales plans, goals, and objectives.
  • Experience managing indirect channels to market, including partner performance, recruiting, and channel programs.
  • Financial acumen to support analysis and recommendation of commercial deals and channel programs.
  • Familiarity selling technical solutions, preferably with internet industry experience.
  • Experience in selling subscription-based, annual recurring revenue services.
  • Project a confident, professional image.
  • Comfortable actively participating at an executive management table and presenting to a board of directors.

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