Sales Executive

**COMPANY**

We are working with a performance management consultancy focused on helping individuals and their teams drive performance and profitability through leading edge technology, knowledge of business and strategy and their unique “Profit Insight Approach”.

They provide focus and direction which drives success as individuals and collectively as a company. They get down to business but equally as important, they have fun and laugh along the way.

**ROLE DESCRIPTION**

As part of ambitious growth plans, they are seeking a Sales Executive to support revenue growth within the business. The Sales Executive works closely with the go-to-market (GTM) team, which is just that, a team where all members contribute to the overall success. Each team member will have autonomy with activities they have the skillset to own, while riding co-pilot with more experienced team members to learn and develop new skills. You will also contribute to the GTM culture and in order to establish this foundation, work will take place in a hybrid environment of in the office and remote.

**You will**:

- Build and grow client relationships within new and existing client organisations
- Leverage your knowledge to expertly address the customer’s business needs with IBM’s Suite on Analytics products, tools and solutions and related professional consultancy services and managed services
- Be part of a successful and supportive Western Canadian-based Marketing & Sales team, reporting to the Strategic Executive, GTM.

Skills can be taught, whereas attitude and alignment with their values are mandatory. You are the type of individual who:

- Is passionate about Making a Positive Impact and using technology to drive innovation and change
- Is a team player who is always willing to help others without reciprocity so that everyone thrives together
- Is a critical thinker and enjoys tackling complex business problems / refining process and optimizing solutions by thinking Multi-Dimensionally
- Is adaptable and an excellent communicator, helping others reframe the status quo
- Embraces challenges with a positive attitude, brings a high level of energy and is calm under pressure. Your outlook is about Enjoying the Journey
- You are never settled with the status quo, your mindset is around continuous improvement and you strive for Integrating Excellence

**ROLE REQUIREMENTS**

The primary objective of the Sales Executive is to contribute to the overall revenue goal, either by onboarding new prospects or by upselling and cross selling into existing accounts. In this capacity:

- Organise and execute both customer and new prospect 1st meeting engagements, demos, presentations, workshops and other activities as required
- Conduct customer white space profiling and requirements gathering
- Research and identify new business opportunities, including new markets, growth areas, trends, clients, partnerships, products and services - or new ways of reaching existing markets
- Lead conversations with prospects to unearth challenges, gain an understanding of upcoming projects and their digital roadmaps
- Foster and develop relationships with clients and communicate with leads in pipeline
- Produce sales documents including budgetary proposals, statements of work, master services agreements and others as required
- Understand and present the company value proposition
- Maintain and grow customer relationships and prospects across all sectors
- Maintain and grow vendor / supplier relationships
- Promote an ethos of customer success
- Liaise, contribute and feedback to Internal Sales, Account Management and Marketing teams
- Help to plan sales campaigns and aid in creating/leading a sales pipeline
- Understand the needs and challenges of your customers and be able to respond effectively with a plan of how to meet these
- Think strategically - see the bigger picture and set aims and objectives in order to develop and improve the business and meet commercial targets
- Work strategically - carry out necessary planning in order to implement operational changes
- Carry out sales forecasts and analysis and present your findings to senior management

**REQUIRED SKILLS & QUALIFICATIONS**
- Experience and a proven track record of success in customer facing sales within this industry sector
- Minimum 3+ years of experience in B2B selling of software and/or IT solutions in financial management, business analytics, platform integration and/or process management. Preference given to those applicants with experience selling consulting services in addition to software.
- Able to generate, nurture and close sales opportunities both in a customer base and new prospects
- Confidence in managing complex, solution sales cycles, and involves working closely with Inside Sales, Pre-Sales, Product Management, Legal, Senior Management and other areas of the organisation
- Minimum 2 years with proven track record of success in Net New Account sales (not Account Management) int