Account Manager

We are proud to have been awarded second year in a row as BC’s Top Employers and third year in a row we have been one of Canada's Top Small & Medium Employers.

Since becoming SaaS based, Binary Stream has more than tripled in size through sustainable growth and now has employees in India, Europe, United States and all over Canada with our Head Office in Burnaby, British Columbia. With our recent growth, we’re still small enough that people can make a big impact here and really see the results of their efforts on a regular basis. Having a great culture based on our values of Team, Innovation, and Growth, we work together and win as a team by collaborating and supporting each other to achieve individual, team based and companywide goals.

Binary Stream Software was founded just over 20 years ago by our CEO who is passionate about people, culture, and products. Binary Stream is an award-winning, Microsoft Gold certified partner that develops enterprise-grade software to enhance Microsoft Dynamics 365. We are a diverse and inclusive team who care about each other and work collaboratively to produce high quality software solutions.

We are excited to grow our team with a full-time role for an **Account Manager**.

**Primary Location**:Burnaby, BC (Head Office)

**What you will do**:
Reporting to the Vice President of Sales, the Account Manager is responsible for promoting the sale of Binary Stream products and services through the Microsoft Dynamics (D365 Business Central, D365 Finance & Operations and Dynamics GP) reseller channel. Operating within a designated geographical territory, successful Account Managers not only enhance existing partnerships but also proactively forge new ones. This role involves close collaboration with cross-functional teams, including Marketing, Development, Finance, and Administration, to initiate projects that fortify strategic relationships with reseller partners and Microsoft.

**A Typical day as an Account Manager**:
**Sales Cycle Management**:

- Manage the end-to-end sales cycle, closing sales of Binary Stream products and services in collaboration with reseller partners.
- Conduct inbound qualification, needs analysis, and discovery to identify client pain points and business requirements.
- Schedule and conduct engaging product demos using a standardized script.
- Generate quotes and Statements of Work (SOW) post-demo.
- Deliver quotes, handling objections with finesse.
- Forecast closing timeframes and likelihood.
- Navigate billing and close processes, coordinating hand-offs to PS/Dev/Marketing.

**Partner Relationship Management**:

- Cultivate and grow relationships with designated reseller partners.
- Onboard new partners through Reseller Agreement and internal setup.
- Understand and navigate through partner sales organizations.
- Proactively seek and onboard new partners within the geographical region.
- Own relationships with Microsoft’s Value-Added Resellers (VAR), System Integrators (SI), and other Integrated Software Vendors (ISV) in the named account territory.

**Additional Duties**:

- Required to travel as needed and complete other assigned duties.

**Measures of Success**:

- Exceed all sales quota targets, including solution-specific quotas and geographical partner growth objectives.
- Maintain an accurate sales funnel in Dynamics CRM.
- Support Binary Stream culture and values.
- Collaborate effectively with the extended Binary Stream team.

**Technical Skills**:

- Basic to intermediate working knowledge of MS Office products, including MS Word, Excel, PowerPoint, and Dynamics CRM.
- Superior written and oral English communication skills.
- Intermediate presentation skills with the ability to articulate the value of Binary Stream products.
- Basic to intermediate negotiating skills and ability to articulate product value proposition.
- Proficiency with technologies such as remote collaboration tools (VPN, MS Teams, webinars).
- Basic to intermediate understanding of enterprise accounting principles.

**Education and Experience**:

- A post-secondary degree in business and/or Information Technology or a college diploma in a similar field.
- Up to 2 years of B2B SMB software sales experience.
- Experience selling SaaS business solutions or ERP systems.
- Understanding of Microsoft’s channel and partnerships is considered an asset.
- Previous experience with Microsoft Dynamics 365, Great Plains, D365 Business Central (NAV), or D365 Finance & Operations (AX) would be an asset.

**Compensation and Benefits Package**:
At Binary Stream, we know compensation is important to our people. To stay competitive with our pay and benefits, annually we collect and analyze industry benchmarking data from the technology sector across Canada. This data is used to regularly update our salary ranges.

**OTE Range for new employees**: 73,300 CAD - 100,000 CAD

**Compensation Structure**: This role comes with uncapped commission, where the pay range as On Target Earnings (OTE)