Account Manager - Canada

What your impact will look like:

• Develop and implement an effective sales plan to meet or exceed established sales objectives
• Generate sales and promote market growth within the territory
• Work with Marketing Team to ensure strong lead flow
• Create & articulate compelling value propositions
• When appropriate, work with partners to manage joint selling opportunities
• Build and lead pursuit teams for larger opportunities
• Educate and guide prospects through the buying process
• Understand complex customer requirements for digital communications with the public, including operational, business, and technical categories
• Develop and independently deliver custom presentations on Granicus to revolutionize the prospect’s engagement with their constituents
• Collaborate with internal resources, including sales support, marketing, and solutions consultants to present a compelling case to prospects
• Manage all aspects sales in your territory including prospecting, activity tracking, opportunity management, forecasting revenue, contract management and closing deals
• Pursue leads generated by yourself and our inbound and outbound marketing efforts
• Support management team in developing sales strategy
• Document all conversations, activities, and emails in our Salesforce CRM and other sales tools
• Write and present quarterly business reviews to Sales Management, Senior Management, and peers
• Travel about 20-30% of the time

You'll love this job if you are or have:

• Confident, competitive, thorough, flexible, resilient, and tenacious
• Proven to be capable of managing 30 or more active opportunities and meeting sales objectives by closing 15 or more opportunities per year
• Experienced selling software and / or technology in the Canadian Government / Public-sector
• Capable of selling $100K+ deals as part of a diverse sales pipeline
• Goal-oriented and self-motivated
• Successful working independently and in a collaborative team
• Excited about managing multiple simultaneous priorities in a fast-paced environment
• Independently accountable for commitments and delivering the best performance by intelligent prioritization
• Proven in your ability and passion for prospecting – frequently breaking into new accounts
• Client focused – the desire and ability to understand the drivers of client needs
• Possess Exceptional communication and presentation skills, both written and oral
• Have achieved significant accomplishments selling enterprise software, ERP, SaaS, marketing /communications technology, or marketing services
• Possess an impressive track record of C-level sales activity
• Highly effectives selling through partners, resellers and/or integrators
• 2+ years field sales experience in IT, information services, or business services sold on a subscription model, preferably to government
• French proficiency (Preferred)
• You can travel up to 20-30% of the time (potentially 1-2 trips per month of 1-3 days)

You'll love this job if you have the following skills and competencies:

• Effective Prospecting and Opportunity Closure: Demonstrates a track record of successfully identifying and nurturing sales leads through both direct outreach and in-person engagements, culminating in the successful closure of opportunities.
• Proficient in CRM Utilization: Proficiently utilizes customer relationship management software to efficiently track leads, manage opportunities, and streamline sales processes, ensuring effective follow-up and nurturing of prospects.
• Adaptability in Fast-Paced Environments: Thrives in dynamic, fast-paced environments, adept at managing multiple tasks and priorities under tight deadlines to maximize sales productivity and responsiveness to client needs.
• Client-Centric Problem-Solving: Possesses a genuine passion for helping clients overcome challenges, employing exceptional problem-solving skills to tailor solutions that address their specific pain points and drive value.
• Solution-Oriented Sales Approach: Executes sales processes within a solution-oriented framework, focusing on building strong relationships with clients and delivering persuasive oral and written communication to effectively communicate value propositions and drive sales outcomes.
• Utilization of Technology for Sales Enhancement: Comfortable and experienced in leveraging technology tools and platforms to enhance sales effectiveness, utilizing digital resources to streamline processes, gather insights, and drive engagement with prospects.
• Navigating Complex Sales Environments: Skilled in navigating committee-driven sales environments characterized by multiple stakeholders and decision-makers, adept at building consensus and overcoming objections to drive successful sales outcomes.
• Influencing Abilities and Persuasive Communication: Capable of effectively persuading and influencing potential clients to consider our solutions, using compelling arguments and persuasive communication techniques to close deals.
• Interpersonal Effectiveness and Collaborative Relationship-Building: Skilled in building strong, trust-based relationships with clients and internal teams alike, fostering collaboration and cooperation to drive successful sales outcomes.
• Forward-Thinking and Strategic Mindset: Possesses a forward-thinking approach and strategic mindset, able to anticipate market trends and client needs to proactively tailor sales strategies for long-term success.
• Strong Customer Orientation and Result Orientation: Demonstrates a deep commitment to understanding and meeting customer needs, coupled with a relentless focus on achieving sales targets and delivering measurable results.
• Business Acumen: Exhibits a strong understanding of business principles and market dynamics, leveraging this knowledge to identify opportunities, mitigate risks, and make informed decisions that contribute to sales growth and profitability.