Senior Sales Executive, IOT Solutions ***Completed***

Overview:

Our client is an early stage IOT company that develops Real Time solutions that use an unified geospatial framework to interconnect IoT sensing devices, data, and applications over the Web for mission critical operations.

The organization has recently received external funding and is now on an aggressive growth path and is looking to proactively grow their presence and sales specifically in the industrial, logistics, energy, and agricultural sectors. 

The Role:

We are looking to hire a Senior Sales Executive to source opportunities and partner with potential customers to identify their pain points and clearly communicate how the company’s RT Solutions can solve their current needs.

Responsibilities:

• Build and own your sales pipeline, forecast and results

• Manage, long, complex sales cycles

• Introduce effective and efficient sales methods and processes to the organization

• Work closely with the CEO and Head of Products to develop new market strategies, target sectors, and prospects

• Provide feedback on market intelligence, competitors, products, trends, etc. to the management team

Qualifications:

The successful candidate will, ideally, possess a minimum of 10+ years of B2B enterprise sales experience with a growth software company.  Preference will be given to candidates who have experience in a disruptive technology company that is selling its solution world-wide against much larger global software companies. The ideal candidate will have the ability to work with the CEO to develop a direct sales strategy and then take a hands-on approach to implement it.

• Experience selling enterprise software

• Previous experience as a new business sales hunter

• Experience selling technical solutions

• Comfortable working with a team of very smart, highly technical individuals

• A track record of meeting or exceeding quotas coupled with previous experience carrying $2M+ annual quotas

• Experience selling solutions that have a significant services portion to the deal

• Experience in an entrepreneurial environment and ability to grow with the company.  The ideal candidate will be a hands-on sales executive with the ability to build and manage a direct sales team.

• Experience selling into industrial markets: industrial, logistics, energy, and agricultural sectors

• Extensive US market experience, and ideally international experience

• Big company experience is an asset, but candidates must have experience with a high growth software company (i.e. startup)

Contact:

For more information, please contact Darrell Bowman at 604-639-9562 / darrell@corporate.bc.ca

Sales Hunter *** Completed ***

Overview:

Are you a sales hunter?  Do you enjoy the thrill of the kill?  Do you have experience, and enjoy, selling solutions that solve company’s business problems?  Do you know how to take a lead and walk them through the sales process and close them?  Are you comfortable demoing your solutions to prospects and use it as a closing tool?  If I have caught your attention please keep reading.

Our client designs, develops, and sells a fleet tracking solution for the SMB marketplace. Due to continued growth, they are looking for an experienced and successful new business sales hunter to sell their Telematics solution to industries across North America.

This role is responsible for identifying new business opportunities and developing existing relationships, focusing on closing sales. To be successful in this role you are adept at building value in competitive situations and enjoy working with products that require technical knowledge and understanding. Your ambitious nature and demonstrated good judgement in selection methods and techniques for obtaining results makes you an ideal candidate.

This role reports to the VP, Sales & Marketing.

Responsibilities:

·         Identify and generate high-potential opportunities through prospecting

·         Develop new accounts and expand existing accounts

·         Own the sales cycle from lead to close

·         Leverage social strategies to initiate conversations with all levels of stakeholders

·         Assist in developing outbound strategies

·         Lead and contribute to team projects to develop and refine our sales process

·         Engage with product and engineering teams to help drive product strategy

·         Utilize CRM software for record keeping of all activity and information on sales prospects

Qualifications:

·         5+ years of experience in new and organic sales growth

·         Proven ability to sell B2B software solutions

·         Previous experience and success selling SaaS-based products and services

·         Comfortable and experienced selling via remote software demonstration

·         Proven negotiation and closing skills

·         Excellent customer service skills

·         A passion for solving customer problems with innovative new technology

·         Ability to consume and comprehend in-depth technical knowledge of products, systems, and services

·         A keen interest in learning new technology, understanding the principles, and teaching to others

·         Highly motivated and ambitious self-starter with the ability to work independently and in a team environment

·         Excellent organizational, written, and oral communication skills

·         Willingness to participate in projects outside the core job description

·         Ability to work effectively in a fast-paced environment

·         A high level of comfort working with MS Office, Web-based applications, and computer technology

Other:

·         Competitive compensation and benefits package

·         Challenging work environment that fosters skill development and personal career growth for all employees

·         This role is based in the Lower Mainland

·         This is an inside sales role but travel as required to trade shows, conferences, and large sales opportunities

Contact:

Colin Farrell at 604-639-9563 or colin@corporate.bc.ca and reference CF-211000R

Enterprise Account Executive, CF-193900 *** Completed ***

Overview

Our client is a 40 person start-up with more than 40 enterprise clients situated in 60 countries and 6 continents.  They currently have offices in Vancouver, the UK, and Singapore.  They design, develop and sell a cloud-based, multi-tenant, Web application allowing entire teams to save time by working together. Their solution tackles one of the biggest challenges in large organizations today: incorporating context and collaboration directly into the communication experience.

Their solution has teams working out of the same inbox so they can chat and tag each other right on the message. You know whether a co-worker is dealing with an email before they even open it.  They connect external communications directly to the systems of record enabling the intelligent routing of messages and the ability to enrich them with context way beyond what simple email clients allow.

In large enterprises email often serves as a rudimentary system of record and it’s often the first place users look for a key document or event.  Our client’s solution allows users to perform sub-second searches of their team’s entire email history.

Due to continued growth they are in need of an Enterprise Account Executive to help them reach their aggressive growth targets.  The Enterprise Account Executive will focus primarily on the acquisition of new clients, as well as ongoing customer service delivery and other customer touch points. The Enterprise Account Executive role is critical as it drives revenue and enables the organization to reach its ambitious sales targets, while also playing a key role in keeping existing customers happy.

Responsibilities

·         Establish relationships and secure contracts with new customers that achieve assigned sales quotas and targets as per the sales compensation plan.

·         Drive the entire sales cycle from initial customer engagement to close (in some cases through delivery and cash receipt).

·         Prospect for potential customers using various direct methods such as calling and face to face meetings, and indirect methods such as networking within the region.

·         Qualify prospects against company criteria for ideal customers and opportunities using the company’s sales methodology.

·         Consult with prospects about business challenges and requirements, as well as the range of options and costs/benefits of each; establish key win factors and risks to close the deal.

·         Maintain a high level of relevant domain knowledge in order to have meaningful conversations with prospects.

·         Present to senior managers and decision makers.

·         Draft and deliver proposals, working in collaboration with Sales Engineering.

·         Work with the Client Services team, Account Management, and Product specialists where required to address customer requirements, support, and issues and proactively address problems.

·         Develop and maintain territory plans which outline how sales targets will be met on an ongoing basis.

·         Develop and maintain key account plans that identify opportunities for company to deliver value, strategic motivators, main stakeholders, buying processes and forecasted sales.

·         Report on sales activity and participate in a quarterly revenue team meeting to detail strategy, goals and targets in reaching company OKR’s.

·         Document detailed notes on prospect and customer interactions within the CRM.

·         Provide forecasts on best case and most likely sales volumes over relevant time periods

·         Cultivate strong relationships with third party and partner companies that may be required to deliver full solutions to customers.

·         Work with Marketing to plan and execute lead generation campaigns, and to develop and improve sales tools.

·         Provide feedback to sales management on ways to decrease the sales cycle, enhance sales, and improve company brand and reputation.

·         Provide feedback to company management on market trends, competitive threats, unmet needs, and opportunities to deliver greater value to customers by extending company offerings.

·         Be a positive representative of the company and its brand in the marketplace.

·         Conduct all sales activities with the highest degree of professionalism and integrity.

Requirements

·         Minimum 5+ years’ experience and success in a similar enterprise sales role.

·         Self-starter with a desire to work in an entrepreneurial environment.

·         Self-disciplined and able to work with a remote team.

·         Excellent communication skills, both verbal and written.

·         Extremely organized with the ability to manage multiple priorities.

·         Competitive nature with a goal-oriented personality and can balance this with a collaborative and team-focused approach to your work.

·         Excellent attention to detail and time management skills.

·         Customer obsessed.

Other

·         A diverse, fun and bright team of people working to build the next generation of enterprise productivity tools.

·         Believe that teams struggle and win together, not as individuals.

·         Continue to learn, sometimes by books or conferences, but mostly by experience.

·         Competitive base salary, variable compensation and Extended Healthcare.

·         Travel as required (25 to 50%).

·         This position is based in Vancouver, BC.

Contact

Colin Farrell at colin@corporate.bc.ca or 604-639-9563 and reference CF-193900.

Business Development Lead, CF-198000R ***Completed***

Overview

Have you successfully sold large digital product development engagements?  Do you have experience working with a wide variety of companies from startups to F500 organizations?  Do you want to work for one of the coolest product companies in BC?  A company whose superpower is taking an idea and turning it into a winning product for their clients.

Our client, NEON, makes products that matter. They respect a triple bottom line and partner for the long term with great people and companies. The NEON team can take a rough idea and ship a game-changing product. Their goal is to create products that people love. They have assembled an awesome team who have created products for Amazon, Google, Slack and Facebook, just to name a few.

NEON is growing quickly and needs an experienced Business Development Lead.   As the Business Development Lead, you will play a pivotal role in shaping Neon’s direction by leveraging your extensive network of Fortune 500 companies and well-funded start-ups. Working closely with the CEO, you’ll develop strategic relationships with potential partners and be responsible for the generation of new business opportunities. Your confident and persuasive personality guides your process towards the goal of identifying and cultivating new prospects with a consultative selling approach. You are adept at navigating the politics of a sale, finding the key players and utilizing your skill set to win. You are broadly focused, quick-paced, and able to manage multiple clients and competing priorities. You’ll oversee partner relationships from the opportunity through to the contract phase and collaborate with the Director of Partnerships to ensure a seamless handover.

Your experience with digital product offerings and emerging technology helps you to identify untapped market opportunities looking to build innovative, forward-thinking solutions. Your passion and drive push you to pursue these opportunities with determination and the ability to read between the lines, taking advantage of all areas of potential revenue. 

If you think you have the background, experience and what it takes to be a star, then keep reading.

Responsibilities

·         Source new business opportunities and contracts

·         Create and maintain strong relationships within multiple levels of partner organizations

·         Exercise a consultative approach to lead or develop solution services for potential partners

·         Form compelling strategies for partner contracts and assist in long-term strategic planning, opportunity tiering, and budgeting

·         Manage and accurately forecast the sales pipeline

·         Maintain accurate records of leads, progress, and outcomes, providing learnings to the team to continue improving the business development process

·         Develop proposals, deliver presentations, and gain consensus of contract terms

·         Liaise with project teams towards successful submission of proposal

Qualifications

·         10+ years of experience, excelling as an active hunter in the product, digital agency, or management/tech consulting space

·         A polished professional with high degree of business acumen and negotiation skills

·         A high degree of resiliency with an entrepreneurial approach

·         Superior relationship management skills at the Board and C-suite level

·         Great presentation skills that allow you to speak to the functional areas of our business, including product strategy, design, and development

·         Comfortable with the ambiguity of new product concepts and experiences, but with the strategic clarity for building new products and services

·         A proven ability to identify and close long-term, highly complex, multi-million dollar engagements

·         Experience launching a digital product from inception to launch

·         Comfortable and accomplished in creating the link and aligning user needs with business goals

·         A natural relationship builder who connects quickly, builds rapport, and collaborates across all teams communicating ideas, and getting people on board

Other

·         Competitive base salary, variable compensation, health benefits program, RRSP matching

·         Health Care Spending Account and Wellness program

·         Partnerships with interesting and engaging clients who align with our values

·         Fun and collaborative work environment with a focus on growth

·         North America travel to visit prospective partners, delivering compelling presentations, and building healthy relationships

·         This is a home-based role

Contact

•       Colin Farrell at 604-639-9563 or colin@corporate.bc.ca and reference CF-198000R

Inside Sales Representative, Vancouver, BC, CF-196000 ***Completed***

The Opportunity: 

Our client is a small, profitable, Lower Mainland-based software company that has been in business for more than 20 years. They sell turnkey solutions into the hospitality industry. Sales are up, and they are looking to add a motivated, successful, inside salesperson to their organization.   

About the Role:

To be successful you comfortable with, and practice, solution selling.  You have a professional demeanor and know how to sell over the phone.  You are a problem solver.  You love identifying opportunities within an organization and managing the sales cycle from beginning to close.  You know how to sell back office software solutions.

This is a small, family type business with an amenable owner who cares about his employees.  If you are looking to work for a company who openly cares about its staff and customers, this is the place.

Key Responsibilities:

• Qualify warm leads and then take the prospect through the sales process to close

• Upsell existing clients

• Ongoing prospecting, hunting, qualifying, and closing

• Design and execute outbound email and call campaigns

• Respond to, and qualify incoming leads

• Design and deliver tailored product demos to clients

Experience & Qualifications:

• At least 2 years of Solution Selling experience in a B2B environment

• Proven ability to qualify and close leads

• Experienced and comfortable communicating with senior management and owners

• Solution selling training and skills

• Polished demeanor and professional selling style

• Excellent interpersonal, written and presentation skills

• Experience with CRM solutions

• Experience in the hospitality industry is a definite asset

• Understanding back office integration is a definite asset

Other:

• Good base salary, motivating commission structure, and health benefits program

Contact:

Colin Farrellat 604-639-9563 or colin@corporate.bc.ca  and reference CF-196000

Sales Executive, CF-195000-R1 ***Completed***

Overview:

Our client sells, implements, and supports 3rd party business management software to mid-sized businesses and small enterprises.

Due to continued growth they are looking for a Sales Executive to sell their cloud-based accounting solution to mid-range organizations. This is a hunter sales role and your responsibility is to grow their customer base in Canada.

To be considered for this role, you must be a successful software salesperson with experience selling accounting-focused solutions.  You are trained and adept in solution selling and you believe in deploying a sales process/method to track your success.  This role reports to the CEO.

Requirements:

•       Develop and present a thorough account and territory plan within your first 60 days

•       Generate leads and build your sales funnel via prospecting (Email, Phone, LinkedIn, etc.)

•       Respond to, and qualify, incoming leads

•       Build key strategic relationships (CEO, COO, CFO, etc.)

•       Uncover and identify the business value customers can obtain through leveraging your solution

•       Attainment of sales quota, pipeline targets, and accurate sales forecasting

•       Maintain and grow existing strong relationship with partner network

•       Understand the competitive landscape and customer needs

•       Work closely with marketing to define campaigns, follow-up, and reporting

•       Proficiency with CRM solutions to track all customer details

•       Represent the organization in a professional manner and maintain strong client relationships

Qualifications:

•       Experience and success selling accounting software solutions

•       Experience selling SaaS-based solutions with deal sizes ranging from $50K to $125K ARR

•       Experience selling into manufacturing, agriculture, or mining is an asset

•       5+ years of software sales experience

•       Proven ability to source, identify, develop and close new sales opportunities

•       Outstanding communication, organizational, and time management skills

•       Excellent sales, negotiation and closing skills

•       Proven experience managing the complete sales cycle

•       Ability to diagnose prospects’ needs and build relationships through a consultative approach

•       Tech savvy with excellent computer skills

•       University degree or equivalent experience

Other:

•       Competitive compensation package, health benefits program

•       Flexible environment that encourages new ways of thinking and exploring different approaches

•       Diverse team with a strong emphasis on doing the right thing

•       You will be required to be trained in, and adopt, our client’s sales methodology

•       Travel throughout Canada as required (< 25%)

•       The role is located in the Lower Mainland or the GTA

Contact:

Colin Farrell at colin@corporate.bc.ca or 604-639-9563 and reference CF-195000-R1