Sales Director - TMT, Public Sector

Overview

Sales Director for Telus Digital's Salesforce Practice, leading the sales cycle and customer and solution implementation lifecycle to identify and drive new opportunities with new and existing customers. Industry opportunities: TMT (North America) and Public Sector (Canada).

What you'll do

• Create, develop and maintain a strong partnership with Salesforce counterparts.
• Generate leads sourced through Salesforce partnerships, cross-sell within Telus, or direct via strategic sales motions.
• Work with prospects and existing customers to identify, nurture and develop opportunities.
• Own the opportunity strategy and adhere to sales processes, including timely maintenance of pipeline and forecasts.
• Work closely with Telus Digital presales and industry teams to bring the right points of view, solutions and proposals forward, ensuring timelines are met.
• Develop and execute an account and sales plan to grow business for Telus Digital's services.
• Own a quota of $4M+ and sell cross-cloud Salesforce services to meet or exceed quota across Enterprise, Commercial and growth business.
• Perform business development duties, including market and territory analysis, new business opportunity identification, marketing campaign and pre-sales leadership, pursuit and solution proposal leadership, contract negotiation and execution, post-sale customer success engagement, existing customer retention and growth, and facilitation of long-term customer and partner relationships, with strong emphasis on nurturing Salesforce field sales relationships.
• Execute daily pipeline management in Salesforce and provide weekly forecast, pipeline and activity reports, as directed.
• Collaborate closely and effectively with Telus Digital leadership, marketing, business development and consulting colleagues.
• Develop Statements of Work, defining business challenges and summarizing recommended solutions in collaboration with presales and delivery leadership.
• Create a portfolio of new logos and existing customer expansion.
• Maintain in-depth knowledge of Telus Digital's credentials, Salesforce solutions and roadmap.
• Transition the deal to the delivery team with appropriate knowledge-sharing sessions when fully executed.
• Stay engaged with the customer during delivery to assess new opportunities or contract extensions.
• Successfully communicate Telus Digital's and Salesforce credentials through effective discovery of prospect and customer requirements, leading to proposed solutions.
• Drive business development with the proper information, tools and subject matter expertise to sell engagements within solutions and offerings, partnering with industry sellers.
• Build and develop relationships with Salesforce executives and field sales teams, and own account planning, including key pursuits.

What you'll need

• 3+ years of Salesforce consulting and systems integration sales experience.
• 3+ years selling technology services.
• Documented and sustained track record of sales success.
• Must be authorized to work for any U.S. employer or Canadian employer.
• Experience partnering with C-level executives as a trusted advisor.
• Experience with end-to-end implementation of Salesforce solutions.
• Solid judgment and problem-solving skills.
• Ability to manage multiple projects or priorities.
• Strong influence, communication and negotiation skills.
• Strong experience collaborating with business process owners, program/project management leaders and technical teams to develop solution proposals.
• Experience with large-scale technology projects.
• Experience working with technical and creative project teams.
• Proficient in G-Suite and Microsoft Office apps and other collaboration and project management tools (e.g., MS Teams, Quip, Slack, Smartsheet, Lucidchart).

Nice to have

• Salesforce ecosystem experience.

Details

• Approximately 30 percent travel.
• Product sales will not be considered; experience selling Salesforce services is required.