Enterprise Account Executive
About Us
With a mission to humanize technology and create better human experiences, we are an innovation company focused on transforming businesses through intelligent and immersive business applications. We ideate and build fully custom solutions with emerging technologies like Artificial Intelligence, IoT, Virtual Reality, Augmented Reality and Blockchain.
Our company is a Toronto-based technology company that specializes in strategy, design, and development of mobile first, AI enabled apps. We have has built over 750 apps over the past 16 years for leading enterprise firms in North America including Unilever, GE, Samsung, RBC, Meridian, among others. We were awarded Great Place to Work in Canada by Globe & Mail, Top Mobile App Developer and Most Innovative Company by Canadian Business.|
The Opportunity (Role Summary)
We are looking for a sales hunter who has sold custom software development services (preferably mobile app development) to enterprise clients in US. Ideal candidate will have a strong knowledge, network and experience selling to US retail and eCommerce sector.
What you will do?(Responsibilities)
Essential Responsibilities:
Client Engagement:
- Meet with clients to discuss the company’s products and services.
- Initiate new opportunities across new target accounts.
- Present information regarding leads, clients, and sales at company meetings.
- Work to foster lasting relationships with a customer base. This includes:
- Upselling or cross-selling and renewal sales
- Analyzing and understanding the business requirements and objectives associated with a client’s vision and roadmap
- Formally eliciting these requirements and detailing them
- Scoping these potential projects (including sizing and costing potential projects)
- Submitting proposals to the customer?
- Monitoring the client’s budget, explaining costs, and negotiating new terms if necessary
Market Strategy:
- Provide input to marketing and sales leaders to devise new and innovative ways to market our services both in print and online.
- Regularly attend industry conferences to expand insights and opportunities for the team.
Relationship Management:
- Foster lasting relationships with a customer base, including upselling, cross-selling, and renewal sales.
- Analyze and understand the business requirements and objectives associated with a client’s vision and roadmap.
- Elicit and detail these requirements formally, scope potential projects (including sizing and costing), and submit proposals to the customer.
- Monitor client budgets, explain costs, and negotiate new terms if necessary.
- Perform other duties as assigned.
Key Responsibilities:
Identify and Acquire New Clients:
- Actively seek out and engage potential clients in the retail industry who need mobile app development services.
- Lead all aspects of client selling: prospecting, consultation, building strategic proposals, relationship management, closing, and transitioning new logo deals.
Book of Business:
- Leverage existing relationships and networks to drive new business opportunities.
- Manage multiple customer sales cycles and close effectively, acting as an advisor rather than a sales order taker.
- Travel for in-person meetings as required with customers and partners to develop key relationships.
Sales Strategy:
In alignment with corporate sales strategy, develop and implement an approach to minimize the sales cycle and maximize closing ratio.
Client Relationship Management:
- Build and maintain strong, long-lasting relationships with enterprise clients, ensuring high customer satisfaction.
- Manage key customer relationships and participate in closing strategic opportunities.
- Meet with customers regularly to identify and manage their needs and expectations.
- Industry Events and Conferences:
- Represent the company at industry events, conferences, and networking functions to generate leads and build brand awareness.
Market Understanding:
- Stay informed about industry trends, competitive landscape, and emerging technologies, particularly in CX and AI, to effectively position our services.
- Work closely with the marketing function to establish successful support, channel, and partner programs.
Collaboration:
- Work closely with the marketing, product, and delivery teams to ensure alignment and successful execution of business development initiatives.
- Build effective relationships with internal/external stakeholders to ensure alignment.
Reporting:
- Provide regular updates and reports on sales activities, pipeline status, and progress towards targets.
Years of Experience
- Experience: 5 + years of sales experience in custom software development services and experience selling to the US market.
- Industry Knowledge: Extensive experience selling custom software solutions to enterprise clients, retail and e-Commerce industry highly preferred
- Book of Business: Established network and book of business in the relevant sectors.
- Skills: Excellent communication, negotiation, and presentation skills.
- Motivation: Self-motivated, results-oriented, and capable of working independently with a strong sense of urgency.
- Travel: Willingness to travel for in-person meetings, events, and conferences as required.
Preferred Qualifications:
- CX and AI Experience: Knowledge and experience in Customer Experience (CX) and Artificial Intelligence (AI) as applied to mobile app solutions.