Partner Account Manager growing Prophix’s financial performance software through Referral, Reseller, and ISV partnerships. Driving partner - led pipeline and revenue across North America.
About the role
- Account Manager acquiring new clients for TELUS Fully Managed, a managed IT, cybersecurity and cloud services provider. Building consultative sales pipelines and closing recurring-revenue opportunities.
Responsibilities
- Proactively generate new business through professional networks, referrals, industry relationships, social media, targeted outreach and direct engagement
- Leverage TELUS sales channels, account teams and internal referral networks
- Build relationships with business owners, executives and technology leaders
- Cultivate referrals through existing relationships, clients, colleagues and the Fully Managed team
- Own new-logo managed IT opportunities from initial engagement through commercial close
- Lead discovery to understand client business, technology environment, challenges, risks and desired outcomes
- Qualify opportunities based on why change, why now and why Fully Managed
- Identify economic buyers, stakeholders, decision criteria, budgets and commercial processes
- Establish next steps and move qualified opportunities toward decisions
- Maintain opportunity stages, close dates, next steps and forecast categories in Salesforce
- Partner with technical, strategy and service-delivery resources to develop solutions and proposals
- Translate technical capabilities into business outcomes
- Present managed-services solutions and commercial recommendations
- Navigate complex, multi-stakeholder buying processes
- Identify additional TELUS and Fully Managed solutions that create client value
- Participate in win/loss reviews and improve qualification, positioning, commercial strategy and conversion
Requirements
- 5+ years of experience in B2B technology, managed services, telecommunications, SaaS or other technical consultative sales environment
- Demonstrated experience developing and closing new business
- Track record of generating own opportunities through prospecting, networking, referrals or relationship-driven business development
- Strong discovery and qualification skills
- Experience engaging multiple stakeholders, including business leaders, finance, IT and executive decision-makers
- Ability to translate technical concepts into business value and communicate with technical and non-technical audiences
- Strong commercial judgment
- Experience managing a sales pipeline and maintaining accurate opportunity and forecast data
- Familiarity with managed IT services, cybersecurity, cloud or infrastructure solutions is strongly preferred
- A degree or diploma is an asset; equivalent practical experience is equally valued
Benefits
- Competitive base compensation with uncapped commission potential
- TELUS RSP matching and employee share programs
- Additional TELUS employee perks
- Comprehensive health and wellness benefits
- Access to established TELUS sales channels, referral networks and client relationships
- Dedicated technical, strategy and service-delivery experts who support complex client pursuits
- Professional development and career opportunities across Fully Managed and TELUS
- Collaborative environment where sales, technical and operational teams work together
- Minimum 3 weeks of vacation
- Flexible benefits plan
- Flexibility to work in-office, virtually or a combination of both, based on the role's requirements
- Generous company matched pension and share purchase programs
- Opportunity to give back to communities
- Career growth and learning & development opportunities
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