Enterprise Account Executive, Ontario Region Canada

Join a team of the top 1%.

We believe in attracting and retaining the brightest technical minds from diverse backgrounds and nationalities to come together and create an enriched pool of global talent. Recognized as one of North America's fastest-growing companies, we aim to attract people who are passionate about technology and creating a real impact while working in collaborative environment with the latest technologies.

Our mission is to solve our client's most complex digital challenges by engaging the brightest of technical minds. We are looking for candidates who thrive in an innovative and collaborative environment who love solving problems and having fun while doing it.

At Accolite Digital we believe in solving real-world complex digital challenges with an innovative design thinking approach. As a best-in-class digital transformation services provider, we work with Fortune 500 clients to simplify their digital journeys. Our people are the heart of our business. We are a growing team of world-class technologists, passionate about helping our clients solve their most pressing technology challenges. Driving customer success is one of our core values, and we leverage our expertise to guide our clients from vision to reality, enabling them to respond to disruptive technologies and stay ahead of the curve.

Our innovative and rapidly expanding consulting and advisory services company is looking to hire an experienced, enterprise sales account executive to help us sell our consultative consulting services across many industry domains including Cloud Services, Big Data and Data Engineering, AI / ML, Software Engineering & Development, DevOps, Quality Assurance, Business Analysis, and more.

ROLE OVERVIEW:

At Accolite Digital, the Enterprise Account Executive (“AE”) is responsible for achieving quota by selling advisory & consulting solutions for Cloud Adoption, Software Engineering & Development, Data & Analytics, and AI ML into a defined account list that includes both current Accolite Digital customers, as well as activating on GTM identified and curated prospects within the US G2000 base within their named territory.

This position is a field sales role where the AE will engage in face-to-face sales with customers and prospects either directly and/or via co-selling engagement with our Alliance technology partners in Cloud, Data, and AI. Day-to-day responsibilities for the AE include account and territory planning, prospecting, customer presentations, relationship management, leads and opportunity management, proposal / SOW creation, well aligned RFx bid response, sales forecasting, mobilizing on Account Based Marketing efforts to generate new opportunities that grow engagement within their target account base, and overall customer satisfaction and health of accounts under management in their named territory.

This individual will also provide direction and account level leadership to a cross-functional pre-sales team members, including technical Subject Matter Experts, Area of Domain specialists, and executive-to-executive sponsorship and engagement to help drive consideration and adoption of Accolite Digital consulting services.

Key to AE success is the ability to articulate an in-depth understanding of the customers’ environment, identifying and aligning on customer’s current challenges & objectives, including technical, financial, and strategic value propositions. The candidate must have a history of success in selling large enterprise, complex customer organizations (multi-BU, multi-OU, multi-GEO operations) and be able to effectively engage and inspire a broad set of customer stakeholders and decision makers on how Accolite Digital would deliver exceptional consulting outcomes in a timely, cost effective, and differentiated fashion.

ROLE REQUIREMENTS & RESPONSIBILITES:

• Leverage internal sales tools (CRM, ERP, Project Board) and mechanisms to drive opportunities to a successful close, including negotiation and contract management, while ensuring full compliance to Accolite Digital’s standard contracting governance and processes for legal and financial requirements
• Prepare and present sales proposals, presentations, and service contracts to new and existing clients, including both solicited and unsolicited proposals and bid response motions
• Adopt and drive, with support from Marketing and SDR team members, Account Based Marketing campaigns and lead generation conversion efforts into target accounts within your named territory
• Ongoing nurture of key strategic relationships including joint customer planning and engagement with technology Alliance Partners including AWS, Microsoft, Google, Snowflake, DataBricks, HashiCorp and others that have existing relationships with the assigned named account coverage
• Achieve, or exceed, quarterly and annual quotas tied to contracted services engagements by selling to both new large enterprise prospects, as well as to incumbent large enterprise customers
• Develop and implement comprehensive territory and account plans to identify business expansion, growth, and new account acquisition / incumbent account development including planning to meet sales objectives, financial targets, and customer adoption metrics for both in-year and out-year timeframes
• Model, construct and deliver value driven business cases at the customer executive level (CxO, xVP) including components of financial analysis, operational integrity requirements, architecture quality & accuracy, service delivery framework, and project oversight
• Continuously survey for market segment trends and patterns while dedicating time to perform self-driven enablement / learning on relevant industry, vertical, and functional

SUCCESSFUL CANDIDATE PROFILE:

• Strong functional understanding of the storage management or data management industry, products, practice competency, competitors, history, emerging trends and changing marketplace
• Experience in positioning value added consulting services Cloud (XaaS) annuity environments, including Migration, Modernization, and Sustainment projects and initiatives
• SFDC CRM experience including lead and opportunity management workflows, campaign participation and management workflows, contacts management, sales territory / account level data analysis & reporting
• Executive level verbal communication, written communication, and presentation skills
• Background in professional services and advisory services sales
• Demonstrated understanding of project delivery methodologies, with particular emphasis on Agile
• Demonstrated discipline around territory and account planning mechanisms, including internal / external stakeholder involvement and assignment of cross-team execution
• Undergraduate degree combined with 5+ years of demonstrated quota plan achievement in a consultative, full cycle sales role

Great teams do amazing things, but truly diverse teams are the ones who can achieve extraordinary results, together. You can build your dream career at Accolite/Xerris in a culture of learning, inclusion, and openness. We encourage applications from everyone regardless of race, religion, colour, national origin, gender, sexual orientation, age, marital status, or disability status.

Is this you? If so, come join us to transform the future with the top tech talent to solve real-world business problems.