Senior Sales Specialist

TELUS Corporation   •  

Toronto, ON

Industry: Telecommunications

  •  

5 - 7 years

Posted 30 days ago

We are not your standard (traditional) sales organization. We are passionately curious about our customers’ businesses and the drivers that keep owners and executives focused on their key priorities and partner with them on all-important journeys together.

It’s a challenging, consultative role, with equal parts of autonomy and collaboration. Sales is a contact sport and we provide the best coaches, strategy, training, resources, support and inspiration. We also have a ton of fun and celebrate individual and collective team success.

Here’s what WE believe:

  • We are ONE team, team selling is the norm and we celebrate each other’s wins
  • We challenge the status quo and when others think we’re great, we strive to be excellent
  • We live up to our commitments to ourselves, our friends, family, peers, leaders, customers and we strive to make a real difference in the communities where we work and live
  • Our success is all about how we do things, how we think, solve problems, deliver, communicate, and more

Here’s the impact you’ll make and what we’ll accomplish together

In this customer-facing, revenue generating, Cloud & Security Services Practice Lead role, you will interface with, and sell to, all levels and contacts across the mid-market to enterprise market space. You will analyze the customer’s Cloud & Security related business challenges in order to identify areas where TELUS solutions can add value and address specific business needs. You will also focus on selling consulting, outsourcing, staff augmentation and managed services. Additionally, working alongside the account Sales Executive, you will ensure we maximize our existing service relationship by growing our services and associated revenues.


Here’s how

  • Enthusiastically articulate the transformation stories associated with TELUS’ Cloud & Security service offerings
  • Escalate issues to Client Service Management & the Account team
  • Identify, qualify, advance and win new opportunities with the account Sales Executive
  • Working with the account Sales Executive, ensure existing equipment maintenance and managed service customers are contacted well in advance of their contracts expiring
  • Meet and exceed maintenance revenue sales objectives and Mobile Satellite Service (MSS) renewal objectives
  • Manage a range of opportunities, the associated reporting and account planning to support the achievement of sales objectives
  • Maintain high levels of knowledge and expertise regarding our Cloud, Information Technology (IT) outsourcing, and Security by industry
  • Engage and work closely with extended team members including account Sales Executives and the broader account team: other Sales Specialists, Managed IT Services & Security Solution Architects, Product Managers, Operations Managers, Service Managers, and others, in order deliver to requiredsupport and value for our clients
  • Manage client expectations throughout the sales cycle, ensuring TELUS' role as a trusted advisor
  • Prepare proposals, presentations, quotations, contracts, and supporting documentation
  • Negotiate contracts and agreements

Qualifications

You’re the missing piece of the puzzle

  • Business acumen and finance based selling skills: Understanding of customer goals, objectives and operations
  • Transformation level storytelling and solution selling experience; comfortable presenting to a client’s C-level leadership team on concepts and outcomes relevant to their position in the organization
  • High level of partner and solution knowledge around the areas of capabilities, techniques to advance opportunities, implementation process and Day 2 support model
  • End to end knowledge of the sales cycle and how to effectively launch and execute a sales pursuit
  • Solid knowledge regarding the prevalent technologies, benefits and risks inherent within Cloud, IT services and Cybersecurity marketplace
  • Track record of changing client’s thinking around build-buy-run to strategic partnering
  • Solid InformationTechnology understanding including technical, as well as operational knowledgerequiredto credibly represent and add value around:
    • Managed Security Services
    • Professional Services including a full range of Governance, Risk & Compliance services as well a security program design and testing services
    • Consulting capabilities around key security technologies
    • Advanced threat intelligence & analytics
  • Ability to construct a convincing business case, express it clearly and gain consensus around decisions, plans and actions
  • Ability to manage and translate business requirements into enabling solutions
  • Post-secondary education; Bachelor of Business Administration (BBA) or Bachelor of Commerce (B.Comm) degree
  • Minimum of 5 years of corporate IT service sales experience with 1 year of experience in IT Services, Cloud and/or Security-related sales

Great-to-have

  • Industry certifications and participation in industry training programs

SAL03764-18