Greenfield Corporate Account Manager (Canada)

Job Responsibility: Job Function: Sales The role: Job Summary A Greenfield Corporate Account Manager at SoftwareOne is responsible for identifying and developing new business opportunities, bringing the best of SoftwareOne's solutions to address client needs, and creating a robust pipeline of qualified leads. Accountable for the entire sales process, from opportunity identification to conversion, and will play a pivotal role in driving revenue growth for the organization. Corporate customers are defined as those having annual revenues between $1B-$8B. The Greenfield Corporate Account Manager must reside in Canada. Role and Responsabilities

Client Needs Analysis

• Identify and develop opportunities with new logos with Corporate clients.
• Conduct a thorough analysis of client requirements and pain points to identify opportunities for SoftwareOne's solutions.
• Collaborate with clients to understand their business objectives and challenges, and tailor solutions to address their specific needs.
• Manage client relationships until conversion and handoff to the corporate farmer.

Value-Based Selling

• Utilize in-depth knowledge of SoftwareOne's product offerings to effectively position and articulate the value proposition to potential clients.
• Highlight key features and benefits that align with client requirements and demonstrate how SoftwareOne's solutions can solve their challenges and drive business growth.

Prospecting and Lead Generation

• Implement a proactive approach to prospecting and lead generation, leveraging various channels such as cold calling, networking events, social media, and industry partnerships.
• Continuously identify and qualify new leads to build a robust pipeline of opportunities.

Relationship Building

• Cultivate strong relationships with key decision-makers and influencers within target organizations.
• Establish trust and credibility by demonstrating expertise, reliability, and a commitment to delivering value.
• Act as a trusted advisor to clients, providing insights and guidance to support their strategic objectives.

Pipeline Management

• Develop and maintain a structured approach to pipeline management, tracking the progress of leads and opportunities through the sales cycle.
• Utilize CRM (Customer Relationship Management) tools and sales analytics to monitor pipeline health, identify areas for improvement, and prioritize efforts to maximize conversion rates.
• Build a pipeline of opportunity and target signing new deals.

Customiz ed Solutions Development

• Collaborate with internal technical and solution teams to develop customized solutions that meet the unique needs and requirements of each client.
• Collaborate closely with clients to co-create solutions, ensuring alignment with their objectives and desired outcomes.

Sales Process Ownership

• Take ownership of the entire sales process, from initial prospecting to deal closure.
• Lead negotiations, overcome objections, and facilitate contract discussions to secure new business opportunities.
• Drive momentum and urgency throughout the sales cycle to achieve timely and successful outcomes.

Performance Metrics

• Set ambitious but achievable sales targets and performance metrics to measure progress and track success.

• Regularly review and analyze sales performance against targets, identifying areas of strength and opportunities for improvement.
• Implement strategies to address performance gaps and drive continuous improvement.

Collaboration and Knowledge Sharing

• Foster a culture of collaboration and knowledge sharing within the sales team and across the organization.
• Share best practices, market insights, and client feedback to enhance collective understanding and improve sales effectiveness.
• Actively contribute to sales meetings, training sessions, and knowledge-sharing forums.

Client Transition

• Facilitate a seamless transition of new clients to the account management team upon deal closure.
• Provide comprehensive handover documentation and insights to ensure continuity of service delivery and a positive client experience post-sale.

Success Criteria

• Consistently meet or exceed sales targets by effectively identifying and capitalizing on new logos & bookings and exceeding win-rates.
• Maintain a healthy and robust pipeline of qualified leads and opportunities through proactive prospecting and lead generation efforts.
• Ensure high levels of client satisfaction and retention by delivering customized solutions that address client needs and provide measurable value.

Organizational Alignment

• The Greenfield Corporate AM reports to the Greenfield Corporate AM Manager and is responsible for hunting net new logos.
• Foster collaboration with internal technical and solution teams to develop customized solutions that meet client requirements and drive business success.
• Demonstrate a commitment to continuous improvement by actively participating in knowledge-sharing initiatives, implementing performance metrics, and adapting strategies to optimize sales performance.

What we offer

• Generous pay with bonus structure
• Independent environment without a lot of red tape where you are empowered to make decisions
• Substantial benefits package that includes:

• Full suite of medical coverage with A+ carriers, Dental, and Vision with strong employer contributions
• Additional voluntary coverage available for Pets, Identity Theft Protection, Accident & Critical Illness
• 401k program with employer matching 50% up to the first 10% of employee's contributions
• Wellness plan that includes credits to premiums and employer contributions towards the savings plan of your choice
• Access to EAP and concierge services
• Pre-paid legal at no cost
• Abundant time off that includes paid holidays, floating holidays, your birthday off, a volunteer day, and discretionary time off (DTO)
• Employee stock purchase plan
• Learning and development opportunities galore
• Tuition reimbursement
• And much more!
• Specific to Milwaukee-based office employees: company-paid parking

• Winning culture, inclusive environment, and friendly people all over the world
• A remote-friendly organization, with colleagues working remotely either part or full-time

As a culture-first organization, being together is how we learn and grow. We come together in-person for at least 3 days for collaboration, support, and to have some fun. Where there is no physical location, we give all our employees an equal cultural experience through a remote setting. What we need to see from you:

What you offer

Minimum requirements:

• 3+ years of client-facing experience with a proven track record of driving revenue growth and exceeding sales targets in Services & Solutions while managing multiple key accounts.
• Knowledge of SaaS (Software as a Service) solutions and solid understanding of ITAM, Cloud & Application Services, FinOps, and/or Digital Workplace required.
• Proficiency in CRM software and disciplined approach to tracking and managing pipeline activities, accurate forecasting, and consistent reporting to leadership.
• Key Sales Competencies & Behaviors of Generating Opportunities, Understanding Client Needs, Developing Relationships, Delivering Value Propositions, Overcoming Objections, Teaching & Advising, Navigating the Deal, Managing Procurement, Negotiating to Close, and Growing the Client through the Company's Competency Assessment.

Preferred Qualifications: Prospecting and Relationship Development

• Demonstrated experience in strategic prospecting techniques to identify and cultivate new business opportunities.
• Proven ability to build and maintain strong relationships with prospects and clients, fostering trust and credibility.
• Track record of effectively managing prospecting activities to drive sales growth and expand market reach.

Strong Verbal Communication and Negotiation

• Exceptional verbal communication skills with the ability to articulate complex concepts clearly and persuasively.
• Proficient in negotiation tactics and strategies, capable of navigating discussions to achieve mutually beneficial outcomes.
• Comfortable presenting proposals, addressing objections, and closing deals through effective communication.

Industry/Market Awareness

• In-depth understanding of the software industry landscape, including market trends, competitive analysis, and emerging technologies.
• Ability to leverage industry insights to identify market opportunities, anticipate customer needs, and tailor solutions accordingly.
• Stay updated on industry developments and market dynamics to adapt sales strategies and maintain a competitive edge.

Business Problem Solving via Technology

• Proven aptitude for understanding complex business challenges and leveraging technology solutions to address them effectively.
• Experience in analyzing client requirements, identifying pain points, and proposing innovative software-based solutions.
• Ability to translate technical capabilities into tangible business benefits, aligning technology offerings with client objectives.

Understanding of Sales and Delivery Process

• Comprehensive understanding of the end-to-end sales process, from prospecting and lead qualification to deal closure and account handover.
• Familiarity with sales methodologies and best practices, including CRM tools utilization for pipeline management and sales forecasting.
• Ability to collaborate effectively with internal teams, including delivery and account management, to ensure seamless execution and customer satisfaction.

Continuous Learning Orientation

• Proactive in staying updated on industry developments, emerging technologies, and best practices in account management and customer success.
• Commitment to ongoing professional development and growth.

Join our team and play a vital role in supporting our partner marketing initiatives. Apply today to contribute to the success of our partner relationships and help drive business growth through effective partner marketing! The preceding job profile has been designed to indicate the general nature and level of work performed by associates within this role. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required. Additional duties may be assigned and may be subject to change at any time due to reasonable accommodation or other reasons. Target compensation for this role will be $210K-284k CAD (mix of base salary and bonus) and will be determined based on candidate qualifications, experience, and location.

We are not able to consider candidates residing in the state of Hawaii currently.

Why SoftwareOne?: Why SoftwareOne? For over 30 years SoftwareOne has been the foundation for organizations around the world for their technology solutions. With changes in the market from on-premises to cloud we have always been one step ahead. Underpinning our transitions and evolutions are our seven core values which we expect from all our current employees and look for in our future colleagues. The global nature of our organization allows us to adapt and commit to these values unique to the culture and business needs of each location. What you should know about us: Strip away everything. Strip away our brand, strip away our buildings, strip away our offices. What are we left with? Our people. This is what makes SoftwareOne successful. Passionate people who live and breathe our values every day, who delight our customers, every day, and who go above and beyond every day. Our culture is unique, and I believe that having the right people and empowering them to succeed, is the absolute key to our success. -Patrick Winter, Founder. What we expect from our employees: Success at SoftwareOne is not defined by what you do for yourself, but by what you deliver for our customers, the business, and for the employees around you. SoftwareOne employees are energized, agile, and laser-focused on delivering world-class Customer Satisfaction and results. Our leaders motivate and inspire their teams and provide a working environment that delivers incredible levels of Employee Satisfaction. We are Humble, have a remarkably high degree of Integrity, and are simply not interested in politics. Our leaders operate with a high level of Discipline but can work at Speed to manage change in a global economy. At SoftwareOne, we are committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and teammates without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. Accommodations: SoftwareOne welcomes applicants from all backgrounds and abilities to apply. If you require reasonable adjustments at any point during the recruitment process, email us at View email address on ca.edajobs.com. Please include the role for which you are applying and your country location. Someone from our organization that is not part of the decision-making process will be in touch to discuss your specific needs and we will make every effort to accommodate you. Any information shared will be stored securely and treated in the strictest of confidence in line with GDPR.