Customer Development Manager - Vancouver, BC

Company Overview

Maptek™ is the leading provider of innovative software, hardware and services for the global mining industry. We provide our clients with mine planning software, laser scanners, and professional services – both here in North America and throughout the world. We pride ourselves in being an exceptional place to work, which is supported by the high number of long term employees we have and the phenomenal growth we have experienced over the years.

Note: This position is located in Vancouver, BC. Other locations in Western or Central Canada will also be considered. Candidates must be legally authorized to work in Canada without sponsorship. 

Maptek exists to enable miners to make better decisions. We have solutions for every mining stage, from exploration to operations, to help optimize mine sites. 

Our company Guiding Principles:

1. Create Tomorrow: We will encourage new thinking and support change
2. Walk in Their Shoes: We will listen to our customers and reinforce relationships
3. Smarter Together: We will work together and draw upon each other’s strengths
4. Make It Simple: We will turn complex ideas into simple solutions
5. Be courageous: We will be accountable for how we work and never give up

Summary

The Customer Development Manager - Canada will be part of the North America Customer Success Team and will work with the rest of the Customer Success Organization to identify and prioritize EXPAND opportunities with existing clients. Maptek’s Customer Success Team is focused on helping customers realize more value from their investment and relationship with Maptek through ensuring they attain their expected outcomes. The Team works towards a high level of customer adoption, expansion and renewal. The Customer Development Manager - Canada, will work closely with existing Maptek customers in the expansion area (upsell, cross-sell, additional licensing).

Essential Role Functions for Customer Development Manager - Canada

• Contribute to meeting or exceeding annual revenue targets in the region through sales of Maptek's products.
• Manage the entire sales cycle, from identifying and developing opportunities at existing clients accounts all the way through close. 
• Work collaboratively with customers to identify needs and to design and develop solutions.
• Open doors, develop partnerships, show value and generate revenue using the existing network of mining contacts in the mine planning, mine measurement and mine operations spaces.
• Work closely with Business Development (LAND), Technical Sales Solutions, Marketing and the rest of the Customer Success Team to identify priority prospects, champions, and opportunities in order to provide solutions to existing clients.
• Maintain an in-depth knowledge of mining technical and commercial drivers and current trends and/or opportunities in the mining industry.
• Build authentic and sustainable relationships with customers at the user level, supervisor level, and management level.
• Identify and involve all customer stakeholders in the sales process.
• Proactively identify opportunities and contribute to pipeline development.
• Maintain a current and accurate record of customer interactions in Maptek’s CRM (Salesforce).
• Utilize existing Maptek contacts to gain access to clients.
• Maintain a healthy pipeline with good forecasting practices and data quality.
• Travel to and meet with existing client companies and sites to ascertain their needs, pain points, challenges and present the benefits of potentially utilizing Maptek solutions.
• Coordinate with other Maptek personnel to move the sales process forward by arranging on-target demos that address client needs and interests.
• Develop and nurture relationships with decision makers (financial decision makers, influencers, users, etc.) at existing client offices / sites.
• Develop a clear understanding of the value proposition of each Maptek solution and their applications to each client’s unique situation.
• Develop knowledge in the product range and apply sales skills to maximize results.
• Provide Maptek product management and product development with innovative solution concepts, business cases, and product enhancement suggestions derived from customer input.  
• Contribute to the development of annual revenue generation plans and forecasts. 
• Contribute to the setting of personal Key Performance Indicators. 
• Perform other duties as assigned.

Knowledge, Skills and Abilities:

• Bachelor's degree or higher is preferred.
• Proven track record in technical sales / customer success is preferred.
• Previous mining / engineering /geology industry experience.
• An understanding of the mine modeling, design and planning process.
• Ability and desire to seek out new leads and drive the sales cycle until closed. This will require teamwork and coordination with other customer-facing Maptek staff.
• Ability to understand broad site-level business goals and challenges, and to apply possible Maptek solutions.
• Ability to develop strategic revenue generation plans and to execute on those plans.
• Ability to work constructively with a diverse group of people, attitudes, and expectations across multiple Maptek offices.
• Ability to deal with multiple, competing demands and prioritize appropriately.
• Ability to read, write and comprehend English is required.  Ability to read, write and comprehend French is desirable.
• Willing and able to travel up to 50%, primarily in the assigned territory. 
• Outstanding skills in relationship building, asking questions, listening to and understanding clients, and giving solution / product presentations.
• An understanding of the sales process, solution/consultative selling, communicating customized value proposition and an ability to excel at each.
• A natural ability to approach tasks and employees with a positive attitude.
• Commitment to work in a safe and professional manner at all times.

Physical requirements:

• Frequent sitting, standing, typing, use of hands, travel on airplanes.

Summary   of compensation and benefits:

Compensation commensurate with experience, skills, and location.
Base Salary range: CAD $ 130,000 - $190,000  + Variable
Extended health and health spending account
Group RRSP with company match on up to 3% of earnings
Life and disability coverage
Paid holidays, vacation and sick time