This is a customer-facing Senior Digital and IT Services Practice Lead role requiring the ability to interface effectively with, and sell to all levels and contacts in the enterprise market. This will involve understanding and analyzing the customer's business in order to identify areas where TELUS Digital can add value and address specific business needs.
The candidate will achieve this by:
•Identifying, initiating, qualifying and closing opportunities, to exceed growth and revenue targets
•Effectively managing a range of opportunities, the associated reporting and account planning to support the achievement of sales objectives
•Establishing valued business relationships with clients and other industry influencers and players allowing you to add value across the broad range of IT, Digital and Cybersecurity customer requirements
•Maintaining high levels of knowledge and expertise regarding our customers, their industries, digital transformation, best practices on IT architecture/operating models and information security technologies/practices
•Preparing proposals, presentations, quotations, contracts, and supporting documentation
•Negotiating contracts and agreements
•Engaging and working closely with extended team members including Sales Executives and the broader account team (other Sales Specialists, Managed IT Services Solution Architects, Product Managers, Operations Managers, Service Managers, and others) in order deliver to required support and value for our clients
•Managing client expectations throughout the sales cycle, ensuring TELUS' role as a trusted advisor Key Objectives/Deliverables in 1st 12 Months:
Create/identify, qualify and close opportunities to exceed the sales-related objectives assigned to the position by representing the complete range of TELUS Digital and Cybersecurity offerings including:
Managed IT Infrastructure and Cloud Services
•Digital Services around Automation
•Managed Security Services
•Related Consulting Services
This role will also involve:
•Fully understanding our client needs and developing solutions to add value and enable our their business objectives
•Managing and ensuring the retention and growth of existing security solutions contracts
•Continued understanding of the products and services that TELUS provides and being able to effectively demonstrate how these products and services can provide value
•Establishing effective relationships with customer stakeholders at all levels of your client's organization
•Continuously focusing on moving opportunities through the sales cycle Qualifications:Required Knowledge:
•Business Acumen - understanding of customer goals, objectives and operations
•"Solution selling" - end to end knowledge of the sales cycle and how to effectively launch and execute a sales pursuit
•Finance based selling skills
•Solid knowledge regarding the prevalent technologies, benefits and risks inherent within the IT Services, Digital and Cybersecurity marketplace
•Solid Information Technology understanding including technical, and operational knowledge required to credibly represent and add value around: Required Skills & Abilities:
•Digital Practices and Technologies
•Moving to Cloud - how and when to consider it
•Managed Security Services
•Understanding how and when to position Consulting Services
•Advanced listening skills and the ability to make the client feel 'heard'
•Ability to synthesize complex concepts and succinctly explain them to a non-technical audience
•Ability to construct a convincing business case, express it clearly and gain consensus around decisions, plans and actions
•Ability to evangelize concepts and offering internally and enlist Account Teams in the pursuit of Digital opportunities
•Presentation skills to design and deliver effective presentations one-to-one and to groups at executive levels
•Ability to manage and translate business requirements into enabling solutions
•Change Management - ability to work effectively with shifting demands and rapid change
•Organizational Skills - ability to plan, coordinate, and monitor a significant number of functions/tasks simultaneously
•Interpersonal Skills - exceptional listening and communication skills and ability to build rapport with customers and diverse audiences in a variety of settings
•Demonstrated negotiation skills Required Professional Designation/Certification:
•Post-secondary education (BBA or BComm preferable)
•Industry certifications and participation in industry training programs an asset Required Experience:
•Minimum of 5 years corporate sales experience with 3 years in IT Services or Cybersecurity-related sales, solutioning or delivery Who is TELUS?
We're a high-performing team of individuals who collectively make TELUS one of the leading telecommunications companies in Canada. Our competitive consumer offerings include wireline, wireless, internet and Optik TV™. We also deliver a compelling range of products and services for small, medium and large businesses; and have carved out a leadership position in the health, energy, finance and public sector markets with innovative industry specific solutions.
Everyone belongs at TELUS. It doesn't matter who you are, what you do or how you do it, at TELUS, your unique contribution and talents will be valued and respected. Because the more diverse perspectives we have the more likely we are to crack the code on what our customers want and our communities need.
Do you share our passion?
At TELUS, you
create future friendly® possibilities.
At TELUS, we are committed to diversity and equitable access to employment opportunities based on ability.
Sales and Marketing