Account Executive

Status: Permanent, Full Time
Location: Ottawa, ON

Description

IDS Systems is currently seeking an Account Executive to fulfill a business development and sales role. This position will be responsible for account development and sales, developing opportunities for services, product and solution sales.  This is a permanent role that has no geographical boundaries but will be based in Ottawa.

You will be responsible for the entire sales cycle for a named client list, focusing on managed services, enterprise consulting and technology solutions.  The sales cycle will include developing new clients and opportunities.  Initially, it will encompass all aspects of the sales cycle for hardware and software, as well as proposal writing and solution planning.

As the business matures, additional resources will be engaged to assist with inside sales and vendor management, although you will initially be involved in these activities. The desired candidate for this position will have a proven track record in technology sales and account development. You will be motivated to work directly with clients on the initial planning phases and in determining the ideal solution to meet their needs. This role will require engagement with manufacturers and a working relationship with their sales team.

Duties

• Identification of new client accounts.
• Identification of specific opportunities within the assigned client base.
• Articulation of specific solution architectures, including product Bill of Materials, Professional Service Statements of Work and solution quoting or proposal writing to end clients.
• Negotiation of final contracts.
• Participation with internal project planning following contract award to facilitate transition to delivery resources as necessary.

Experience

• Experience selling enterprise technology infrastructure solutions for small and mid-size companies and enterprises.
• Experience facilitating requirements gathering sessions.

• Sales certifications and/or training in technologies relevant to the product and service lines of the company.
• Sales experience in several of the following technologies would be definite assets:
  • Windows-based infrastructures
  • Local Area Networks
  • Wide Area Networks
  • WAN Optimization technologies
  • Shared storage solutions
  • Fibre Channel storage networks
  • iSCSI storage
  • Business Continuance and Disaster Recovery planning
  • Compute Platform Virtualization, including servers, appliances, and desktops (using VMware technologies if possible)
  • Data Centre facilities infrastructure, including HVAC, power and cabling
  • Messaging and Converged Communications environments
  • Network security (multiple facets)
  • Cloud computing transformation
  • Backup and Recovery
  • Archival and Replication
  • Exposure to the following technologies:
    • HP Servers and Storage
    • EMC, NetApp, Hitachi and Dell Storage
    • Cisco Networking and Security Appliances
    • HP Networking and Security Appliances
    • WatchGuard Security Appliances
    • Riverbed & Silver Peak WAN Optimization
    • VMware and Citrix  Virtualization tools
    • F5 Networking and Storage devices
    • Microsoft software
    • APC & PowerWare/Eaton UPS solutions
    • Brocade SAN Switching
    • Symantec and/or CommVault Backup and Archival software

 

Desired Skills

• Fluent in English, spoken and written.
• Fluent in spoken French desirable, fluent in written French an asset.
• Experience creating proposals for complex solutions.
• Understanding of service delivery business economics.
• Experience working in technology sales and as an Account Executive.
• Experience working with product distribution would be an asset.
• Must have access to a personal vehicle and a valid driver’s license.

 

Activities

Based in Ottawa, but highly mobile, you will be equipped with mobile computing and communications capabilities.  You will be expected to operate autonomously but with the support of the business team. You will report directly to the President.

You will be responsible for creating client interest in solutions offered by IDS.  This may include direct meetings, seminars, partner referrals, cold calls, and awareness programs.  These efforts will be coordinated with the President.

Specific solutions training will be required on numerous technologies.  Complex opportunities may be addressed through the combined effort of a team approach.

An annual Account Plan will be prepared and updated quarterly.  It will be reviewed monthly.  Account activities are tracked and facilitated by online tools to assist with planning and access to corporate information.  Compensation will determined based on experience. Variable compensation will be calculated monthly based on invoiced sales to approved clients. Specific targets will be identified for service and product solutions.  Achievement of target milestones will also be compensated through bonuses and additional incentives identified on a periodic basis.  Strong alignment with specific manufacturers is encouraged.

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