The Managed IT Solutions Practice Lead (also referred to a Sales Specialist) is a customer-facing sales executive role requiring the ability to interface effectively with TELUS Business Solutions and / or TELUS Enterprise Solutions prospects and customers.
The Practice Lead will engage with the account team and clients to analyze their business and will have the ability to sell complex managed IT solutions to resolve specific business needs.
Key Responsibilities :
You will be responsible for winning new business, generating and maximizing revenue through direct selling of TELUS services to prospects and customers.
The Managed IT and Cloud Solutions Practice Lead is responsible for representing and selling TELUS’ strategic solutions portfolio of managed hosting, cloud and IT outsourcing services which include private cloud, public cloud, managed hosting, managed server, managed storage, managed desktop, IT service desk, select application management services and other IT outsourcing and cloud services.
You will achieve this by :
Engaging and consulting with TELUS prospects and customers at all levels in an organization including the different lines of business, executives, finance, information technology, and sourcing
Engaging with Account Managers and the greater account team (other sales specialists, hosting solution architects, product managers, operations managers, service managers, and others) to actively pursue a targeted list of customers to drive forward opportunities for the team
Identifying and initiating opportunities, qualifying opportunities and manage funnel to meet growth and revenue commitments.
Work closely with extended account team members.
Developing lasting and valued business relationships with clients and industry influencers.
Maintaining high levels of knowledge and expertise regarding our customers, their industries, outsourcing, managed services and information technology
Preparing business cases, proposals, presentations, quotations, contracts, and supporting documentation as required
Handling and forwarding of technical and operations questions or issues that may arise during a sales pursuit, and managing appropriate customer expectations throughout the sales cycle, ensuring TELUS’ role as a trusted advisor
Negotiating contracts and agreements as required
The Challenge - Key Objectives / Deliverables in 1st 12 Months :
Proficiently qualifying real opportunities and assuring successful pursuit of managed IT solutions contracts
Ensuring the retention and growth of existing managed IT solutions contracts
Develop an understanding of the products and services that TELUS provides and effectively demonstrate to our clients how these products and services can provide business value to them
Establish effective relationships with customer stakeholders at all levels of your client’s organization
Continuously focus on moving opportunities through the sales cycle
Provide small c consulting regarding IT operations, sourcing strategy, and cloud services
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
Knowledge regarding the benefits and risks inherent with outsourcing
Knowledge of the outsourcing services marketplace
Knowledge and awareness of industry standards and norms
Knowledge of the service elements and components required to deliver IT services
Knowledge of IT sourcing models and the underlying sources of competitive advantage of those models
Sufficient Information Technology technical and operations knowledge to credibly sell and represent :
Data centre hosting services
IT operations outsourcing
Servers, applications and other IT infrastructure
Cloud Services IaaS, PaaS, SaaS
Required Skills & Abilities :
Persuasion skills to construct a convincing business case, express it clearly and gain consensus around decisions, plans and actions
Ability to excel in cross-functional team environment to maintain effective relationships across functions, across TELUS and other organizations
An ability to translate and communicate strategic opportunities into requirements
Presentation skills to design and deliver effective presentations one-to-one and to groups at executive levels.
Ability to manage and translate objectives into actions, which are specific, measurable, and achievable with realistic timelines.
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 preferred
IT service provider and industry related sales certifications an asset
Required Experience :
Minimum of 8 years corporate sales experience for telecommunication and / or information technology service providers
Experience selling managed services required
Experience with specific verticals (such as finance, energy, public sector, et al.) preferred
A proven record in strategic selling demonstrated though performance against a sales quota
TELUS Values : TELUS recognizes and embraces the importance of values in our ever-changing workplace. To be successful, all applicants must demonstrate behaviours that are reflective of our values :
We embrace change and initiate opportunity
We have a passion for growth
We believe in spirited teamwork
We have the courage to innovate
At TELUS, we are committed to diversity and equitable access to employment opportunities based on ability.