Account Executive

Fathom Talent Group; Toronto; Hybrid; CAD 70,000 - 100,000; Full time

Benefits offered by this job

Opportunity for significant earnings

Growth in a quality brand

Hybrid working environment

Job summary

A leading consulting service provider in Toronto is seeking a Business Development Manager to drive client success and collaborate with channel partners. The ideal candidate will have over 5 years of experience, excellent communication skills, and familiarity with cloud solutions like AWS. This role offers the opportunity for significant earnings and growth within a key sector in a hybrid working environment.

Qualifications

• Minimum 5 years of relevant experience in an Account Management or Business Development role.
• Experience in managing a small team and driving projects.
• Proven ability to influence decisions and negotiate effectively.

Responsibilities

• Demonstrate collaboration skills to drive client success.
• Establish relationship leadership from prospecting to engagement.
• Meet or exceed sales targets contributing to revenue goals.

Skills

Exceptional collaboration skills

Business development acumen

Strong communication skills

Experience with cloud solutions

Tools

Microsoft

AWS

Databricks

Google Cloud Platform

Job description

Full-Time, Permanent

Job Overview

The role involves demonstrating exceptional collaboration skills with channel partners to effectively co-sell solutions and drive client success. The ideal candidate will have a hunting mentality, proactively seeking new business development opportunities, identifying, targeting, and engaging with potential clients.

Responsibilities:

• Demonstrate exceptional collaboration skills with channel partners to effectively co-sell solutions and drive client success
• Embody a hunting mentality, proactively seeking new business development opportunities, identifying, targeting, and engaging with potential clients
• Play the role of a quarter-back for the account and set vision for account acquisition and growth strategy
• Establish relationship-development leadership, from prospecting through engagement and beyond, strategically driving growth in new markets
• Demonstrate a deep understanding of diverse cross-industry domains (non-financial) and data-centric use cases, leveraging this knowledge to tailor offerings that address client-specific challenges
• Work closely with internal revenue-generating teams to facilitate and execute strategies for market expansion and competitive positioning, while identifying up-selling and cross-selling opportunities
• Confidently maintain cadence with senior and executive-level stakeholders, both internally and externally
• Collaborate with various procurement channels to develop and respond to Request for Proposals and other Pre-Sales initiatives
• Effectively articulate and showcase service benefits to clients, confidently navigating through our diverse range of offerings
• Oversee and manage agreements and contracts with clients, ensuring compliance and alignment with business objectives
• Consistently meet or exceed sales targets, contributing to revenue goals, while also implementing strategies to expand market reach
• Create and present detailed sales reports, providing insights on performance metrics, revenue forecasts, and account growth
• Analyze sales data to identify trends, risks, and opportunities, presenting actionable recommendations to the leadership team
• Establish strong relationships with practice leads and SMEs, collaborating effectively to shorten sales cycles and maximize conversion rates

Qualifications, Skills, and Experience:

• Minimum 5 years of relevant experience in an Account Management, Business Development, or similar role
• Extensive experience in identifying, targeting, and engaging high-value prospects to grow the customer base, with a focus on expansion into new markets
• Proven experience in managing a small team, driving projects, balancing multiple priorities, and meeting deadlines
• Excellent communication and interpersonal skills, capable of influencing decisions, negotiating, and fostering relationships at all levels, including with C-level executives
• Experience working with Microsoft, AWS, Databricks, Google Cloud Platform (GCP), or a recognized system integrator is preferred

Nice to Have: Previous experience working with partners to increase lead generation

Base: Dependent on background

Variable: $

Quota: TBD

Vertical: Everything except for the financial vertical – mid-to-large enterprise account

Close Ratio: 70%

Why new role: Net new – growth – need more focus on hunting versus farming

Territory: GTA

Team size: 2

Net new role: Growth

Travel: 10-15% (conferences)

Location: Toronto (hybrid – in Markham or downtown) – roughly 2 days a week

Opportunity: A lot of money to be made and a lot of opportunity with a quality brand and great delivery

Profile

Experience in selling services – consulting

Must have sold AWS/cloud solutions

Has to have sold to enterprise

Organized

How have you been successful (repeatable process?)

• 0 to hero stories (soup to nuts – deals done)
• Formal sales training (Sandler, Infomentis, Miller Heiman, Challenger Sales, 95/5, Meddic) would be ideal
• Credibility for strategic conversations with key stakeholders