Service Account Executive - Building Automation Systems

Convergint; Calgary; On-site; CAD 90,000 - 130,000; Full time

Benefits offered by this job

Company Holidays and Paid Time Off

Medical and dental benefits

RRSP Employer contribution

Career development programs

Job summary

Convergint in Calgary, AB is seeking a full-time Service Account Executive - Building Automation Systems to drive service sales, cultivate new relationships, and grow our CSP offerings. You will target CIOs, VPs and facilities leaders with a consultative approach to build customized solutions across our security and service portfolios.

You’ll work with cross-functional teams to prepare cost estimates, negotiate terms, and expand maintenance and upgrade opportunities in the local market while

Qualifications

• Five years of experience in service sales.
• Certifications in Building Automation Systems or Security Systems preferred.
• Experience in value-based selling intangible assets (e.g., software, managed services).

Responsibilities

• Develop new CSP service agreements through new accounts and expansion in existing accounts.
• Sell CSPs to existing customers and renew, upsell, and cross-sell into service segments.
• Prepare detailed cost estimates with estimations and collaborate with cross-functional teams.
• Negotiate favorable terms and capture new business with key decision-makers.

Skills

Hunter mentality

Consultative selling

Lead generation

Sales cycle management

Relationship building

Education

High School diploma or equivalent

BA/BS in business or related field (preferred)

Tools

CRM software

Job description

Convergint is looking for a full-time, enthusiastic, results driven and forward-thinking Service Account Executive - Building Automation Systems to join our amazing culture in Calgary, AB. In this role, you will prospect and cultivate new relationships, gaining an understanding of our customers’ needs while securing service sales opportunities. As a Service Account Executive, you are a part of a dynamic sales team that allows you to grow as Convergint grows.

Who You Are

You have a passion for providing world-class service to customers, colleagues, and communities. You are a person of integrity with a commitment to growth, accountability and delivering results. You value a positive culture and embrace inclusion. You strive to be the best version of yourself at work and home. You want to grow with us and deliver results as an exceptional account executive.

Who We Are

With 20-years of proven growth and exceptional performance, our mission is to be our customer's best service provider. We realize the importance of diversity in achieving that goal. Our company was built upon a solid foundation of 10 Values and Beliefs which drive our unmatched culture, making us the #1 global, serviced-based systems integrator in the industry. We take great pride in protecting the lives and assets of our customers and their communities with the solutions we provide.

What you’ll do with “Our Training and Your Experience”

The Service Account Executive generates new Customer Support Program service agreements (CSPs) through the acquisition of new accounts and growth of net new service agreements in existing accounts. Growth through new logo capture is essential for success in the role. You’ll also sell CSPs to existing customers and renew, upsell, and cross-sell into other service product segments. Building customized solutions from an extensive suite of service offerings, you will sell to buying groups such as CIO, VP, Director of Facilities/Security, Procurement, and others.

• With a focus on new customers, seek out opportunities to sell Convergint’s service capabilities in terms of maintenance agreements, upgrades, and small projects across Convergint’s Security business line. Service offerings include software and support services, preventative and routine maintenance agreements, small projects, and managed services, and cyber assurance.
• Mine the existing portfolio of customers that do not currently have a maintenance agreement with Convergint, and lead or partner with the existing sales team to sell the value of maintenance to these clients.
• Work closely with, and partner with the solutions sales’ teams and the CTC operations team to identify and sell service upgrade, retrofit, and enhancement projects. This includes leveraging existing customers and relationships that are currently not utilizing our services.
• Identifies, qualifies and targets potential future customer opportunities within assigned geography.
• Proactively communicates with and seeks feedback from all customers. Seeks to continuously improve customer satisfaction. Seeks feedback through the Company Customer Survey process.
• Works with Convergint’s vertical business development teams and Convergint’s global and enterprise account team to implement sales marketing strategies, to penetrate multiple vertical markets (examples: education, health care, industrial and commercial buildings).
• Focuses on building relationships with key decision makers, owners, building managers, operators, and Convergint’s vendor partners to develop new business.
• Actively participates in the promotion of Convergint through networking events, trade shows, professional affiliations, and industry associations.
• Translates a wide variety of customer needs/requirements, demonstrating originality and ingenuity into detailed, customized solutions and service plans.
• Develops through collaboration with estimating and operations teams to prepare detailed cost estimates for suggested solutions and services.
• Pro-actively negotiates favorable T&C’s with clients on payment terms (timelines, milestones, mobilization) that maximize Convergint’s cash flow. Assists with collections where required.
• Reviews scope of work, terms and conditions in customer contracts including cost control, delivery fulfillment, and quality of service and other customer requirements as they arise.
• Documents and communicates clear project and service requirements to the execution team and the wider organization as required (pre-bid review, estimates, legal, risks and hand-over documentation).
• Identifies potential risks and develops/implements strategies to minimize impact and control deviations from estimated costs and deadlines.
• Acts as “our customer’s best service provider” at all times thereby ensuring Convergint is the customer’s first choice for service.

What You’ll Need

If you are the successful candidate for this position, you excel at creating and closing opportunities by using a consultative approach to selling. You’re a sales professional with a hunter mentality and are skilled at generating your own leads through cold calling, research, networking, and driving your territory and/or vertical market. You have a proven history in selling through the full sales cycle and are accustomed to varied sales cycle lengths. Lastly, you’re collaborative and skilled at working with other sales professionals and cross-functional teams as part of the sales process. Key attributes include:

• Strong affinity for problem solving
• Motivated, driven and results oriented
• Desire to learn, understand, and apply service solutions to customer challenges
• Ability to build customer confidence and cultivate business relationships
• Ability to work autonomously and as part of a team
• Proactively source opportunities
• Ability to adapt to business changes with the ability to influence others and build consensus
• Basic skills in Microsoft Office
• Strong presentation and communication skills

Requirements

• Minimum of five years of previous account development, sales or related experience preferred
• Five years of experience in service sales.
• Certifications in Building Automation Systems or Security Systems preferred
• Experience in value-based selling intangible assets is required (Examples: Telecommunications, Software, Logistics, Networking, Print Services, Managed Services).
• Experience in Security industry preferred.
• High School diploma or equivalent
• Must have valid driver’s license with a clean driving record.

Company Benefits And Perks

Convergint fosters a supportive, accessible, and inclusive environment in which individuals of different backgrounds and identities are able to realize their maximum potential within the company. We offer a variety of programs and exceptional benefits to all of our colleagues:

• Company Holidays and Paid Time Off
• Immediate comprehensive benefit plan (medical, dental, etc.)
• Employer contribution to RRSP.
• Work environment committed to safety.
• Colleague Assistance Program
• Tuition reimbursement
• Competitive salary and compensation plan
• Vehicle reimbursement plan
• Corporate Social Responsibility Day
• And much more…

Convergint is committed to a culture of Inclusion and Diversity and is an Equal Opportunity Employer.

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