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Account Executive, Enterprise Sales – Provincial Government

Department name: Sales
Business unit: Brand Market & Communication
Position ID: J0720-1483

A little about us

At Shaw, we’re proud to be leaders in a movement that brings Canadians the connectivity they need to fuel their lives. We’re making bold moves to connect Canadians and we’re always on the lookout for go-getters that are committed to disrupting the status quo. Does that sound like you? We’d love to meet you.

The role

As an Account Executive your accountabilities will include generating revenue through building and fostering strong relationships with large business clients in the Victoria area. Further accountabilities will also include:

• A focus on the Provincial Government where you will be responsible for developing a deep network of key stakeholders within the various ministries
• Building a strong visibility of upcoming opportunities and anticipate needs of the Government
• Influencing the technology roadmap of the Government to build a robust pipeline of new business
• Managing existing accounts

You will be expected to disrupt customers’ thinking and build consensus for Shaw Business through all large business clients including the Provincial Government to secure deals and generate revenue.

Working closely with our Government & Education and Government Relations teams, you will be a key point of contact for a multitude of stakeholders within the various ministries and divisions of the Government and act as the “voice of the customer” within Shaw to ensure the needs and requirements of the Government are well understood and addressed within the organization.

A typical day

Manage, maintain, and grow an account portfolio of approximately 20 – 30 accounts.

• Use insight and consultative selling techniques to teach customers about their industry and offer unique perspectives on their business, which link back to Shaw Business Enterprise solutions.
• Coach customer stakeholders and build consensus for Shaw Business Enterprise solutions within their organization.
• Independently and collaboratively strategize for solving deal-level challenges.
• Increase Shaw Business’ sales volume and deal size.
• Regularly update CRM system with the latest customer information and use customer intelligence for account planning purposes.

Maintain a comprehensive stakeholders’ map and strategy to build strong relevant network and relationships within the Government.

• Identify opportunities and needs of the various Ministries and divisions based on expiring contracts and new technology needs
• Enhance Shaw’s portfolio of products visibility and credibility among key technology decision makers within the Government
• Collaborate with Marketing to ensure consistent messaging to customers and help them gather voice of the customer information when needed. Identify opportunities of new or derivative Government product offerings for Shaw that could create a new revenue stream.
• Collaborate with Government & Education and Bid Management teams to master the Provincial Government Procurement practices and policies to ensure Shaw is fully compliant

Your skills/experience

What We Are Looking For:

• Strategic Thinkers—Systematically solves problems and hypothesizes possible customer pain points, expectations, and implicit needs; brainstorms with team members to devise solutions to solve complex deal challenges
• Communicators—Tailors communication to the customer’s needs with authority; effectively delivers presentations and has strong verbal and written communication skills
• Strong Interpersonal Influencers—Uses rational and emotional drivers that would appeal to customers to comfortably drive negotiation conversations
• Experience in selling to the Government/public sector—understands the Government Structure, various Ministries, and the procurement of Technology decision process.
• Expert Networker—has an established deep network of key stakeholders within the Government and a proven ability to develop and nurture relationships in the public sector. Existing relationships within the BC Government considered a strong asset.
• Collaborative work ethic - works cooperatively with a wide range of internal stakeholders to navigate processes for deal success.
• Ownership—Goes out of his or her way to complete a job and has relentless drive to achieve results; is independent and self-directed, and takes initiative with minimal direction or supervision
• Workflow Management—Sets clear, realistic, and time-bound objectives that align to business growth; breaks each objective into tasks and process steps that can be achieved within a realistic timeframe

Qualifications and Experience:

• Bachelor’s degree with a strong academic track record
• A minimum of 10 years of relevant experience in the above-mentioned qualifications and favorable attributes is required
• Work experience involving critical thinking and influencing in any industry
• Experience in business dealings with different level of Government and/or public procurement process
• Experience navigating political landscapes
• Established network with BC government
• Experience navigating political landscapes
• Established network with BC government
• Proven track record in B2B sales/dealings with government/public entities
• Technical experience in managed solutions

Other details

This position requires the successful completion of a criminal background check.

• This role is location-specific: Vancouver Island
• Where are you hiring? Vancouver Island
• Is travel required? Yes, limited travel required (mostly limited to Southern Vancouver Island)

Posting closing date: August 10, 2020

Shaw Communications, through its third-party vendor, collects and stores information applicable to the candidate profile you create when you submit the information asked for below. The use and disclosure of the collected information is for the sole purpose of job search and placement activities for Shaw Communications. The information is subject to Personal Information Protection and Electronic Documents Act. The information will be retained and when disposed of, it is done so in a secure manner. Your profile will become inactive and moved to the archive if you do not access your profile for a period of 1 year.

We thank all applicants for their interest; however, only selected candidates will be contacted. No telephone calls or agencies, please.