Practice Lead

TELUS - Vancouver, BC (30+ days ago)

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Basic Information

Primary Location

Vancouver DC
Description and Requirements

The candidate will achieve this by:
Identifying, initiating, qualifying and closing opportunities, to exceed growth and revenue targets

Effectively managing a range of opportunities, the associated reporting and account planning to support the achievement of sales objectives

Establishing valued business relationships with clients and other industry influencers and players allowing you to add value across the broad range of IT Service and Digital customer requirements

Maintaining high levels of knowledge and expertise regarding our customers, their industries, digital transformation, best practices on IT architecture/operating models and Digital technologies / practices and trends

Preparing proposals, presentations, quotations, contracts, and supporting documentation

Negotiating contracts and agreements

Engaging and working closely with extended team members including Sales Executives and the broader account team (other Sales Specialists, Managed IT Services Solution Architects, Product Managers, Operations Managers, Service Managers, and others) in order deliver to required support and value for our clients.

Managing client expectations throughout the sales cycle, ensuring TELUS' role as a trusted advisor

Key Objectives/Deliverables in 1st 12 Months:
Create/identify, qualify and close opportunities to exceed the sales-related objectives assigned to the position by representing the complete range of TELUS Digital and Managed IT offerings including:

Managed IT Infrastructure and Cloud Services

Custom IT outsourcing

Digital Services such as Automation, Applications Development, QA and Testing

Related Consulting Services

This role will also involve:
Fully understanding our client needs and developing solutions to add value and enable our their business objectives

Managing and ensuring the retention and growth of existing Managed IT services customers

Continued understanding of the products and services that TELUS provides and being able to effectively demonstrate how these products and services can provide value

Required Knowledge:
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

Solid knowledge regarding the prevalent technologies, benefits and risks inherent within the IT Services and Digital marketplace

Solid Information Technology understanding including technical, and operational knowledge required to credibly represent and add value around:

Digital Practices and Technologies

Moving to Private and Public Cloud – how and when to consider it

Understanding how and when to position Consulting Services.

Required Skills & Abilities:
Advanced listening skills and the ability to make the client feel ‘heard’

Ability to synthesize complex concepts and succinctly explain them to a non-technical audience

Ability to construct a convincing business case, express it clearly and gain consensus around decisions, plans and actions

Ability to evangelize concepts and offering internally and enlist Account Teams in the pursuit of Digital opportunities

Presentation skills to design and deliver effective presentations one-to-one and to groups at executive levels.

Ability to manage and translate business requirements into enabling solutions.

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 (BBA or BComm preferable).

Industry certifications and participation in industry training programs an asset.

Required Experience:
Minimum of 10 years corporate sales experience with 3 years in IT Services, System Integration or Software related sales, solutioning or delivery.

Establishing effective relationships with customer stakeholders at all levels of your client's organization

Continuously focusing on moving opportunities through the sales cycle

Additional Job Description

Position Overview:
This is a customer-facing Senior Digital and IT Services Practice Lead role requiring the ability to interface effectively with, and sell to all levels and contacts in the enterprise and public sector markets. This will involve understanding and analyzing the customer’s business in order to identify areas where TELUS Managed Digital Services can add value and address specific business needs.