Sr Practice Lead

TELUS - Vancouver, BC (30+ days ago)

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Basic Information

Ref number

Req_00035647

Primary Location

TELUS Garden Vancouver
Description and Requirements

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 International Managed Digital Services can add value and address specific business needs.

Primary Responsibilities

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 Internationals role as a trusted advisor
Fully understanding our client needs and developing solutions to add value and enable business objectives
Managing and ensuring the retention and growth of existing Managed IT services customers
Continued understanding of the products and services that TELUS International provides and being able to effectively demonstrate how these products and services can provide value
Establishing effective relationships with customer stakeholders at all levels of your client's organization
Continuously focusing on moving opportunities through the sales cycle

Key Objectives/Deliverables in 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

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

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

Qualifications

Post-secondary education (BBA or BComm preferable)
Industry certifications and participation in industry training programs an asset
Minimum of 10 years’ corporate sales experience with 3 years in IT Services, System Integration or Software related sales, solutioning or delivery

Location

Canada – Vancouver