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Senior Account Executive

Toronto, Ontario, Canada

Senior Account Executive at SADA

Location: Toronto, Ontario, Canada

Transform Businesses Through Consultative Selling and Cloud Expertise

Your Mission

As a Senior Account Executive at SADA, you'll be a trusted advisor to C-suite executives and their teams, guiding them on their cloud journey and unlocking the full potential of cloud technologies through a partnership with SADA. You'll lead with a consultative approach, understanding their unique business challenges and crafting tailored solutions that deliver measurable outcomes. Overall, you’ll act as the "CEO" of the sales process, orchestrating internal resources and collaborating closely with technical experts to ensure seamless execution and client satisfaction while maximizing share of wallet and corresponding client value.

Responsibilities:

  • Consultative Selling: Build deep relationships with clients, acting as a strategic partner who understands their business goals and challenges. Uncover their pain points and identify opportunities for growth and transformation.

  • Cross-Functional Collaboration: Orchestrate internal resources, including Solution Architects, Account Principals, Project and Program Managers, Executive Sponsors, and more to ensure seamless execution and client satisfaction. Foster a culture of collaboration and shared ownership throughout the sales and delivery process.

  • Pipeline Development: Source, qualify, and close new and existing business opportunities, focusing on large and medium-sized deals. Leverage your industry knowledge, network, and the MEDDPICC framework to identify and pursue high-potential prospects.

  • Relationship Management: Cultivate and maintain strong relationships with key partners like Google Cloud, Insight, and relevant ISVs. Act as a liaison between SADA and our partners, ensuring alignment and maximizing collaboration opportunities.

  • Strategic Account Planning: Develop and execute long-term account strategies aligned with customer business objectives. Proactively identify opportunities for follow-on work and expansion within existing accounts.

  • Thought Leadership: Stay abreast of industry trends and technology innovations to position yourself as a trusted advisor and thought leader. Share your insights with clients and peers to continue to develop a culture of continuous learning.

  • Continuous Learning: Embrace a growth mindset and actively seek opportunities to expand your knowledge and skills in the ever-evolving cloud landscape. Participate in training programs, attend industry events, and stay informed about the latest developments in cloud technology.

Pathway to Success

At SADA, we're passionate about driving change and empowering businesses to thrive in the digital age. We're looking for individuals who share our customer-centric approach and are excited to collaborate across teams to deliver exceptional results. Successful candidates will be:

  • Consultative and Customer-Focused: You prioritize understanding client needs and building long-term relationships based on trust and value.

  • Collaborative and Adaptable: You thrive in a fast-paced, team-oriented environment and embrace change as an opportunity for growth.

  • Technical and Business Acumen: You possess at least a high-level understanding of cloud technologies and can articulate their business value to clients. You're comfortable engaging in business discussions and collaborating with Solution Architects to design effective solutions.

  • Results-Oriented: You're driven to achieve ambitious goals and consistently exceed expectations. You have a proven track record of success in sales and a passion for delivering exceptional results for clients.

Expectations

  • Travel: Up to 50% travel to customer sites, conferences, and other events.

  • Customer Interaction: Regular interaction with customers, ranging from daily to bi-weekly, including meetings with engineers, project managers, and executives.

  • Onboarding and Training: Comprehensive onboarding and training program to equip you with the knowledge and skills needed to succeed.

Join SADA and make a meaningful impact on the future of cloud computing!

 

Required Qualifications

Consultative Sales Expertise: 7+ years of experience successfully selling professional and/or managed services in the technology industry, with a proven track record of exceeding sales goals through a consultative approach.

Outcome-Oriented Mindset: A deep understanding of outcome-based selling principles and the ability to identify and articulate the value of solutions in terms of client business outcomes.

Cloud Technology Acumen: Ability to engage in intelligent conversations about public cloud platforms and technology, as well as related professional/managed services, demonstrating a solid grasp of their capabilities and benefits.

Strategic Negotiation Skills: Proven ability to navigate complex commercial and legal negotiations, collaborating effectively with procurement, legal, and business teams to achieve win-win outcomes.

Proposal Development: Experience in crafting compelling, outcome-focused proposals that clearly articulate the value proposition and differentiate SADA's services.

Executive Presence and Communication: Exceptional communication and presentation skills, with the ability to build rapport and credibility with C-suite executives and other key stakeholders.

Collaborative Spirit: A strong team player who thrives in a collaborative environment, effectively engaging with Solution Architects, technical experts, and other internal teams to deliver exceptional client experiences.

Problem-Solving and Critical Thinking: Ability to analyze complex business challenges, identify opportunities, and develop creative solutions that leverage SADA's expertise and Google Cloud technologies.

Qualification Framework Proficiency: Demonstrated ability to utilize a qualification framework to effectively qualify opportunities, understand client needs, and develop targeted sales strategies. At SADA we use MEDDPICC. Training will be provided.

Preferred Experience

Cloud Sales Acumen: Proven success selling technology services for public cloud offerings, demonstrating a deep understanding of the cloud landscape and its potential to drive business transformation. While SADA is a Google Cloud-only partner, we want people who understand cloud services sales, overall.

Executive Engagement: Confidence and comfort in boardroom settings, adeptly advising senior leadership and cultivating trusted advisor relationships.

Value-Based Selling: Expertise in value selling methodologies, including the ability to conduct insightful discovery sessions with diverse stakeholders to uncover pain points, objectives, and desired business outcomes.

Collaborative Problem-Solving: A track record of working with technical resources (Solution Architects, Engineers, etc.) to align solutions and services with client needs, fostering innovation and driving business evolution.

Complex Negotiation: Demonstrated success navigating large, intricate commercial and legal negotiations, collaborating effectively with procurement, legal, and business teams to achieve mutually beneficial agreements.

Account Growth: A proactive approach to identifying and nurturing opportunities for follow-on work with existing clients, contributing to long-term account growth and success.

About SADA An Insight company

Values: SADA stands for inclusion, fairness, and doing the right thing. From our very beginning, we’ve championed a diverse workplace where we support and learn from each other, amplifying the impact we make with our customers. We’re proud that our teams are composed of contributors who represent a wide array of backgrounds, experiences, abilities, and perspectives. We are an equal opportunity employer. Our three core values are the foundation of everything we do:

  1. Hunger
  2. Heart
  3. Harmony

Work with the Best: SADA has been the largest Google Cloud partner in North America since 2016 and, for the seventh year in a row, has been named a Google Global Partner of the Year . This year, SADA was named a Google Cloud Global Partner of the year 2024. SADA has also been awarded Best Place to Work year after year by the Business Intelligence Group and Inc. Magazine, and was recognized as a Niche Player in the 2023 Gartner® Magic Quadrant™ for Public Cloud IT Transformation Services.

Benefits: Unlimited PTO, paid parental leave, competitive and attractive compensation,  performance-based bonuses, paid holidays, generous medical, dental, vision plans, life, short and long-term disability insurance, 401K/RRSP with match, as well as Google-certified training programs and a professional development stipend.

Business Performance: SADA has been named to the INC 5000 Fastest-Growing Private Companies list for the last 10+ years in a row, garnering Honoree status. CRN has also named SADA on the Top 500 Global Solutions Providers list for the past 5 years. The overall culture continues to evolve with engineering at its core: 3200+ projects completed, 4000+ customers served, 10K+ workloads, and 30M+ users migrated to the cloud.

To request reasonable accommodation to participate in the job application or interview process, contact careers@sada.com. SADA complies with federal and state/provincial disability laws and makes reasonable accommodations for applicants and candidates with disabilities.

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