Sales, Enterprise

<h3>Accountabilities</h3><li>Own the full enterprise sales cycle across Canada, from identifying target accounts and initiating outreach to qualifying opportunities, presenting solutions, negotiating terms, and closing contracts.</li><li>Build a new Canadian sales territory from the ground up by identifying priority industries, accounts, and cities, developing prospecting strategies, and establishing a sustainable sales pipeline.</li><li>Consistently meet or exceed quarterly sales targets and contribute directly to overall revenue growth.</li><li>Identify, engage, and qualify enterprise customers across multiple industries, including organizations with up to 10,000 employees or students and cities with populations of up to 250,000 residents.</li><li>Conduct discovery meetings with technical and business stakeholders to understand customer requirements, operational challenges, and connectivity needs.</li><li>Deliver tailored product demonstrations, communicate the business value of integrated networking solutions, and develop compelling proposals that address customer priorities.</li><li>Build and maintain strong relationships with Canadian IT decision-makers, value-added resellers (VARs), managed service providers (MSPs), and other strategic partners.</li><li>Recruit, onboard, enable, and collaborate with channel partners to expand market reach, generate qualified opportunities, and support joint selling activities.</li><li>Represent the business within the Canadian IT community through partner events, industry meetups, networking activities, and customer visits.</li><li>Collaborate with sales engineers to scope complex deployments and develop solutions that align with customer requirements.</li><li>Maintain accurate customer relationship management records, manage the sales pipeline with discipline, and achieve forecast accuracy above 90%.</li><li>Work closely with international sales colleagues and cross-functional teams to share market insights, coordinate resources, and accelerate deal progression.</li><li>Secure reference customers and develop early success stories that strengthen credibility and facilitate future sales.</li><li>Share insights about Canadian customer needs, competitive dynamics, buyer behavior, and market opportunities with sales leadership, marketing, and product teams to refine positioning and go-to-market strategies.</li><li>Ensure smooth customer handoffs to deployment operations, product, and customer success teams to support successful implementation and long-term satisfaction.</li><li>Contribute to the future development of the Canadian sales organization as the market expands.</li><h2>Requirements</h2><li>Demonstrated experience selling complex technical products or solutions to enterprise customers in Canada, ideally within networking infrastructure.</li><li>Experience in enterprise sales involving networking, hardware, IT infrastructure, cloud services, cybersecurity, or related technology solutions. Candidates with strong technical aptitude and a proven ability to learn complex products quickly are also encouraged to apply.</li><li>A strong understanding of the Canadian technology market, including established relationships with IT leaders, VARs, MSPs, and other relevant industry stakeholders.</li><li>A consistent record of exceeding ambitious sales targets, achieving strong rankings among peers, or receiving recognition for outstanding sales performance.</li><li>Proven ability to generate pipeline independently through proactive prospecting, cold calling, outreach campaigns, networking, and strategic account development.</li><li>Experience opening new territories, launching products in new markets, or building customer relationships in regions with limited existing brand awareness is highly desirable.</li><li>Strong consultative selling, negotiation, presentation, and relationship-building skills, with the ability to engage both technical stakeholders and senior business decision-makers.</li><li>Ability to communicate complex technical concepts clearly and demonstrate their commercial value to prospective customers.</li><li>Familiarity with modern sales tools and platforms, such as Salesforce, LinkedIn Sales Navigator, Outreach, and Gong.</li><li>Strong organizational skills and sales discipline, including accurate pipeline management, forecasting, and opportunity tracking.</li><li>Experience working with channel partners and managing direct and indirect sales strategies.</li><li>Excellent collaboration and communication skills, with the ability to work effectively across sales, engineering, marketing, deployment, and customer success teams.</li><li>An entrepreneurial mindset, strong initiative, and a results-driven approach to overcoming challenges and closing complex deals.</li><li>Comfort operating independently in an emerging market, navigating ambiguity, and working remotely with colleagues based in other regions.</li><li>Willingness to travel within Canada for customer meetings, partner engagements, and industry events as required.</li><h2>Benefits</h2><li>
<strong>Remote work:</strong>Flexibility to work remotely from Canada.</li><li>
<strong>Career ownership:</strong>An opportunity to establish and develop a new enterprise sales territory with significant autonomy.</li><li>
<strong>Professional impact:</strong>Direct influence on market expansion, revenue growth, customer acquisition, and the development of a Canadian go-to-market strategy.</li><li>
<strong>Entrepreneurial environment:</strong>The opportunity to take initiative, experiment with sales approaches, and help shape a growing market.</li><li>
<strong>Cross-functional collaboration:</strong>Work closely with experienced sales professionals, technical specialists, channel teams, product experts, and customer success colleagues.</li><li>
<strong>Technical exposure:</strong>Represent integrated networking solutions that combine hardware, software, deployment, and ongoing operational support.</li><li>
<strong>Strategic relationship building:</strong>Develop partnerships with enterprise customers and influential players in Canada's IT ecosystem.</li><li>
<strong>Career development:</strong>Potential to contribute to the future growth and structure of the Canadian sales team.</li><li>
<strong>Performance-driven opportunity:</strong>A role where strong sales execution and market development can have a measurable impact on business success.</li>