Responsibilities

- Develop long term sales pipeline to increase the company’s market share in Data Center and Routing networking.
- Use expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit.
- Provide support for sales segments.
- Set direction for business development and solution replication.
- Creates and grows reference customers.
- Sell complex products or solutions to customers on a partnership basis.
- May act as a dedicated resource to a few strategic accounts.
- Establish a professional, working, and consultative, relationship with the client, including the C-level for mid-to-large accounts by developing a core understanding of the unique business needs of the client within their industry.
- Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions.
- Contribute to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities.
- Maintains expertise on IT at all levels – new applications, maintenance, typical budgets of the CIO’s, typical objectives, measures, metrics.
- Maintains broad market and competitor knowledge to ensure credibility with Customer Executives.

Education and Experience

- University or Bachelor’s degree preferred.
- 12+ years of IT solutions sales experience.
- Fully bilingual English & French.
- Networking technology sales experience required.
- Experience with setting sales/GTM strategy.
- Experience with Enterprise accounts required.
- Experience selling to Technology accounts strongly preferred.




- Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface.
- Prior experience selling networking solutions includes multiple, diverse set of selling responsibilities.
- Viewed as expert in given field by company and customer.

Knowledge and Skills

- Is considered a master in knowledge of products, solution or service offerings as well as competitor’s offerings to be able to sell large, complex network solutions.
- Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.
- Uses expertise specialty, consultative solution selling and business development skills to align the client’s business needs with solution.
- In-depth knowledge of client’s business, organizational structure, business processes and financial structure.
- Considerable knowledge of the customer’s infrastructure and architecture.
- Demonstrates leadership and initiative in successfully driving services sales in accounts – prospecting, negotiating and closing deals.
- Demonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer’s requirements.




- Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy.
- Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.
- Uses C-level engagement skills in collaboration with account leads to offer value‑add solutions to the client.
- Excellent project oversight skills.
- Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account.
- Utilizes Salesforce as an expert and accurately forecasts business.
- Successful partner engagement experience.
- Works effectively with our partners to drive additional revenue.
- Demonstrates the ability to leverage the company's portfolio of products and services to change the playing field against our competition.
- Understands the leverage of services as part of strategic portfolio of products.
- Promotes services as part of all strategic opportunities.
- Maintain knowledge of industry trends, associated solutions, and key partner solutions.

Complexity

- Leads sales engagements where the field of specialty is the key to a profitable and successful delivery.
- Accounts may be international or global.
- Orchestrates the regional pursuit resources for the account.
- Balances industry knowledge with the value of technology to enable articulation of business value in a customer engagement.

Benefits

Health & Wellbeing: We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

Personal & Career development: We also invest in your career be

📌 Sales Specialist (Quebec City)
🏢 Hewlett Packard Enterprise
📍 Quebec City