Solutions & Services – Director Business Development & Sales

Client is a leading organization at the heart of Canada’s Internet. They shape our country’s Internet infrastructure, employ cutting-edge technologies, and push the bounds of possibility. Client manages Canada’s .CA domain name registry, develops and implements policies that support Canada’s Internet community and is a prominent voice on issues of national and international importance relating to Internet governance.
With over two and a half million .CA domain names registered and growing, Client has experienced significant growth over the last few years and has been named as one of Canada’s 50 Best Small and Medium sized employers for 2015 and platinum status for 2016 and 2017.
Scope of the Position  Reporting to the President & CEO, you will be responsible for improving Client’s market position, achieving revenue growth and developing new channels to market across a growing product line including traditional registry services and new DNS offerings. You and your team will build key customer relationships, identify business opportunities, negotiate and close business deals and maintain extensive knowledge of current market conditions while contributing to long-term organizational strategic goals.

You will work closely with Product Line Management, Marketing, Development and Corporate Services to undertake business development, grow sales opportunities and maximize revenue for the organization from domestic and global markets.
Functional Tasks   Assume responsibility for setting and achieving annual bookings and revenue targets for Client’s domestic and global business across all product lines
Provide business development leadership across the organization to coordinate and facilitate strategic opportunities
Lead a team of direct sales people, channel management staff and product support/customer service personnel to maximize revenues and partner/customer satisfaction
Work with the extended Client’s team to develop key opportunity strategies and proposals that speak to the client’s needs, concerns, and objectives within the established parameters of Client’s business plans and commercial sales gating processes.
Develop and continuously improve sales processes to prospect and close new direct clients in domestic and global markets
Establish and administer ongoing sales management discipline including establishing sales targets, forecasting, managing opportunity pipelines and ensuring that targets are met by Client’s sales team.
Ensure the adoption and use of customer relationship management software to track, record and report on opportunity status and account activity.
Report on key information and metrics to the Senior Leadership team, as necessary, and ensure timely and consistent monthly reporting to the Corporate Services team.
Leverage and grow your personal network to build relationships with client decision makers
Facilitate interaction between client decision makers and Client’s senior management team and practice leaders.
Develop strong relationships and rapport with channel partners and key accounts in order to achieve business objectives.
Lead the development and evolution of effective channel strategies for the sale of Client’s products and services
Represent Client at industry functions, such as association events and conferences, and provide feedback and information on industry trends.
Using knowledge of the market and competitors, develop and refine Client’s unique selling propositions and differentiators.
Work with marketing staff to ensure that demand generation, promotion and business development initiatives are fulfilled in a timely manner (e.g. marketing campaigns, new product launches, events/conferences, etc.).
Develop and administer effective sales compensation plans, approved by Corporate Services.
Manage recruiting, training and mentoring for team members.
Competency Profile  People Management  Establishes and communicates clear priorities and sense of direction;
Clarifies roles and responsibilities;
Adapts management style to achieve optimum results.
Motivating  Encourages others by creating enthusiasm, a feeling of investment and a desire to excel; inspires others to follow and a…