The Sales Account Executive will manage sales processes, build relationships, and grow business within the Government & Utilities sector, focusing on complex sales and strategic account management.
Sales Accounts ExecutiveWho We AreTeranet is Canada’s leader in the delivery and transformation of statutory registry services with extensive expertise in land and commercial registries. We also market insightful property and data solutions, as well as practice management automation to thousands of customers in real estate, financial services, government, utilities, and legal markets.Connect. Grow. Thrive Together.To learn more about who we are, visit our website: www.teranet.caAbout the RoleTeranet is currently looking for a Fixed Term Contract Sales Account Executive. The Government & Utilities (G&U) team continues to grow and requires a Strategic Accounts Manager – Government & Utilities with a background in sales and business development. The primary role of the position will be to grow the business and top-line revenue via prospecting, relationship building, and account management for Teranet and the Property Solutions - G&U business. You will be accountable for all aspects of the sales process from lead generation to deal closure and will include a product and solutions portfolio, covering a range of land management and geospatial solutions (such as but not limited to GIS, Mapping, Land Titles along with third-party data products & solutions) spread across multiple verticals.What You’ll Be Doing
- Plan and execute against a comprehensive territory strategy aligned with revenue and quota objectives.
- Manage lengthy, complex sales cycles selling both products and solutions ranging in value from tens of thousands of dollars to multi-million-dollar deals.
- Capable of managing multiple sales opportunities from point solutions to larger needs-based selling using the complex sale methodology
- Identify and develop new strategic enterprise-wide business opportunities within existing accounts and through referrals from internal partners and other sales team members (grow customer base)
- Detailed account mapping of existing customers and prospects with a focus on the key decision-makers, influencers, and the approval and budgetary process
- The present breadth of product knowledge and be able to identify solutions specific to the client’s environment and needs. Generally, promote usage of all of Teranet’s Property Solutions products and services with a focus on enterprise-wide opportunities (Grow Revenue)
- Prepare and present strategic sales presentations to key decision-makers based on thorough “needs-based” selling skills
- Responsible for researching and sourcing leads
- Participate and attend various marketing campaigns and events such as trade shows, conferences, etc.
- Conduct in-person strategic presentations and demonstrations with qualified prospects.
- Solicit feedback regarding products and services and work with internal partners for development and market intelligence.
- Able to maintain accurate account records and strong pipeline management skills related to forecasting efforts
- Personally own and retain specific (core) strategic accounts with the responsibility to build and develop key client relationships at a senior level and identify business opportunities.
- Work collaboratively with internal & external business partners: ESR Mapping, Marketing, Product Development, 3rd Party Vendors, and develop relationships with other individuals and organizations within the Geospatial community
- Knowledge of GIS & Mapping related products and solutions, spatial technologies, and their applicability to information management is a strong preference.
- 1-3 years in a similar capacity selling products and/or solutions into the Municipal, Utility, and/or Commercial markets.
- Proven sales and business development experience and ability to engage stakeholders and key decision-makers within the Municipal, Utility, and/or Commercial markets is a strong preference.
- Experience with Salesforce.
- Proven experience managing lengthy, complex sales cycles within the Municipal, Utility, and/or Commercial markets selling both products and solutions ranging in value up to multi-million-dollar deals is a definite PLUS.
- Knowledge of various GIS-centric solutions such as but not limited to Ortho & Oblique imagery, Aerial & Mobile LiDAR, Planimetric and/or Feature Extraction Services, 3D Modeling, LOD Building Creation, Mobile/Web App development, and Cloud-based data products is a definite PLUS.
- The ability to understand the various markets and how customers operate (value chain) while at the same time applying strategic thinking in the proposal and pursuit of business development opportunities.
- Strong ability to foster, build and maintain relationships.
- Business mindset and acumen, with an ability and focus on delivering solutions that add value to the overall business units and business success.
- Collaborative approach to working with organizational and client partners and business partners in developing and executing solutions
- Strong communicator and commitment to quality and excellence of work
- Resourceful and resilient in ways of working in an evolving business.
- Highly organized; can manage a variety of work priorities with ease.
#IND 2025
Top Skills
Cloud-Based Data Products
Gis
Mapping
Salesforce
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