Information Services Group

Description

Business Development Executive – Toronto, Canada 

Wanted: dynamic and creative individuals ready to connect with a like-minded team. You’ll enjoy all the autonomy you need to help our clients make their digital infrastructure faster and more effective. Free reign for free spirits doesn’t mean you’ve got to go it alone. Over 1400 teammates from around the globe are eager to help you out when things get down to wire. Their expertise will put you on the winning path and keep you there. So, get ready to kickstart your career with a team that’s connected – connected by freedom. 

Position Overview 

ISG is a leading technology research and advisory services firm supporting private and public sector organizations to transform and optimize their enterprises through consulting with a focus on digital business transformation, operational excellence, and automation. Our Sales Organization supports the world's leading financial services organizations by helping them optimize their internal operations, modernize their legacy environments via digital transformation, design the right technology ecosystem and meet ever-increasing customer expectations whilst ensuring regulatory compliance and control. 

Responsibilities 

As an integral part of the Sales Organization, this position reports to the Chief Sales Officer, and will have a bifurcated set of responsibilities. 

• Execute business development activities in Canada region by actively selling ISG’s range of services and capabilities to prospects across all industries serviced by ISG. This will include new logo sales efforts and working closely with existing Account Owner / BDEs to drive revenue and margin growth, expanding account penetration with the specified account portfolio through contact and relationship building
• Identify opportunities for new offerings and products for ISG and assisting in the development of associated sales and marketing materials for new and existing products
• The position carries individual sales and revenue targets. The role requires a proven ability to sell professional services including consulting services such as Strategy and Assessments, Solution Design and Implementation projects, Sourcing, and Managed Services (including TPRM solutions). Additional sales capability integrating Cybersecurity into digital consulting (enterprise agility, cloud, platform transformation etc.) and automation solutions is highly desired.
• Ability to establish relationships and sell to senior management including CISOs, CROs, CIOs, COOs, and CEOs and others
• Manage and grow a specified list of current accounts
• Generation visibility by participating in conferences, events, webcasts, writing articles, blogs, etc. and other sales generating opportunities as required.
• It is expected that the successful candidate will be able to:
• Identify sales opportunities with both existing and new clients, across the entire ISG service portfolio
• Work with ISG colleagues to develop appropriate solutions
• Lead and support sales pursuits
• Close sales
• Meets / exceeds annual sales, revenue and pipeline building performance quotas
• Actively call on prospects/clients to identify, qualify, manage and close opportunities in new and targeted existing accounts
• Create and manage a robust pipeline of qualified new business opportunities sufficient to meet annual quotas
• Translate strategic objectives into market-specific messaging and go-to-market efforts
• Actively support the development of new ISG offerings and solutions based on market insights and client / prospect needs
• Demonstrate strong business management including market calling, prospect selection, activity tracking, and reporting
• Determine optimal prospect / client contact strategies and develop approaches to achieve stated new business / account goals
• Provide market expertise and direction to ISG’s Events & Marketing teams to maximize lead generation and professionally manage follow-up
• Apply expertise to sales process management, contact management and organizational effectiveness
• Participate in service & technology provider dialogues for lead generation
• Regularly update sales pipeline system(s) for reporting purposes

Required Skillsets 

• Must live in Canada (Toronto area)
• Primarily remote; however, must meet onsite with clients/prospects in Canada as appropriate (25-50%)
• Successful and demonstrable experience carrying and meeting an annual sales and revenue quota for personal production
• 10+ years of industry experience working in a strategic/targeted account sales environment managing “global” Clients and selling large consulting /professional services engagements
• Extensive experience landing new business with new prospects to grow client and revenue bases
• Extensive existing network of contacts and potential clients to be leveraged by ISG in this new role
• High energy and level of professionalism in working the market and building and cultivating relationships
• Effective team-seller, who can collaborate and orchestrate the roles of ISG SMEs and leadership in a sales pursuit
• Able to understand and communicate the unique value proposition for each ISG service and solution
• Able to align client & ISG strategic objectives as well as ISG integrated offerings to help achieve client’s business goals
• Deep understanding of factors impacting the industries in which ISG operates and how ISG can help address the client’s associated business imperatives
• Strong listening and consultative problem-solving skills with an ability to visualize and shape large integrated offerings from ISG
• Best in class executive “C” level sales & communications skills. Able to converse in business value terminology and appreciate nuances between given industries
• Creative and strategic thinking with an ability to create and execute effective account plans, as well as plans to bring in new logos
• Effective leadership skills with demonstrable sharing of best practices
• Sincere integrity and ethics which build trustworthy relationships internally and externally with an unspoken commitment to follow-up and follow through
• Proven communications skills for both writing, speaking and presentation
• Ability to convey a professional, polished image and the highest of professional ethics while maintaining a strong company attitude
• Additional key traits and characteristics include empathic, transparent, and hungry to succeed
• Demonstrate strong knowledge with MS-Office suite of software applications and tools, including Microsoft Word, PowerPoint, and Project, MS-Outlook

Education 

• Bachelor of Arts or Science degree in a technical or scientific field
• MBA or other advanced degree(s) desirable

At ISG, we don’t just accept difference — we celebrate it, we support it, and we thrive on it for the benefit of our employees, our clients, and our communities. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. ISG is proud to be an equal opportunity workplace and we are committed to creating an inclusive environment for all employees. The more diverse and inclusive we are, the better our work will be. 

The duties and responsibilities described in this job description may not be a comprehensive list. Additional tasks may be assigned to the employee from time to time and/or the scope of the job may change as necessitated by business demands. 

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