Account Manager (North America)

About SUBNET Solutions Inc.

SUBNET Solutions Inc. is a software solutions company headquartered in Calgary, Alberta, with offices in Edmonton, Alberta, the United States, South Africa, and Australia.Our focus is on solving device and data interoperability and management problems primarily for the power utility industry. We integrate cyber-security, operational technologies, and distributed system techniques together when developing solutions to these problems

Description

The SUBNET Account Manager is a strategic member of the sales team who manages relationships with our customers. The Account Manager creates plans necessary to increase SUBNET product adoption with existing customers while continually seeking out new customers for sustained revenue growth of the company.

The SUBNET Account Manager maintains regular contact with their customers by phone, onsite visits and meetings at industry events and communicates their requirements to the SUBNET senior management, solution architecture, product development and marketing teams to satisfy those requirements in a timely manner.

It is expected that a SUBNET Account Manager have a good technical understanding of the products and solutions that SUBNET develops and can effectively articulate the value of those products and solutions to their customers to generate revenue from product sales and associated professional services.

The SUBNET Account Manager is expected to demonstrate a keen ability to identify all the key stakeholders in each customer business opportunity (e.g. the coach, the user buyer, the technology buyer and the business buyer) and be able to communicate effectively with all of them at each stage of the engagement (lead generation, lead qualification, proposal development, deal closing) to ensure high customer satisfaction and maximize revenue generation.

SUBNET takes a proactive approach with customer relationship management. We anticipate the long-term operational needs of our customers and develop the necessary tools and services to meet those needs in a timely manner. The SUBNET Account Manager is the main caretaker of this proactive customer relationship management.

Essential Duties & Responsibilities

- Building and executing a SUBNET account plan that is approved and incorporated into SUBNET’s larger business sales objectives

- Act as the solution expert and point of contact on site at the customer location, maintain quality and focus and successfully manage the end to end solutions delivery process for projects with minimal direction.

- Cultivating sales leads to define, propose, close business opportunities and grow revenues for SUBNET products and professional services

- Establishing and building strategic relationships with customers' key stakeholders in each opportunity (coach, user buyer, technology buyer, economic buyer) to maximize probability of successful sale

- Owning all primary customer communication for relationship strategies, sales plans, proposal strategies and contract negotiations

- Working closely with SUBNET’s project services team to provide leadership for business development including product presentations and demonstrations, quotations, RFI responses, and RFP/RFQ responses

This position is responsible for the following:

- Responsible for conducting customer business needs analysis, gathering technical details for new feature requests from customers.

- Performing lead qualification activities through cold calling and email communication to identify customer needs and potential fit with SUBNET products and services offering

- Obtain customer technical information including existing technical architecture, technical requirements, future needs, and existing pain points.

- Creating quotes for products and services as per the SUBNET standard quote process

- Working with management to create and manage key customer strategies

- Managing the RFP/RFI process for assigned accounts

- Maintaining a functional level of expertise in power systems communications standards and SUBNET products, solutions and professional services

- Being responsible for overall sales performance of accounts in sales territory

- Developing, supporting and providing effective demonstrations/presentations of SUBNET products and solutions and professional services

- Developing project plans with SUBNET customers

- Contributing to product specifications based on industry trends and customer requirements

- Facilitating case studies and success stories with customers and SUBNET product management

- Directly responsible for performing demos of SUBNET products as needed.

- Coordinating and promoting training tours

Required

- Bachelor’s degree (STEM major or business major with STEM minor preferred)

- Minimum 5 years of strategic sales experience in a B2B and B2Gsales environment in the electric sector

- Quick learner of technical systems with a strong ability to translate functionality into business needs.

- Proven track record in selling complex technical solutions

- Accountable for accurate revenue forecasts

- Proven track record exceeding revenue targets

- Authorized to work in Canada, and travel to the USA, and internationally.

Preferred

- Technical understanding and sales experience with SCADA communications, automation, and systems integration

- Successful sales experience in enterprise solution selling of complex services

- Strong knowledge of IoT (Internet of things) and with Microsoft desktop, embedded, and network environments

- Demonstrated success in developing accounts and winning new business

- Excellent communication skills (listening, questioning, written and verbal)

- Excellent organizational, time management and interpersonal skills

- Ability to adapt in a dynamic work environment and make independent decisions

- Detail-oriented with a strong customer service focus

- Advanced problem-solving skills and an ability to work with innovative solutions

- Excellent written and oral communication skills

- Excellent presentation and oral persuasion skills

- Ability to communicate in more than one language an asset

Benefits

- Medical, Dental, and Life Insurance

- Flex Time Leave

- Employee Spending Account

- Travel Per Diem

- Continuing Training and Education Program

SUBNET Solutions Inc. is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to mental or physical disabilities, family status, marital status, sex or gender, sexual orientation, pregnancy, age, religion or creed, nationality or citizenship, national or ethnic place of origin, ancestry, or race or color. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request to hr@subnet.com.