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Toronto, Ontario, Canada
Remote only
This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for an Enterprise Solutions Lead based in Canada.
This is a senior, strategic sales role focused on helping communications service providers modernize and transform their businesses through cloud-based solutions.
You will lead complex enterprise sales cycles across major and national accounts, engaging stakeholders from business leaders through C-level executives.
The role combines consultative selling, strategic account planning, business-case development, solution positioning, and executive relationship management.
You will translate customer needs into compelling technology solutions while partnering closely with product, engineering, customer success, and account teams.
The environment is highly collaborative and matrixed, with extended sales cycles and sophisticated customer requirements.
You will also contribute market insight, customer feedback, and industry expertise to strengthen solution strategies and go-to-market initiatives.
This opportunity is well suited to an experienced SaaS sales professional who thrives on complex deals and strategic customer relationships.
Lead strategic sales initiatives for cloud SaaS and related solutions across Tier I and Tier II communications service providers, ISPs, and cable/MSO organizations.
Develop and execute strategic account plans, supporting complex account management, opportunity qualification, stakeholder mapping, and long-term customer engagement.
Conduct sophisticated discovery conversations to understand customer requirements, business priorities, operational challenges, and opportunities for transformation.
Manage complete enterprise sales cycles, from identifying and qualifying opportunities through solution evaluation, business-case development, negotiation, and close.
Engage senior executives and business leaders through compelling presentations, product demonstrations, executive briefings, industry events, and account-specific initiatives.
Build business cases and ROI models that demonstrate the commercial and operational value of proposed SaaS solutions.
Support product evaluations, solution assessments, OSS/BSS integration discussions, and successful solution deployments in collaboration with technical and customer-facing teams.
Work effectively with solutions specialists, engineering, customer success, product, and dedicated account teams to progress opportunities from business champions through C-level decision-makers.
Monitor market conditions, competitive activity, customer needs, and partner dynamics using available sales enablement and market intelligence tools.
Provide actionable customer and market feedback to support product development, positioning, pricing strategies, use cases, and best-practice initiatives.
Contribute to field training and sales enablement programs that improve solution-selling capabilities and strengthen enterprise sales execution.
Manage territory and account priorities with strong ownership of pipeline development, strategic opportunities, and long-term revenue growth.
10+ years of quota-carrying software, cloud, SaaS sales, or strategic account management experience.
Proven success selling complex SaaS solutions and managing sophisticated, extended enterprise sales cycles.
Established relationships with national, strategic, or major communications service provider accounts is highly valuable.
Experience selling directly to broadband service providers, Tier I or Tier II ISPs/CSPs, and/or MSO/cable operators is an asset.
Strong understanding of strategic account selling, including opportunity identification and qualification, stakeholder mapping, business-case development, and strategic account planning.
Exceptional presentation, written, verbal, and executive communication skills, with confidence engaging C-level and senior business stakeholders.
Demonstrated ability to understand customer requirements through consultative discovery and translate them into compelling technology and business solutions.
Experience managing complex sales involving multiple stakeholders, technical evaluations, integrations, business propositions, and extended decision cycles.
Ability to work effectively within virtual, cross-functional, and matrixed teams involving sales, engineering, solutions specialists, customer success, product, and account leadership.
Strong commercial judgment and the ability to manage competing priorities across strategic accounts and territories.
Ability to operate independently while maintaining close alignment with broader account and leadership teams.
A customer-focused, consultative, and results-oriented approach to enterprise selling.
Valid driver's license required.
Competitive compensation structure with on-target earnings varying according to geographic location and individual qualifications.
Remote work opportunity available in Canada.
Full-time position within an innovative, cloud-focused technology environment.
Opportunity to work with major and national communications service providers on complex digital transformation initiatives.
Exposure to senior executives and strategic enterprise customers.
Collaborative, cross-functional environment involving sales, engineering, product, customer success, and account teams.
Opportunity to contribute to product strategy, pricing, use cases, sales enablement, and go-to-market initiatives.
Additional benefits and compensation details are shared during the recruitment process based on candidate location and applicable factors.