Industry Development Specialist

Accountabilities:

Manage and develop an assigned portfolio of emerging, underserved, startup, and new accounts across Canadian industries, creating account plans and prioritizing growth opportunities.
Achieve or exceed assigned sales targets through strategic prospecting, qualified customer engagement, pipeline development, and revenue-generating activities.
Lead opportunities throughout the entire sales cycle, from initial outreach and discovery to solution positioning, proposals, pricing coordination, negotiations, contracting support, forecasting, and closing.
Identify customer priorities and conduct business and technical discovery to understand workloads, map requirements, assess solutions, and coordinate demonstrations and proof-of-concept activities.
Build and strengthen relationships with customers, stakeholders, channel partners, cloud providers, software companies, and other ecosystem participants across Canada.
Coordinate internal resources, including account managers, solution architects, technical specialists, product teams, marketing, and business development, to ensure effective opportunity progression and customer satisfaction.
Develop partner engagement strategies and recommend suitable sales channels, cloud solutions, software platforms, services, and partner-assisted approaches.
Maintain accurate CRM records, particularly in Salesforce, provide reliable forecasts, leverage approved AI-assisted research tools, and identify opportunities for post-sale growth and account expansion.
Adapt account development strategies to regional market needs and escalate accounts requiring broader commercial or technical support.
Requirements:
At least 4 years of relevant experience in inside sales, account development, business development, technology sales, or customer-facing go-to-market roles.
A minimum of 2 years of experience supporting customers in Canada, preferably within technology-focused industries.
Strong understanding of the Canadian business landscape, including customer expectations, partner ecosystems, procurement practices, and regional market dynamics.
Demonstrated experience managing an account portfolio, identifying prospects, qualifying opportunities, developing sales pipelines, and independently progressing deals.
Proficiency in Salesforce or a similar CRM platform, with strong pipeline management, forecasting, and reporting capabilities.
Experience supporting commercial sales activities, including proposals, pricing, internal approvals, negotiations, contracts, and closing processes.
Ability to lead customer discovery conversations and translate technical capabilities into relevant business solutions and measurable outcomes.
Strong collaboration skills, with the ability to coordinate cross-functional teams, technical specialists, business development resources, marketing, and external partners.
Excellent written and verbal communication, organizational, interpersonal, and relationship-building skills.
Ability to use AI-assisted research and workflow tools responsibly to improve productivity and commercial effectiveness.
Bachelor's degree or equivalent professional experience.
Additional assets that will help you stand out include:
Experience developing technology customer portfolios and strategic partner relationships across Canada.
Bilingual proficiency in English and French, particularly for engaging customers in Quebec.
In-depth knowledge of Canadian customer priorities, buying processes, industry ecosystems, and regulatory or operational considerations.
Experience selling or supporting solutions in AI, accelerated computing, cloud computing, data centers, networking, enterprise software, developer platforms, or IT infrastructure.
A proven track record of exceeding sales quotas and achieving strong pipeline development, revenue growth, and opportunity progression results.
Benefits:
Competitive compensation: Expected annual cash compensation ranging from CAD 125,000 to CAD 175,000, depending on location, experience, and other objective job-related factors.
Performance-based compensation: Compensation structured as 85% base salary and 15% variable pay.
Equity: Eligibility for equity compensation.
Benefits package: Access to an employee benefits program.
Flexible working arrangements: Remote work opportunity within Canada, with the position based around the Toronto or Montreal area.
Professional development: Opportunity to work at the forefront of AI, accelerated computing, cloud technologies, and advanced software innovation.
Collaborative environment: Work alongside experienced professionals and cross-functional teams in a highly innovative technology ecosystem.