Sales, Enterprise

Accountabilities

Own the full enterprise sales cycle across Canada, from identifying target accounts and initiating outreach to qualifying opportunities, presenting solutions, negotiating terms, and closing contracts.
Build a new Canadian sales territory from the ground up by identifying priority industries, accounts, and cities, developing prospecting strategies, and establishing a sustainable sales pipeline.
Consistently meet or exceed quarterly sales targets and contribute directly to overall revenue growth.
Identify, engage, and qualify enterprise customers across multiple industries, including organizations with up to 10,000 employees or students and cities with populations of up to 250,000 residents.
Conduct discovery meetings with technical and business stakeholders to understand customer requirements, operational challenges, and connectivity needs.
Deliver tailored product demonstrations, communicate the business value of integrated networking solutions, and develop compelling proposals that address customer priorities.
Build and maintain strong relationships with Canadian IT decision-makers, value-added resellers (VARs), managed service providers (MSPs), and other strategic partners.
Recruit, onboard, enable, and collaborate with channel partners to expand market reach, generate qualified opportunities, and support joint selling activities.
Represent the business within the Canadian IT community through partner events, industry meetups, networking activities, and customer visits.
Collaborate with sales engineers to scope complex deployments and develop solutions that align with customer requirements.
Maintain accurate customer relationship management records, manage the sales pipeline with discipline, and achieve forecast accuracy above 90%.
Work closely with international sales colleagues and cross-functional teams to share market insights, coordinate resources, and accelerate deal progression.
Secure reference customers and develop early success stories that strengthen credibility and facilitate future sales.
Share insights about Canadian customer needs, competitive dynamics, buyer behavior, and market opportunities with sales leadership, marketing, and product teams to refine positioning and go-to-market strategies.
Ensure smooth customer handoffs to deployment operations, product, and customer success teams to support successful implementation and long-term satisfaction.
Contribute to the future development of the Canadian sales organization as the market expands.
Requirements
Demonstrated experience selling complex technical products or solutions to enterprise customers in Canada, ideally within networking infrastructure.
Experience in enterprise sales involving networking, hardware, IT infrastructure, cloud services, cybersecurity, or related technology solutions. Candidates with strong technical aptitude and a proven ability to learn complex products quickly are also encouraged to apply.
A strong understanding of the Canadian technology market, including established relationships with IT leaders, VARs, MSPs, and other relevant industry stakeholders.
A consistent record of exceeding ambitious sales targets, achieving strong rankings among peers, or receiving recognition for outstanding sales performance.
Proven ability to generate pipeline independently through proactive prospecting, cold calling, outreach campaigns, networking, and strategic account development.
Experience opening new territories, launching products in new markets, or building customer relationships in regions with limited existing brand awareness is highly desirable.
Strong consultative selling, negotiation, presentation, and relationship-building skills, with the ability to engage both technical stakeholders and senior business decision-makers.
Ability to communicate complex technical concepts clearly and demonstrate their commercial value to prospective customers.
Familiarity with modern sales tools and platforms, such as Salesforce, LinkedIn Sales Navigator, Outreach, and Gong.
Strong organizational skills and sales discipline, including accurate pipeline management, forecasting, and opportunity tracking.
Experience working with channel partners and managing direct and indirect sales strategies.
Excellent collaboration and communication skills, with the ability to work effectively across sales, engineering, marketing, deployment, and customer success teams.
An entrepreneurial mindset, strong initiative, and a results-driven approach to overcoming challenges and closing complex deals.
Comfort operating independently in an emerging market, navigating ambiguity, and working remotely with colleagues based in other regions.
Willingness to travel within Canada for customer meetings, partner engagements, and industry events as required.
Benefits
Remote work: Flexibility to work remotely from Canada.
Career ownership: An opportunity to establish and develop a new enterprise sales territory with significant autonomy.
Professional impact: Direct influence on market expansion, revenue growth, customer acquisition, and the development of a Canadian go-to-market strategy.
Entrepreneurial environment: The opportunity to take initiative, experiment with sales approaches, and help shape a growing market.
Cross-functional collaboration: Work closely with experienced sales professionals, technical specialists, channel teams, product experts, and customer success colleagues.
Technical exposure: Represent integrated networking solutions that combine hardware, software, deployment, and ongoing operational support.
Strategic relationship building: Develop partnerships with enterprise customers and influential players in Canada's IT ecosystem.
Career development: Potential to contribute to the future growth and structure of the Canadian sales team.
Performance-driven opportunity: A role where strong sales execution and market development can have a measurable impact on business success.