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Account Executive - ORC-0037

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Mediagrif is a global leader in the development of a broad set of software-as-a-service (SaaS) solutions that optimize and accelerate commercial interactions between buyers and sellers. Our platforms and services empower businesses around the world, allowing then to generate billions of dollars in transactions on an annual basis.

Our E-Commerce team is looking for an Account Executive. As one of Orckestra’s AE, your mission will be to pursue new client wins by actively participating in business value propositions and in product presentations to target accounts. The AE participates in sourcing leads, in the development of presentations and sales propositions, negotiates pricing and contractual agreement to close the sale.  You are responsible for achieving sales revenue goals for an assigned territory and manage sales pursuits through forecasting, account resource allocation, account strategy, and planning. 

To this aim, you will need to understand the customer decision process, and develop relationships with key decision makers and channel partners through the sales cycle. Your success also depends on developing, building, and strengthening relationships with internal Orckestra stakeholders and in collaborating with solutions consultants and other subject matter experts with the ultimate objective of closing business in the assigned geographic territory.

Main responsibilities

  • Executes against the major steps of the sales process including finding new business opportunities, qualifying new opportunities, and closing new business;
  • Manages a named account sales territory;
  • Develops target named account strategies and tactical penetration plans;
  • Develops and maintains relationships at the “C” and “VP” levels of the defined target named accounts;
  • Coordinates and works collaboratively with pre-sales and professional services teams;
  • Develops third party relationships with channel partners and strategic alliances;
  • Identifies prospect needs at each of those levels and, when appropriate, presenting the Orckestra Commerce Cloud platform as a solution by identifying client’s needs;
  • Develops compelling value propositions based on ROI cost/benefit analysis;
  • Negotiates contract terms and pricing;
  • Reports competitive and customer resistance issues with possible solutions;
  • Contributes ideas and participates in marketing events;
  • Maintains opportunity updates in the company CRM, keeping sales management informed of the sales pipeline within the territory;
  • Provides accurate and timely sales forecasts;
  • Sells against annual revenue targets for software subscriptions and services.

Required Knowledge, Skills, and Abilities

  • Demonstrated sales track record in a regional sales role, preferably in a solution sales technology-related environment targeting mid-sized and large retailers (8-10 years’ experience and above is preferred);
  • Understanding of retail industry dynamics, omnichannel retailing challenges, related cost drivers, and customer needs;
  • Understanding of broad competitive solution footprints for the retail information systems marketplace is preferred (digital commerce is an asset);
  • Experience with insight selling methodology;
  • Be able to work with prospects to understand their business requirements and ROI models;
  • Ability to rapidly assimilate and then clearly articulate value propositions;
  • Ability to work cross functionally and collaboratively bringing in the right resources to bear at the right stage in the selling process;
  • Experience and success in selling high value, long lead time enterprise solutions software ($500K and above and 6 months in duration for individual transactions);
  • Proven new business development skills and sales quota attainment track record;
  • Mentality of a creative self-starter; ability to work independently and find a way into the prospect; in charge of his/her destiny with minimal support until the prospect is qualified;
  • Must have strong skills in the following: communication, presentation skills, negotiation, organizational and attention to detail;
  • Proficient networker. Ability to develop and leverage relationships with senior industry leaders and key influencers;
  • High comfort level and presence with senior retail executives;
  • An accomplished track record of selling multi-level to business, technical, IT people, and C-level executives;
  • Bachelor’s degree or equivalent is required;
  • Microsoft Word, Excel, and PowerPoint;
  • Regional travel is required for this role (approximately 50%) by land and/or air.

Our offer

  • A flexible work schedule (37,5 hour/workweek) in a friendly and dynamic environment.
  • Competitive salaries, a comprehensive group insurance plan as of day-1 and access to an employer-sponsored share purchase plan.
  • In addition to your vacation weeks, we offer you two (2) personal days, five (5) sick days and you get to enjoy a well-deserved paid break during the holiday season.
  • Mediagrif is committed to its employees’ quality of life and health and offers free coffee and fruit as well as free access to its Longueuil fitness room. You prefer Nautilus Plus, Energy Cardio or Idolem Yoga? Our various corporate agreements will save you money!

You enjoy socializing? In addition to your daily activities, the social club organizes many activities such as brunches, cocktails, sports activities, etc.

Mediagrif: who are we? 
A well-established Quebec company since 1996, we are experts in the development and operation of electronic business networks. Our mission is to provide to our customers innovative and efficient technological solutions.

How do we do it? 
We hire motivated, passionate team players who aren’t afraid to roll up their sleeves and who take pride in contributing to a common goal.

The position to be filled is within the E-Commerce team and more specifically on the following product:

Orckestra Technologies Inc., a Mediagrif product, is a leading provider of modern multichannel commerce solutions, offering a unique commerce platform to create and manage the most compelling web, mobile and in-store shopping experiences. Built on the open Microsoft Azure cloud, our Commerce OrchestrationTM platform provides a single, centralized commerce foundation that unites all retail systems and customer touch points and helps businesses grow their businesses in the global marketplace. We power digital innovation for leading retailers and brand manufacturers, maximizing revenue growth by delivering differentiated retail experiences faster while reducing IT and operating costs.

Up for the challenge? 
If you are interested in the challenge, please submit your resume to: emploi@primaressource.com

Only selected candidates will be contacted, but we thank you for your interest in the company.
Mediagrif adheres to an equity and equality in employment program.

Orckestra Montréal

1111, St-Charles Street West, East Tower Suite 255
Longueuil, Quebec
Canada J4K 5G4