Senior Strategic Accounts Manager

Senior Strategic Accounts Manager

Who We Are

Teranet is Canada’s leader in the delivery and transformation of statutory registry services with extensive expertise in land and commercial registries. We also market insightful property and data solutions, as well as practice management automation to thousands of customers in the real estate, financial services, government, utilities, and legal markets.

Connect. Grow. Thrive Together.

To learn more about who we are visit our website: www.teranet.ca

About the Role

The Government & Utilities (G&U) team continues to grow and requires a Senior Strategic Accounts Manager – Government & Utilities with a background in sales and business development. The primary role of the position will be to grow the business and top-line revenue via prospecting, relationship building, and account management for Teranet and the Property Solutions - G&U business. You will be accountable for all aspects of the sales process from lead generation to deal closure and will include a product and solutions portfolio, covering a range of land management and geospatial solutions (such as but not limited to GIS, Mapping, Land Titles along with third-party data products & solutions) spread across the multiple verticals.

What You’ll Be Doing 

• Ability to plan and execute against a comprehensive territory strategy aligned with revenue and quota objectives.

• Manage lengthy, complex sales cycles selling both products and solutions ranging in value from tens of thousands of dollars to multi-million dollar deals.

• Capable of managing multiple sales opportunities from point solutions to larger needs-based selling using the complex sale methodology

• Identify and develop new strategic enterprise-wide business opportunities within existing accounts and through referrals from internal partners and other sales team members ( grow customer base )

• Detailed account mapping of existing customers and prospects with a focus on the key decision-makers, influencers, and the approval and budgetary process

• The present breadth of product knowledge and be able to identify solutions specific to the client’s environment and needs.  Generally, promote usage of all of Teranet’s Property Solutions products and services with a focus on enterprise-wide opportunities (Grow Revenue ) 

• Prepare and present strategic sales presentations to key decision-makers based on thorough “needs-based” selling skills

• Responsible for researching and sourcing leads

• Participate and attend various marketing campaigns and events such as trade shows, conferences, etc.

• Conduct in-person strategic presentations and demonstrations with qualified prospects.

• Solicit feedback regarding products and services and work with internal partners for development and market intelligence.

• Able to maintain accurate account records and strong pipeline management skills related to forecasting efforts

• Personally own and retain specific (core) strategic accounts with the responsibility to build develop key client relationships at a senior level and identify business opportunities.

• Work collaboratively with internal & external business partners: ESR Mapping, Marketing, Product Development, 3rd Party Vendors, and develop relationships with other individuals and organizations within the Geospatial community

About You

• Knowledge of GIS & Mapping related products and solutions, spatial technologies, and their applicability to information management is a strong preference.

• 3-5 years in a similar capacity selling products and/or solutions into the Municipal, Utility, and/or Commercial markets.

• Proven sales and business development experience and ability to engage stakeholders and key decision-makers within the Municipal, Utility, and/or Commercial markets is a strong preference.  

• Experience with Salesforce.

• Proven experience managing lengthy, complex sales cycles within the Municipal, Utility, and/or Commercial markets selling both products and solutions ranging in value up to multi-million dollar deals is a definite PLUS.

• Knowledge of various GIS-centric solutions such as but not limited to Ortho & Oblique imagery, Aerial & Mobile LiDAR, Planimetric and/or Feature Extraction Services, 3D Modeling, LOD Building Creation, Mobile/Web App development, and Cloud-based data products is a definite PLUS.

• Ability to understand the various markets and how customers operate (value chain) while at the same time applying strategic thinking in the proposal and pursuit of business development opportunities.

• Strong ability to foster, build and maintain relationships.

• Business mindset and acumen, with an ability and focus on delivering solutions that add value to the overall business units and business success.

• Collaborative in approach to working with organizational and client partners and business partners in developing and executing solutions

• Strong communicator and commitment to quality and excellence of work

• Resourceful and resilient in ways of working in an evolving business.

• Highly organized; can manage a variety of work priorities with ease.

Why Teranet

We may be a global innovator in electronic services and solutions who operate one of the most advanced and secure registration systems in the world, but we’re so much more than that!

Our Extraordinary People.

Together, we are passionate, driven, resourceful, and authentic. We collaborate, engage, motivate, and inspire brilliant results and never forget to celebrate our wins along the way!

Growth Opportunities.

We not only encourage a culture of openly talking about our career aspirations, but one where we truly invest in the continuous learning, development, and growth of our people.

Our Work Environment.

Let’s face it. We spend a lot of our time working, so the atmosphere is everything! We believe in cultivating a work environment that makes our people feel comfortable, engaged, appreciated, and happy.

Company Culture & Core Values.

Our company culture and core values are the core of our identity. They define who we are, how we engage with each other and our clients, and how we conduct business every day.

What We Offer

• Market-competitive pay structures

• Paid Vacation & Sick Leaves

• Maternity, Parental and/or Adoption Leave Top-Up Program

• 100% Employer-Paid Health Benefit Plan

• Retirement Savings Plans with Employer Matching Scheme

• Ongoing Financial Wellness Seminars

• Corporate Discounted Programs + Wellness Program

• Employee Assistance Program (EAP) for our employees and their families!

At Teranet, we are committed to fostering an inclusive, accessible environment, where all employees and customers feel valued, respected, and supported. We are dedicated to building a workforce that reflects the diversity of our customers and the communities in which we live and serve. If you require accommodation during the recruitment and selection process, please let us know and we will work with you to meet your needs.

Come As You Are. We Like You that Way!