Account Executive, Vancouver

Position: Account ExecutiveLocation: Vancouver, British ColumbiaAbout Compugen:Compugen is one of Canada's top Information Technology (IT) solution providers with extensive service and support resources. Our vision is to simplify the business of technology, together by focusing on business objectives and outcomes, aligning the most relevant and effective IT solutions to meet those requirements and providing extraordinary ongoing support capabilities.Every day, over 1500 dedicated employees across Canada focus on providing extraordinary customer service and support experiences to private and public sector organizations. Since 1981, the Compugen team has developed a strong reputation with market-leading vendors and customers, for creating, implementing and supporting creative IT solutions that delight thousands of customers.Canadian organizations of all types are dealing with Digital Transformation strategies related to four IT industry mega-trends: Cloud, Mobility, Big Data and Social Media Platforms. There are major shifts that are taking place in businesses and in IT that are unfolding with unprecedented speed. Compugen is uniquely positioned to empower customers to embrace and leverage the benefits from these four mega-trends with new, relevant IT-based strategies and solutions while operating and maintaining cost-effective technology infrastructure and processes for datacenters and end user environments.Compugen's success comes from our focus on our people and aligning to our cultural values of being: Driven to make a differenceRelentlessly CuriousCollaborative to the Core Account Executive, Public Sector We are searching for an exceptional Senior Sales Professional to support existing Public Sector customer business as well as actively grow our business through new customer acquisition and additionally expanding our footprint with existing customers. As a Senior AE you will work to develop and maintain customer relationships at the executive level based out of Vancouver and with a focus on the BC market. You will require an experienced understanding of how Public Sector business works which may include Provincial Govt, Healthcare, Crown Corps, Education, and Municipal Govt Segments. You will be relentlessly curious and understand how to support large complex accounts and our Services led business. By prospecting, communicating value, developing long term relationships, and closing deals in your territory, your success will play an integral role in building our long-term customer experiences while achieving sales revenue goals.Join a team that is invested in your future, who provides training, coaching, and career path development. Your voice matters and we want to hear it. Our sales team works together to test new ideas before we go all in. If you are someone who gets things done, entrepreneurial, is curious, and coachable, come make Compugen the place to learn, grow, and accelerate your career.Responsibilities:Account Management: Build c-level, VP and Director level relationships.Manage and maintain opportunities and current Compugen VORs, contracts, and clients.Work with clients to understand requirements and translate to the technical team to build relevant and compelling proposals.Work closely with key partners on strategies that will support our clients.Negotiate and manage Requests for Proposals in a professional manner.Cultivate and nurture senior-level relationships within the opportunities to foster account growth.Support Monthly Operations Reviews, Quarterly Business Reviews and Executive Business Reviews. Sales Targets: Exceed required sales targets in both product and services categories for both revenue and margin.Stay updated on new technology and Compugen's products and services to provide expert guidance to clients.Demonstrate exceptional teamwork in all activities and work effectively with Compugen's sales, administrative, and technical teams.Work closely with partners to strategize your accounts.Builds C-Suite Level Relationships easily and effectively. Opportunities Sales Strategy: Develop and execute strategies for existing VOR renewals and potential new VORs.Develop and keep current account and territory plans to help internal teams and partners to align to strategy within client account.Define strategies to leverage current opportunities VORs, specifying which to leverage, why, and how.Formulate an opportunities direct client acquisition strategy, identifying which clients to target, why, and how.Provide insights into opportunities as an IT organization, including Lifecycle procurement, managed services, IT Resourcing, Professional Services and Consultative selling.Profile IT projects for small to larger fully managed services opportunities.Understand opportunities and IT’s key concerns and initiatives.Define Compugen's message and its delivery methods. Skills and qualifications, you’ll bring: 5 to 10+ Technology Sales Professional experience with strong track record of sales performance in Infrastructure Solutions and ServicesStrong proven relationships at the executive levelExperience with governance and executionRFP process understanding and responseStrong business acumenDemonstrated competitive aptitude in establishing and developing accounts, business acumen, strong customer focus, self-confidence, and the ability to manage business relations.Proficiency in providing executive-level presentations and written proposals.Experience and proficiency with opportunities RFPs, RFP responses, and RFP response strategies.Proven ability to develop long-term and mutually beneficial relationships within the opportunities.Capability to think and plan both tactically and strategically.Proficiency in understanding and presenting complex solutions effectively.Strong Governance mindset.Ability to coach and collaborate with broader teams. What you’ll love about us: Every day, over 1800 dedicated employees across Canada focus on providing exceptional customer service and support experiences to private and public sector organizations. Since 1981, the Compugen team has developed a strong reputation with market-leading vendors and customers, for creating, implementing and supporting innovative IT solutions that delight thousands of customers.We value and celebrate the diversity of our team and welcome applications from racially visible persons, Indigenous peoples and persons of the LGBTQ+ community.Most importantly, we love to work hard, and we love to have fun. We’re in it to win it.What Compugen Offers You: Opportunity to make a difference in the constantly evolving world of TechnologyAbility to help our customers realize new possibilitiesExciting, fast paced challenging work environmentA culture where authenticity and diversity is valuedProfessional Development OpportunitiesParticipation in WIT (Women In Technology) NetworkOpportunities to give back to our local communitiesCollaborative supportive team membersRemote work/hybrid work options availableWork/life flexibility Equity StatementConsistent with our commitments to equity and diversity, we actively recruit from all designated groups. We also provide employment accommodation upon request to current staff members and to applicants during the recruitment process. We aim to provide a work environment where excellence is allowed to flourish, and diversity is prized. Compugen is committed to providing accommodation throughout the interview and employment process. If you require an accommodation, the hiring manager and the human resources contact will work with you to meet your needs.#LI-SB1