Client Principal

This is a remote opportunity for candidates based in Canada, preferably in the Central or West Coast time zones. 

The Opportunity 

Growing and dynamic organizations are fuelled and driven by passionate and intellectually curious people. We’re looking to add more NearFormers who fit this profile. At NearForm we are in the fortunate position of having 10 years of experience delivering on mission-critical outcomes for our customers, while still retaining the start-up feel, transparency, and intimacy of a close-knit community of technologists. 

We build digital products that provide users of these products with fantastic digital experiences and allow enterprises to go to market faster, and improve customer experience while transforming their workflows and advancing our clients’ digital agendas. With recent significant investment into the business, NearForm is poised to scale its impact to more enterprises. 

Are you the right person to fuel this growth and add to a wonderfully collaborative culture?

The Role

We’re looking for an experienced sales professional to come on board in North America to help bring on new customer engagements while also nurturing existing customer engagements into longer-term strategic partnerships. 

As a Client Principal, you will identify, build, and nurture strong, lasting relationships with Enterprise clients. With the support of Marketing, you will bring innovative sales strategies to identify and drive potential client discussions and generate new business. In developing these revenue-producing relationships with decision-making CxO, VP, and Director level executives; you will drive the sales from initial prospect communication through contract execution. This account growth will come through cross-selling and up-selling working with a cross-functional squad including Marketing, delivery, consulting/pre-sales & solution architecting teams. This is an end-to-end role.

Our Ideal Candidate:

• Highly motivated, resilient and experienced consulting sales professional with the passion, energy and conviction to take on a new challenge 

• Possess strong commercial acumen and is able to demonstrate a track record of creating, selling and delivering technology consulting engagements 

• Able to overachieve in a fast-paced quota-driven environment 

• Process-driven and follows proven best practices to achieve success 

• Existing network within target Enterprise clients 

• Possess advanced negotiation skills 

• Provide an add to our culture; bringing energy, empathy, and fun to work daily

• Willingly embraces travel for essential face-to-face interactions and recognizes the pivotal role these engagements play in fortifying lasting relationships.

Primary Responsibilities:

• Identifying and closing new business within current clients

• Develop new, up-sell and cross-sell opportunities by promoting NearForm propositions and capabilities, and leveraging ongoing client relationships 

• Lead bids and manage the sales/negotiation process through to the signing of the Statement of Work 

• Work with NearForm’s network of strategic partners to identify new business opportunities and increase customer value.

Experience Guidelines:

• Deep expertise in technology-related sales with several years of specific professional services sales to senior-level executives of Fortune 2000-type companies

• Track record of meeting or exceeding sales/margin quotas by establishing, expanding and closing complex, high-value consulting service engagements 

• Ability to forecast deals and resource requirements with background details supporting your assessment 

• Strong team selling background: ability to lead a matrix team of people through complex sales cycles with inside sales, field engineering, and field consulting 

• Exceptional verbal and written communication skills with the ability to make compelling presentations to an audience of diverse business stakeholders 

• Strong organization, time management, and prioritization skills.

Benefits

• Healthcare and RRSP; 

• Enjoy a comprehensive paid time off package, encompassing holidays, sick leave, and flexible vacation days. Take the time you need to recharge, care for yourself, and make the most of your moments outside of work.

• Work remotely: we have a genuine dedication to work/life balance.

• Work flexibility; we appreciate there are more important things in life than work so our flexible working culture allows you to work around what matters - school run, no problem!

• Home Office Support: Receive a home office stipend to help you create a comfortable and productive workspace.

• Investment in Growth: Access a generous professional development budget to support ongoing learning and career growth.

• Positive Company Culture: Join a positive and collaborative company culture that places value on work-life balance.

• The Wellness Hub: We have a genuine commitment to fostering/improving Nearformers’ wellbeing; we offer resources and support, including a Nearform advice line which offers confidential support for anything from relationship issues to staying healthy.

Although we are widely dispersed, NearFormers are a tightly-knit team. We trust one another and care about our colleagues. We all get together in person at our annual company retreat, of course when we’re not faced with a global pandemic! Building on our open-source origins, we promote the sharing of thoughts, knowledge and ideas.