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Senior Sales Executive – Front Office Trading Systems

• JOB ID: 3311
• Boston or New York City

As a member of the North American Sales organization and of the Asset Management Business Line, the Senior Sales Executive will be responsible for selling our Client’s complete suite of Commercial Asset Management solutions. This seasoned representative will focus on managing a pipeline, the sales process, and closing of deals. The successful candidate will display a strong understanding of the asset management industry, especially the institutional asset management industry. He/She will be comfortable positioning solutions and products to senior-level executives. In addition to having 8+ years of sales experience preferably in the financial software arena, the ideal candidate will possess excellent verbal, written, interpersonal, and relationship selling skills.

Essential Duties/Responsibilities:

• Generate demand to grow and maximize sales revenue
• Generate prospects and manage a sales pipeline
• Build pipeline across assigned territory through business development and networking initiatives
• Develop and communicate effective business and action plans to address opportunities
• Coordinate and mentor the more junior sales consultants and appropriate support resources to successfully deliver sales solutions to clients
• Effectively position products
• Conduct needs/solutions analysis
• Develop and maintain a database of potential and existing opportunities
• Develop and maintain high-level relationships with key decision-makers
• Identify and understand key decision-makers, users and influencers at assigned customer organizations
• Generate and follow up on proposals/offers to prospects
• Conduct the negotiation
• Finalize the contract until closing of the deal
• Mentor and coach junior sales executives

Competencies:

• Task Management – Organizing and prioritizing tasks. Managing time to maximize personal productivity. Estimating task duration and completing tasks when promised. Multi-tasking.
• Judgment and Decision Making — Considering the relative costs and benefits of potential actions to choose the most appropriate one.
• Critical Thinking — using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems. Making good decisions and solving problems while under pressure.
• Attitude & Teamwork– Projecting confidence tempered with humility. Must be a team player willing both to steer the team towards success and to fully support the team when others are steering.
• Making Decisions and Solving Problems — Analyzing information and evaluating results to choose the best solution and solve problems.

Requirements:

• Minimum of 8+ years of successful direct selling experience to Asset Management industry
• Strong Asset management financial products industry experience, with the ability to talk on a peer-to-peer level with senior executives and business teams
• Highly energetic, pro-active, and creative
• Ability to close deals
• High performer
• Superior presentation skills, both oral and written
• Available and willing to travel up to 50% of the time

Sales Account Manager – Front Office Trading Systems

• JOB ID: 3312
• Boston or New York City

Our client has 20 years experience, 20 offices, covering 50 countries, more than 700 clients, they are close to 1300 employees providing global humanized technology solutions aimed at the investment management and credit community.

As a member of the North American Sales organization, the Account Manager is a hybrid role focusing on new business while also managing existing relationships. As a true “hunter, you will bring a proven track record of generating new business and expanding market share. You are comfortable positioning commercial asset management solutions and products to senior level executives and driving client retention, satisfaction, and management of commercial opportunities within client base.

This position requires an advanced client service approach, a high level of professionalism, strong analytical and problem solving skills and the ability to influence stakeholders and decision makers both inside the organization and within the assigned book of clients.

This is an excellent opportunity for a strong sales hunter with good command of the asset management, fin-tech space to have long-term, high earning potential through increased market penetration.

Essential Duties/Responsibilities:

• Generate demand to grow and maximize sales revenue
• Build pipeline across assigned territory through cold calling, business development, and networking initiatives
• Develop and execute sales strategy within assigned territory/market segment
• Identify prospects, build pipeline, and conduct effective, consultative meetings with prospects to assess needs/solutions analysis
• Develop and maintain a database of potential and existing opportunities
• Generate and follow up on proposals/offers to prospects
• Manage full sales cycle: Develop, advance, and close sales opportunities and software agreements
• Work in close coordination with executive management and other internal teams (Client Services, Marketing, Pre-Sales)
• Build strong and positive relationships with business owners, C-level executives, project sponsors, stakeholders, influencers, and decision makers to ensure highest level of client satisfaction and “referenceability” within assigned book of clients
• Proactively identify client’s needs and identify additional business/revenue opportunities using a consultative approach.
• Understand key initiatives, both short and long-term, at assigned client organizations and leverage that knowledge into business opportunities.
• Act as primary point of contact and escalation for assigned clients for all operational, commercial, contractual and service related deliverables (excluding day-to-day support).
• Develop and execute on action oriented tactical and strategic account plan for each client assigned.
• Assess customer satisfaction and value proposition achieved within client base on products and services retained by client.
• Actively contribute to knowledge sharing within the organization on client needs, trends and context as well as industry experience in support of the advancement of the entire suite of products and services.

Requirements:

• Bachelor’s Degree ( Finance/Technology Discipline or relevant professional experience).
• 8+ years of experience running the full sales cycle (cold call to close) of a complex solution; selling into traditional investment/asset managers, SaaS sales experience
• Must have exposure and proficient understanding of the asset management market, or a demonstrated ability to sell into this market
• Must possess a Hunter Mentality and exert an abundance of confidence
• A self-starter who is not afraid of taking the initiative and generating their own ideas on how to find and grow new business
• Persistent and motivated to overachieve against target
• Proven record of exceeding revenue targets, including achieving annual multi-million-dollar sales goals
• Demonstrated ability to foster strong relationships with key stakeholders, influencers, and decisions makers up to and including C-level suite
• Ability to analytically assess client satisfaction and value proposition.
• Proven ability to manage multiple priorities and balance client demands while meeting self-imposed deadlines for account management activities.
• Superior verbal and business writing skills.
• Superior presentation skills, both oral and written
• Excellent organizational and time management skills
• Ability to work independently but within a team environment
• Highly energetic, pro-active, and creative
• Ability to close deals.
• Travel is required for this position.

Contact: Pam Inglis – pinglis@rostie.com OR 1-800-647-0780 EXT 11129

It’s #TechTuesday – and Rostie & Associates is cooking with new roles across North America!

Looking to make a career change? Check out some of our #Hot Jobs!

Strategic Account Executive

• JOB ID: 3291,
• Remote – West Coast, USA

The world loves Postgres. If you work with developers or data scientists or anyone wrangling data, you’ll probably see a sticker with the tusks and trunk of the Postgres elephant on the lid of a nearby laptop. Our client has a lot to do with that. They have been major contributors to Postgres since the beginning, and they are proud to call thousands of boundary pushing customers our partners. Proud though they are, they are not resting on their laurels. There’s plenty of work to do. The good news is that everything they do will impact Postgres, which is to say that it will impact the world. No pressure!

Note: This person can be located anywhere in the Pacific Time Zone in the U.S.

They seek a seasoned sales professional to join their Strategic Enterprise team. As a Strategic Account Executive, you’ll partner with existing high-profile clients to understand and anticipate their needs, drive up-sell opportunities, and establish our client as critical to their success.

Is a growth mindset baked into your DNA? Do you understand how to build a business case, stay prominent, use resources properly, and manage complex deals through the sales lifecycle? If so, they want to speak with you!

Responsibilities

• Become a prominent resource to our Enterprise customers by defining and executing sales plans that will enable their success
• Qualify a subset of assigned accounts through a strong understanding of each company’s IT organization, strategic applications, DevOps initiatives, database install base, and vital IT initiatives
• Build business cases to establish value; develop and present proposals to customers with information that demonstrates our ability to meet the customers’ strategic objectives
• Meet and exceed quota through qualifying, managing, and closing sales opportunities with existing clients
• Grow existing customer share and expand into net new programs
• Drive account strategies and coordinate team-based selling efforts with internal stakeholders on a quarterly and annual basis

Requirements

• 10+ years of enterprise software sales success selling to executives and CIOs
• Ability to identify new revenue opportunities, conduct market research, and anticipate customer needs
• A strong command of the IT space (to assist in the ability to qualify and prioritize IT software development projects)
• Experience with myriad types of customer conversations; the ability to shift and evolve from a general technical focus up to more complex strategic discussions at the upper echelons of the business (executives)
• A proven capacity to manage time efficiently, meet personal goals, and work collaboratively with other members of the sales organization (SDRs, Sales Engineers and Customer Success Managers)
• Solid presentation skills (to collaborate with Sales Engineers and present pre-sales demos and assessments)
• A willingness to build out an ever-expanding knowledge of our products, competitors, and industry trends
• Ability to think and act independently within a fast paced multi-task driven environment
• Perpetual curiosity around problem solving
• Highly motivated and goal oriented
• Travel required ~25%

Pluses

• Relational database experience (PostgreSQL, Oracle, DB2, MySQL, & SQL Server)
• Experience with Salesforce.comOur client knows it takes a unique mix of people and skills to help them in their mission to supercharge Postgres, and they understand that not everyone will check every box. They would love to hear from you and we want you to apply!Our client is proud to be an equal opportunity workplace. They celebrate diversity and are committed to creating an inclusive environment for all employees. They were built on a commitment to trust and respect each other and to embrace an array of people and ideas. These values remain at the center of their culture and are key to their integrity.

Contact: Kevin Suitor – ksuitor@rostie.com or (289) 482-1316

Pre-Sales Engineer (Cyber Security)

• JOB ID: 3301
• Montreal & West coast, Canada

Role Overview:

The Sales Engineer is a customer-focused, highly technical sales professional who provides support and guidance to prospective and current customers, while collaborating with Sales Account Managers and partner organizations to recommend and develop appropriate Security-focused solution offerings. The Sales Engineer (SE) acts in a consultative fashion and is looked to as an expert in the Cyber Security field by the account team, channel partners and customers.

Company Description

Our client is a global company redefining the future of cyber-security. The company’s open and native extended detection and response (XDR) platform helps organizations confronted by today’s most advanced threats gain confidence in the protection and resilience of their operations. Our client’s security experts, along with an extensive partner ecosystem, accelerate technology innovation through machine learning and automation to empower over 40,000 business and government customers.

Job Description

The Sales Engineer is a customer-focused, highly technical sales professional who provides support and guidance to prospective and current customers, while collaborating with Sales Account Managers and partner organizations to recommend and develop appropriate Security-focused solution offerings.

The Sales Engineer (SE) acts in a consultative fashion and is looked to as an expert in the Cyber Security field by the account team, channel partners and customers.

What You Will Do:

• Understand the customer’s business requirements and how to map these to a solution that meets both their needs and budget
• Develop and present the benefits of products and services to both technical and non-technical audiences. Understand our clients differentiators. Research the technical requirements of an opportunity to scope and architect a solution that meets the customer’s needs
• Conduct Proof of Concept (POC) engagements on sales opportunities. This includes scoping the appropriate use cases in agreement with customer, installation and configuration of products. Provides POC report/findings once completed
• Collaborate with customer/partner network engineers, architects, operation support staff disciplines to determine the best comprehensive design, while supporting current and long-term needs of the infrastructure and related stakeholders
• Prepare and deliver customer presentations, including demonstration of products in-line with customer requirements and in support of marketing/partner activities
• Act as an interface between the Sales organization and technical staff to resolve outstanding issues, engaging product management/engineering as required
• Work closely with customers to grow and expand the implementation/integration of products
• If you feel you have 75% of the above and are confident you could learn the rest, please consider joining their team.

Day-to-day operations and interactions will involve some the following technology areas:

• Security Operations Center (SOC) Operations – SIEMs (ArcSight / Spunk), SOAR, xDR, Ticketing systems (Remedy), RBAC or similar
• Host-based Forensics and Windows Internals
• Network Forensics – Packet Capture and Analysis
• Cloud Infrastructure and Applications e.g. AWS, Azure, Openstack, Google cloud or similar
• Network Security – Firewalls, IDS / IPS, HTTP/SSL Proxies

Qualifications / Requirements:

• Experience in Cyber Security space and networking technology space
• Ability to collaborate and communicate with technical and non-technical personnel from deep geeks to top execs
• Excellent knowledge and experience with a wide variety of IT technologies and security solutions
• Overnight travel throughout the assigned territory/region is periodically required, very occasional long haul.

Additional Qualifications:

• Ability to independently prioritize and execute project tasks in a methodical and disciplined manner. Set and manage expectations with senior stake-holders and team members.
• Exceptional written and oral communication skills. This role requires an ability to understand and articulate both the business benefits (value proposition) and technical advantages of products and solutions.
• Familiarity with various hacking and exploitation tools and methodologies, common malware families, and Anti-Virus / IDS / IPS evasion techniques
• Knowledge of industry frameworks e.g. MITRE desirable
• CISSP or other security qualifications desired (but not mandatory)

Company Benefits and Perks:

Our client works hard to embrace diversity and inclusion and encourage everyone to bring their authentic selves to work every day. They offer a variety of social programs, flexible work hours and family-friendly benefits to all of their employees.

• Pension and Retirement Plans
• Medical, Dental and Vision Coverage
• Paid Time Off
• Paid Parental Leave
• Support for Community Involvement

Contact: John Anderson – john@rostie.com OR 1-800-647-0780 EXT 11122

Partner Account Executive – ISV/OEM

• JOB ID: 3269
• United States

This position is fully remote and can be based anywhere in the continental USA.

The world loves Postgres. If you work with developers or data scientists or anyone wrangling data, you’ll probably see a sticker with the tusks and trunk of the Postgres elephant on the lid of a nearby laptop. Our client has a lot to do with that.

”We’ve been major contributors to Postgres since the beginning, and we are proud to call thousands of boundary pushing customers our partners. Proud though we are, we are not resting on our laurels. There’s plenty of work to do. The good news is that everything we do will impact Postgres, which is to say that it will impact the world. No pressure.!”

Job Summary

We seek a Partner Account Executive. In this role, you will be responsible for the development of our partners across the Americas region. The role reports directly to the VP, Global Channels and Alliances. The position is hands on with full individual responsibility to drive revenue from across our various partners in the region. You’ll devise and manage enablement and communication, create strategic co-initiatives, and oversee tactical projects and co-marketing projects. This will require the candidate to garner support and manage resources internally across the sales and delivery operations as well as with the client.

Responsibilities

• Work with and report to the senior partner team to build revenue generating plans and develop new plans across the territory to ensure alignment of business goals
• Work closely with regional sales, PS and the technology teams to further develop the platform fit within the partner’s core business model as an OEM application provider

Create, support, track, and measure all sales initiatives with partners using our CRM system, Salesforce.com

• Design, implement, and execute business and GTM plans for each partner and build effective measurements that clearly show revenue milestones are being met
• Ensure partner teams are suitably trained and enabled to drive incremental revenue
• Manage partner relationships at Executive, Sales, and Technical levels
• Provide on-going communication and reporting to the global management team
• Develop and manage partners to effectively “scale out” our partner ecosystem across regions throughout the Americas

Requirements

• 10+ years of experience of delivering incremental revenue via the direct management of partners
• 10+ years of experience in high-tech sales, with particular reference to working with influential stake-holders from partners
• A track record of achieving individual and company revenue goals
• Demonstrated lengthy tenure experience and solid results working strategically and evangelizing with large SI’s, Technology Vendors and ISVs and local resellers
• Solid working knowledge and experience with the database or other infrastructure software products, either directly or from a competitive perspective is desirable
• Strong team player with an exceptional ability to work in a matrix team environment
• Solid program management and business development skills
• Excellent presentation and communication skills, both written and verbal
• Bachelor’s degree or equivalent
• Willingness to travel across the region (post-COVID)

Contact: Kevin Suitor – ksuitor@rostie.com or (289) 482-1316

Pre-Sales Engineer (Cyber Security)

• JOB ID: 3301
• GTA & Montreal, Canada

Role Overview:

The Sales Engineer is a customer-focused, highly technical sales professional who provides support and guidance to prospective and current customers, while collaborating with Sales Account Managers and partner organizations to recommend and develop appropriate Security-focused solution offerings. The Sales Engineer (SE) acts in a consultative fashion and is looked to as an expert in the Cyber Security field by the account team, channel partners and customers.

Company Description

Our client is a global company redefining the future of cyber-security. The company’s open and native extended detection and response (XDR) platform helps organizations confronted by today’s most advanced threats gain confidence in the protection and resilience of their operations. Our client’s security experts, along with an extensive partner ecosystem, accelerate technology innovation through machine learning and automation to empower over 40,000 business and government customers.

Job Description

The Sales Engineer is a customer-focused, highly technical sales professional who provides support and guidance to prospective and current customers, while collaborating with Sales Account Managers and partner organizations to recommend and develop appropriate Security-focused solution offerings.

The Sales Engineer (SE) acts in a consultative fashion and is looked to as an expert in the Cyber Security field by the account team, channel partners and customers.

What You Will Do:

• Understand the customer’s business requirements and how to map these to a solution that meets both their needs and budget
• Develop and present the benefits of products and services to both technical and non-technical audiences. Understand our clients differentiators. Research the technical requirements of an opportunity to scope and architect a solution that meets the customer’s needs
• Conduct Proof of Concept (POC) engagements on sales opportunities. This includes scoping the appropriate use cases in agreement with customer, installation and configuration of products. Provides POC report/findings once completed
• Collaborate with customer/partner network engineers, architects, operation support staff disciplines to determine the best comprehensive design, while supporting current and long-term needs of the infrastructure and related stakeholders
• Prepare and deliver customer presentations, including demonstration of products in-line with customer requirements and in support of marketing/partner activities
• Act as an interface between the Sales organization and technical staff to resolve outstanding issues, engaging product management/engineering as required
• Work closely with customers to grow and expand the implementation/integration of products
• If you feel you have 75% of the above and are confident you could learn the rest, please consider joining their team.

Day-to-day operations and interactions will involve some the following technology areas:

• Security Operations Center (SOC) Operations – SIEMs (ArcSight / Spunk), SOAR, xDR, Ticketing systems (Remedy), RBAC or similar
• Host-based Forensics and Windows Internals
• Network Forensics – Packet Capture and Analysis
• Cloud Infrastructure and Applications e.g. AWS, Azure, Openstack, Google cloud or similar
• Network Security – Firewalls, IDS / IPS, HTTP/SSL Proxies

Qualifications / Requirements:

• Experience in Cyber Security space and networking technology space
• Ability to collaborate and communicate with technical and non-technical personnel from deep geeks to top execs
• Excellent knowledge and experience with a wide variety of IT technologies and security solutions
• Overnight travel throughout the assigned territory/region is periodically required, very occasional long haul.

Additional Qualifications:

• Ability to independently prioritize and execute project tasks in a methodical and disciplined manner. Set and manage expectations with senior stake-holders and team members.
• Exceptional written and oral communication skills. This role requires an ability to understand and articulate both the business benefits (value proposition) and technical advantages of products and solutions.
• Familiarity with various hacking and exploitation tools and methodologies, common malware families, and Anti-Virus / IDS / IPS evasion techniques
• Knowledge of industry frameworks e.g. MITRE desirable
• CISSP or other security qualifications desired (but not mandatory)

Company Benefits and Perks:

Our client works hard to embrace diversity and inclusion and encourage everyone to bring their authentic selves to work every day. They offer a variety of social programs, flexible work hours and family-friendly benefits to all of their employees.

• Pension and Retirement Plans
• Medical, Dental and Vision Coverage
• Paid Time Off
• Paid Parental Leave
• Support for Community Involvement

Contact: John Anderson – john@rostie.com OR 1-800-647-0780 EXT 11122

 

It’s #TechTuesday – and Rostie & Associates is cooking with new roles across North America!

Looking to make a career change? Check out some of our #Hot Jobs!

Director, Software Engineering

• JOB ID: 3298
• Ontario, Canada

Our client takes the uncertainty and bias out of the hiring process. Their pre-hire assessments provide actionable insights into a candidate’s personality, cognitive, and behavioural attributes and predict both their chances of success within a role and within the culture of an organization.

Their core tenets are more than just buzzwords. Their guiding principles of accountability, teamwork, transparency, balance, and respect are built into every aspect of the company from the relationships they create with their clients to the care with which they build and test their assessments.

This position will ideally be based in the Greater Toronto Area, Kitchener/Waterloo or Ottawa.

People Management

• Managing the team: organizing people (3 – 5 person team) around the technical tasks
• Managing the team: organizing people, managing career advice, negotiating raises, vacation, etc.
• Responsible for team’s career development
• Provide detailed guidance, feedback and direction to designer
• Apply industry standard product management strategy frameworks to support the team

As the Engineering Lead…

Technical Leadership

• Training and mentoring the team on specific technologies and techniques
• Technical input on the final, big picture architecture of the software stack
• Auditing and reviewing technical work of the team to identify risks, mistakes, and conformance with expectations and specifications

Operations

• Running and maintaining cloud infrastructure and software deployments that make up the service offering
• Managing change requests to evolve operations in step with development work
• Managed database changes

Research and Development

• Exploring new techniques and technologies for growth
• Exploring and redesigning psychometrics, report content, etc. for future product requirements and long-term maintainability

Software Development

• Participate and lead day-to-day development efforts
• Pitch in with bug fixes and some difficult development work
• Integration and API services development

QA

• A lot here is delegated, but Director, Software Engineering ultimately responsible
• Testing and final sign off
• Test plan management
• Developing test automation (reflect)

Strategy & Methods

Software Development Methodology

• Defining the software development practices that the organization will follow
• We’re an agile/scrum shop, 2 weeks sprints

Strategy

• Reach consensus with the team regarding implementation strategy
• Work with engineers to determine trade-offs in terms of complexity, depth and timelines
• Work with designer for consistency in design components and user experience
• Manage expectations of internal team and stakeholders by effectively prioritizing engineering resources
• Use data from Mixpanel and SQL database queries to inform product and design decisions
• Employ a MVP mindset to provide technical guidance on the phase out of releases and learn from user interactions
• Keep up to date with new and upcoming engineering and design frameworks
• Present digestible findings and action plans to internal stakeholders

What an Incredible Candidate Looks Like…

• Significant (2+ years) experience leading an engineering team of 3 – 5 people
• Proven track record of success working with engineering, design and product
• Commitment to quality & excellence
• Solid understanding of platform test requirements

Technical Capabilities …

• 10+ years of experience in Full Stack Software Development
• 2+ years of experience in building and supporting API Integrations
• Tech Stack Must Haves: PHP, Laravelle, Vue.js, Python, RUST, SQL, API (REST, SOAP etc.),
• AWS (EC2, Lambda, Auto Scaling, DynamoDB, Cloud Watch, S3 and SDS), GO

Bonus Points…

• Experience in HR tech space
• This is a remote position with occasional meet-up’s at head office in downtown Toronto situated closely to Union Station and the Island Airport.
• Ideally, the successful candidate will be based in the Greater Toronto Area, Kitchen/Waterloo or Ottawa.

Contact: Kevin Suitor – ksuitor@rostie.com or (289) 482-1316

Enterprise Account Manager

• JOB ID: 3285
• Toronto, ON

Since 2004, our client has been a trusted partner to security-conscious organizations. Effective security is based on the right combination of expertise, intelligence, and adaptive technology, and our clients SaaS platform scales decades of front-line experience and industry-leading threat intelligence to deliver a range of dynamic cyber defence solutions. Their approach helps organizations develop more effective and efficient cyber security programs and instills confidence in their readiness to defend against and respond to cyber threats.

Job Description

The Enterprise Account Manager (EAM) is responsible for sales opportunities of their family of solutions within a defined list of accounts. Specifically, this position is responsible for assessing opportunities, developing account plans, contract negotiations, and post sales account management of the assigned Enterprise accounts. The successful EAM is expected to leverage and partner with the Channel Sales team on lead generation, account planning and new account development and/or expanding existing accounts. Further, the EAM is expected to sell the entire product line and must effectively represent the full suite of products and services using technical, organizational and customer knowledge to influence customers and assist them in applying the products/services to their needs, resulting in revenue generation.

Responsibilities:

This role requires a deep understanding of the market and technologies that the client sells, including our business/industry, our competitors and the ability to use this knowledge to plan for the future. The successful EAM drives a superior customer experience by delivering technology solutions tailored to customer needs and is able to meet and beat their assigned quota. Additionally, the EAM must demonstrate success in the following areas:

• Opportunity Assessment: Personally, oversee and be the primary point-of-contact for named Enterprise accounts. Key deliverable: Value-add product, maintenance, and services opportunities are clearly identified and validated with partners and other resources.
• Account Plan Development: Working with Partner and Channel resources, the successful EAM will develop and prepare an actionable strategic sales plan for top accounts with the largest sales opportunities. Key deliverable: Clearly documented strategic sales and account plans, including short and long-term goals and actions for each named account and associated requirements for team members throughout sales cycle.
• Contract Negotiations: Participate in contract negotiations for named accounts. Key deliverable: Financially sound and resource supported contracts that are clearly aligned with the clients financial objectives while delivering value-added products, maintenance, and services to meet customer requirements.
• Post-Sale Management: Maintain awareness and status of all key contractual obligations within an assigned list of accounts, facilitating customer meetings and communications regarding deliverables where necessary. Key deliverable: Customer expectations are managed upfront, with ongoing status project updates, escalating unresolved issues to account team members and/or key customer sponsor. Effectively matrix-manages cross functional areas to achieve a high level of customer service.

Qualifications

• Must have 8+ years of enterprise software field sales experience
• 5+ years of security solution sales experience (e.g. managed services, threat intelligence, security consulting, etc.)
• Ability to successfully complete solo sales meetings and presentations, with little or no supervision at the highest level of an organization
• Understand the sales process, with acute listening and sales skills
• Ability to clearly articulate issues and concerns to management and support
• Willingness to travel, work odd hours, and be very available
• Excellent business writing and presentation skills
• Instinctive understanding of customer service and satisfaction, with ability to manage both

Additional Qualifications:

• Build strong business consulting relationships within assigned accounts and ensure alignment of internal resources i.e. Support, Systems Engineering, and Professional Services, to ensure consistency in the planning and implementation of high value solutions.
• Exercise strong financial skills in the evaluation and preparation of sales opportunities and sufficient organizational and project management skills to manage customer needs and drives issues to resolution; the EAM must also effectively matrix-manage cross functional areas to deliver total solutions based on regional requirements.
• Lead sales strategy sessions for named accounts while contributing to and coordinating the execution of the account plans, ensuring the accurate production of account plans, business case preparation, appropriate contract presentation, and the effective delivery of account plan activities.
• Collect and communicate marketing requirements and competitive data, including pricing, feature needs, license models and value proposition strategies to product stakeholders.
• Maintain and ensure the accuracy and consistency of all sales data across all sales systems Consistently demonstrate strong product knowledge and ability to articulate our value proposition.

Contact: John Anderson – john@rostie.com OR 1-800-647-0780 EXT 11122

Director of Product

• JOB ID: 3293
• Ontario, Canada

Our client takes the uncertainty and bias out of the hiring process. Their pre-hire assessments provide actionable insights into a candidate’s personality, cognitive, and behavioural attributes and predict both their chances of success within a role and within the culture of an organization.

Their core tenets are more than just buzzwords. Their guiding principles of accountability, teamwork, transparency, balance, and respect are built into every aspect of the company from the relationships they create with their clients to the care with which they build and test their assessments.

This position will ideally be based in the Greater Toronto Area, Kitchener/Waterloo or Ottawa.

People Management

• Managing the team: organizing people (3 – 5 person team) around the product & design tasks
• Managing the team: organizing people, managing career advice, negotiating raises, vacation, etc.
• Responsible for team’s career development
• Provide detailed guidance, feedback and direction to designer
• Apply industry standard product management strategy frameworks to support the team

As Product Leader…

Technical Leadership

• Take ownership of all common product initiatives
• Establish and maintain product roadmap
• Prioritize product initiatives with input from internal stakeholders and clients, using KPIs to evaluate and understand product value
• Engage with business, marketing, customer success and engineering leaders to drive product discovery
• Engage with clients to collect product development insights and feedback, through customers interviews, surveys, product webinars and more
• Collaborate with designer to create low and medium fidelity wireframes, collaborate to 2
• Responsibility for the final, big picture architecture of our software stack
• Auditing and reviewing work of the technical team to identify risks, mistakes, and conformance with expectations and specifications

Product Launch Support & Operations

• Preparing releases, managing the release process – change logs, notifications, etc.
• Work with stakeholders and internal team for testing and launch checklists
• Assemble training materials and video walkthroughs of new product launches

Research and Development

• Conduct competitive research to determine key insights, best-in-class industry examples and propose actionable projects from insights
• Regularly present insights and research findings to internal stakeholders
• Work with designer to discover and apply experimental designs
• Exploring new techniques and technologies for growth
• Exploring and redesigning psychometrics, report content, etc for future product requirements and long term maintainability

QA

Director, Product is ultimately responsible for:

• Testing and final sign off
• Test plan management
• Developing test automation (reflect)

Shared with Director, Software Engineering –

Software Development Methodology

• Defining the software development practices that the organization will follow
• We’re an agile/scrum shop, 2 weeks sprints, some elements of Shape Up
• Run stand-up, sprint planning and retrospectives
• Act as “Scrum master”
• Organizing and tracking work – writing stories/tickets, cleaning up old tickets
• Ultimate responsibility for this falls with Director, Product – but can and should be influenced and implemented by both the Director and Director, Software Engineering.

Strategy

• Ideate, test and iterate intelligent software interaction models and visual interfaces
• Collaborate with engineers during product discovery, planning and development phases of projects
• Create user stories and epics on JIRA
• Reach consensus with the team regarding implementation strategy
• Work with engineers to determine trade-offs in terms of complexity, depth and timelines
• Work with designer for consistency in design components and user experience
• Manage expectations of internal and stakeholders by effectively prioritizing resources
• Use data from Mixpanel and SQL database queries to make product and design decisions
• Employ a MVP mindset to phase out releases and learn from user interactions
• Keep up to date with new and upcoming product, engineering and design frameworks
• Present digestible findings and action plans to internal stakeholders

What your day-to-day at will look like…

• Engaging with business, marketing, customer success, and engineering team members to drive product development and product strategy in areas related to existing offerings and new markets
• Taking ownership of all product elements
• Engaging with our clients to collect product development insights and feedback, via customer interviews, surveys, training videos and product webinars.
• Building and nurturing relationships with engineers on technical details, understanding the implications of certain decisions, and trade-offs in terms of complexity, depth, and timelines.
• Collaborating with our designer to ideate, test, iterate and implement intelligent software interaction models and visual interfaces.
• Prioritizing and sequencing deliverables using JIRA, product roadmaps and release timelines to support the growth of products and business units.
• Distilling very technical concepts to business users and vice versa.
• Conducting research to identify, and adapt to, industry trends and competitive factors.
• Defining, measuring, and monitoring key performance indicators to evaluate and understand product value.

You will thrive at with our client if you have…

• 5+ years of demonstrated success in Product Management roles at SaaS software companies
• Platform Strategy & Integrations (25%)
• User interview / User Interaction / User Experience (20%);
• Product Strategy / Planning, Sprint Planning, Roadmap, Product Discovery (30%)
• Competitive Research (25%)
• Love keeping up to date with new and upcoming product, engineering and design frameworks
• Can manage expectations of internal and external stakeholders by effectively prioritizing resources, working, and negotiating product / project needs;
• Are data-driven – create/understand analytics frameworks & user flows;
• Have a growth background (product growth – MVP launch, scaleup/out; alignment with existing platform) with an experimentation mindset
• Are an excellent communicator with a collaborative attitude
• Can present digestible information to stakeholders
• Bachelor’s degree or equivalent work experience in Engineering, Computer Science, Design or a related field of study

Bonus Points…

• Experience in HR tech space
• This is a remote position with occasional meetup’s at head office in downtown Toronto situated closely to Union Station and the Island Airport.

Contact: Kevin Suitor – ksuitor@rostie.com or (289) 482-1316