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!
Sales Executive: Cloud Based Solutions for Digitalized Finance
- JOB ID: 3308
- Remote – East Coast, USA
Our client empowers CFOs and their teams to transform how they activate liquidity as a dynamic, real-time vehicle for growth and value creation, while also protection against financial risk. Their pioneering Active Liquidity Network connects internal applications for treasury, risk, payments and working capital with vital external sources such as banks, ERPs, trading platforms, and market data providers.
About the Role:
The Sales Executive is responsible for the entire sales process from prospecting to closing business. The Sales Executive is assigned the Private Equity, Asset Manager, and Broker/Dealer vertical to develop for their solutions in order to secure new subscription business based on their Software-as-a-Service business model. Working in collaboration with sales leadership and the sales operations team, the Sales Executive engages with Treasurer, Sr. VP and C-level contacts within prospective customers developing relationships and closing business at or above expected and assigned levels.
Essential Duties and Responsibilities:
- Build, nurture and execute pipeline in collaboration with Marketing, Partners and Business Development Representatives (BDRs) to drive new business.
- Own entire sales process from prospecting to close.
- Coordinate and lead responses to RFIs/RFPs.
- Present proposals in a professional manner.
- Collaborate with other teams including pre-sales, product, operations, and legal.
- Travel throughout USA.
- Ensure opportunities are accurately reflected and maintained in Salesforce, providing weekly updates, monthly projections and quarterly committed forecasts of sales activity and volume to management.
- Attend conferences and industry related events as requested.
- Prepare for meetings and tailor communications to address business needs of potential clients as part of the sales process.
Education, Experience and Skills:
- Results driven individual with a minimum 5+ years of successful experience in selling SaaS solutions required.
- Solid understanding and experience of selling into financial services (non-bank) space – private equity, asset managers, broker/dealers, etc. strongly preferred
- Strong background in selling to treasury and/or to the C-Suite.
- Knowledgeable about the industry, understands basic treasury concepts, and proactively updates on industry trends for personal and organizational knowledge.
- Possess superior written, verbal and strong interpersonal skills and be able to communicate technical information professionally in written responses to emails, RFPs, and verbally when presenting to prospects or internally.
- Understand the buying process in large corporates and how to navigate the decision maker network to close business.
- Strength in strategic, conceptual, and consultative selling.
- Experience using CRM sales applications, such as Salesforce.com.
- Possess excellent negotiating and professional networking skills.Has a deep understanding of customers’ businesses to push their thinking and take control of conversations to lead to the value that is unique to the client
- Intuitive and applicable understanding of how a company makes money and is critical to effective strategy execution; ability to realize the customers’ value drivers and business economics
- Able to change course of action in order to achieve the desired results
- Willingness to travel up to 50 percent of the time depending on assigned territory.
- Bachelor’s degree in Business, Administration, Economics, IT, Finance or MBA preferred
Our client values a strong work culture and sense of community and ownership among their global team. They live by their highly ethical value system to demonstrate their care and commitment to their clients and to each other. In hiring, they look for candidates that are a strong fit with their culture and values, as well as bring the talent and experience required by the position.
- Innovation: They foster innovation and entrepreneurial thinking across teams by rewarding employees for their achievements and encouraging efficiency and continual process improvement.
- Client Success: Their passion is to enable clients’ success. They do this by understanding their needs, and developing and managing solutions that provide them the insight to effectively drive decision making within their organizations.
- Accountability: Each team member takes personal responsibility for their actions. They are committed to their own continuous improvement and go the extra mile to meet clients’ needs.
- Respect: They respect each other’s ideas, efforts and commitments, and embrace diverse cultures and points of view. They achieve their goals through teamwork, responsiveness, open communication and a positive attitude.
- Excellence: They strive for excellence in all that they do and bring the passion and commitment to deliver on their promises. They achieve excellence through leadership, teamwork, transparency and integrity, and they are committed to recognizing employee achievements.
Contact: Pam Inglis – pinglis@rostie.com OR 1-800-647-0780 EXT 11129
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.com
- Our 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 centre 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
- Toronto, ON
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