Account Executive (Remote)

Account Executive

This role is 100% Remote. Ideal candidates will reside in Ottawa, Ontario and be bilingual in both French and English.

The Account Executive at Fast Lane drives IT training & consulting market share for Fast Lane across all product lines within a list of priority accounts and Channel partners, while also following up on leads generated from an assigned territory and existing customer contacts. Our territories will have existing repeat business, and the role will heavily be focused on capturing net new business. Compensation includes a competitive base salary and achievement-based commission income. Effective Account Executives work closely with many internal team members including staff from Operations and Services, Alliance Managers and Inside Sales Reps.

Key Responsibilities:

• Develop a thorough understanding of Fast Lane offerings.
• General technology knowledge such as cloud, data, security & AI.
• Drive top-line revenue growth through net new customer acquisition to your assigned region.
• Partner with Fast Lane Alliance team members and vendor field sellers to co-sell & acquire new customers.
• Leverage LinkedIn, ZoomInfo, Engage and other tools to organize your day and scale your prospecting efforts.
• Heavy focus on customized outreach, you must love to hunt! Cold calling, social selling via LinkedIn and other avenues, and email outreach.
• Solution focused selling to include our consulting and services offers in addition to our training.
• Influence prospects at the senior leadership level and ask for referrals.
• Meeting prep with research, agendas agreed on by prospect and follow-up.
• Forecasting – ability to forecast with 90%+ accuracy for month over month sales.
• Provide feedback to leadership team on pipeline health, risk, opportunity, and progress.
• Effectively utilize Fast Lane’s CRM to track pipeline and sales activities.

Performance Objectives:

• Routinely create new qualified opportunities by prospecting cold and warm leads.
• Develop and manage a healthy opportunity pipeline that has the quality and quantity to support meeting future sales/bookings quotas.
• Routinely meet and exceed sales/booking quota.

Required Sales Skills:

• Prospecting: Identify and research potential clients in your assigned region who may benefit from Fast Lane training and consulting services.
• Communication: Strong verbal and written communication skills to effectively convey the value proposition of the offerings and build rapport with clients.
• Negotiation: Ability to negotiate terms, pricing, and contracts to secure deals and meet revenue targets.
• Closing: Proven ability to close sales and achieve sales quotas in the market.
• Proven Track Record: Information that demonstrates your proven track record of sales to include achievements, customer testimonials, or any other relevant information that showcases your expertise and results.
• Ability to lead a team.  

Industry Knowledge:

• Familiarity with the training and consulting industry.
• Knowledge of key technology vendors at a high level.
• Understanding of the specific needs and challenges that clients may face: IE. Cloud migration, adoption of AI, reskilling and upskilling at scale.

Product Knowledge:

• In-depth knowledge of Fast Lane US training and consulting offerings, including the range of services and their benefits.
• Ability to tailor offerings to meet the unique needs of our clients.

Market Research:

• Continuously stay updated on industry trends, competitor offerings, and market dynamics.
• Analyze market data to identify potential opportunities and areas for growth in your region.

Relationship Building:

• Develop and maintain strong relationships with clients, understanding their business needs, and providing ongoing support and solutions.

Time Management:

• Efficiently manage time to prioritize leads and opportunities in your region, ensuring that efforts are focused on the most promising prospects.

Technology Proficiency:

• Utilize customer relationship management (CRM) tools and sales software to track leads, manage accounts, and forecast sales.

Self-Motivation:

• In an outbound sales role, self-motivation and a strong work ethic are crucial for success.
• Ability to self-create a territory plan to execute specific sales motions for your success.

Preferred Qualifications:

• Bachelor’s degree in business, marketing, or a related field may be preferred but is not always required.
• Relevant sales training and certifications can be advantageous.
• Previous experience in outbound sales, preferably in the training or consulting industry, or prior recruiting experience, is highly valuable.

The ideal candidate will have the following characteristics:

• 3+ years of successfully achieving quota in a hunter role.
• 3+ years of selling IT solutions, services, or a recruiting background.
• Technical knowledge of IT including cloud, data, AI, and other emerging technologies.
• Organizational skills with a focus on achieving revenue objectives and activities to be successful.
• Ability to develop, articulate and present a business case.
• Self-starter/motivator.
• Positive attitude, strong written and verbal communication, and attention to detail.
• Ability to handle multiple priorities in a fast-paced environment

Reporting Structure:

Account Executives report to the Director of Commercial and Channel Sales.

• Account Executives do not have any direct reports.