Client Principal

This is a remote permanent position for those based in Canada.

The Opportunity 

Growing and dynamic organizations are fueled 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 fantastic digital experiences and allow enterprises to go to market faster, improve customer experience, while transforming their workflows and advancing our clients’ digital agendas. With a 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 join our North American Sales team and help bring on new customer engagements and nurture those new logos into longer-term strategic partnerships.  

As a Client Principal, you will identify, build, and nurture strong, lasting relationships with new Enterprise clients. With the support of Inside Sales and Marketing, you will bring innovative sales strategies to identify and drive potential new 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. Further account growth in these clients 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. 

Primary Responsibilities:

• Prospecting, qualifying  and closing new business and new logos
• Develop new, up-sell and cross-sell opportunities by promoting NearForm propositions, and capabilities and maintaining on-going client relationships
• Act as a market maker by bringing in new, profitable clients.  Be the “quarterback” of internal teams to understand client needs, solution the approach, and convert deals.
• 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

Our Ideal Candidate:

• Brings an existing network within target Enterprise clients and can leverage that network for near-term meetings and opportunity development
• Experienced at identifying target accounts that match NearForm strengths and bringing opportunity to closure within those accounts 
• 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 able to demonstrate a track record of creating, selling, and delivering technology consulting engagements
• Able to overachieve in a fast-paced quota-driven environment
• Possess advanced negotiation skills
• Process-driven and follows proven best practices to achieve success
• Provide an add to our culture; bringing energy, empathy, and fun to work daily
• Experience in working in large and scale up organizations 

Experience Guidelines:

• Deep expertise in technology related sales (cloud, software engineering, design) 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

• Medical, Vision and Dental Coverage & 401k 
• Work remotely; we have a genuine dedication to work/life balance. 
• Work flexibly; 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!
• 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.

Please get in touch to discuss remuneration.