• Responsible for delivering the annual sales and revenue targets for Enterprise Customers.
• A leader within the team identifying both existing and new opportunities for the use of automotive data within Enterprise clients.
• Responsible for building strategic relationships with Enterprise Clients through collaboration and a consultative approach to the sales cycle.
• Work in close collaboration with colleagues across the data sales teams to identify and manage new sales opportunities until close as well as identify and expand usage and revenue of existing Enterprise customers.
• Effectively build a robust sales pipeline that provides complete coverage of targets to accurately manage forecasts throughout the sales cycle.
• Responsible for managing the most strategic partnerships within the data sales marketplaces, across multiple geographies and industries.
• Validate the client workflow and engage the appropriate sales team and technical resources 
• Frequent client and prospect interaction will be key to forging the strategic relationships required with Enterprise clients.
• Creating and maintaining detailed account plans for each Enterprise opportunity.
• Develop creative proposals and deliver strategic tailored client presentations.
• Collaborate with customers and internal teams to develop and execute robust close plans to provide reliable forecasting.

Skills: Strategic Sales Planning, Relationship Building, Consultative Selling, Collaborative Teamwork, Pipeline Management, Strategic Partnership Management, Client Workflow Validation, Frequent Client Interaction

• Build relationships inside and outside the company to serve as advisors and grow knowledge 
• Identify any missing sales tools or processes. 
• Build what can, and contract with internal partners or external vendors to supply the rest.
• Participate in industry events where can both grow knowledge, as well as network with prospective customers
• Collaborate with the company’s “Senior Commercial Advisor” to target the Top 100 prospects in a team-selling approach
• Cultivate a multi-quarter, multi-year pipeline balancing a mix of ACV to achieve the company’s objectives as well as personal goals
• Engage directly with target accounts
• Engage initially with C-level or VP-level executives within the target customer segment. 
• Challenge them to think differently about a recurring problem, gain permission to engage with the team to craft a solution
• Create confidence at the stakeholder level of a better way of doing business
• Leverage learnings through the sales process to assist prospective customers in thinking about project timing and business value
• Cultivate a following of customers through direct interaction, social media, and personal contact

Skills: Relationship Management, Sales Process Development, Event Participation, Collaborative Selling, Pipeline Cultivation, C-Level Engagement, Strategic Problem Solving, Value Proposition Articulation

• Leads and coaches large innovation and design team(s) to help them identify business opportunities and define customer requirements.
• Responsible for the definition of major technological projects for customers or Stefanini, communicating these to team members for them to design and implement.
• Manage a large innovation and design team, defining the approach to larger/more complex solution development and acceptance testing, and identifying strategic level risks and remedies.
• Develops and shares original thinking on significant areas of IT and future direction to influence the division’s business strategy.
• Works with customers to understand business strategy and develop IT strategies and architecture for significant areas of business. 
• Helps them see how technological issues should affect business strategies.
• Manages a large innovation and design team to agree on customer requirements and produce the design, setting high level criteria for the design of major solutions and exercising design control over the implementation.
• Communicates the impact of emerging technologies on customers and Stefanini’s business to senior-level customers and Stefanini’s business.
• Strategize innovative solutions and drive transformation across domains like data center tools and process, Cloud (SaaS, AWS/Azure), Emerging tools and technologies
• Build strong and effective customer relationships, resulting in significant expansion opportunities
• Build, train and lead a high-performing sales team of EAEs and SDRs as an inspirational, high-accountability leader

Skills: Leadership in Innovation, Technological Project Management, Strategic Risk Management, IT Strategy Development, Customer Requirements Definition, Design Control, Emerging Technologies Communication, Solution Transformation Strategy

• Defining and executing IB and Entitlement transformation including operational processes, attribute management, and data governance best practices
• Led cross-functional consolidation of install base and entitlement data business capabilities, requirements, use cases, and business rules including integrated process effectiveness
• Define and drive appropriate data policies and standards of IB data governance
• Define and facilitate education and training entitlement operational processes and best practices
• Lead data stewards to analyze IB/Entitlement data quality issues and drive appropriate actions with data operations and business process teams
• Define and track metrics to communicate data related business value/outcomes KPIs (compliance, risk, efficiency, cost, revenue, and quality)
• Help unlock significant business value from IB/Entitlement capabilities and data assets
• Develop strong lasting relationships with customers.
• Supported by a passionate, experienced and talented team of consultants, architects and engineers. 
• Establish and develop a high-velocity new logo sales strategy targeted at Fortune 500 and Global 2000 companies
• Create and manage PG and field marketing programs to support a value-based, go-to-market sales strategy 
• Own and deliver Workera’s enterprise quarterly and annual sales goals as a player-coach leader and first sales hire
• Proactively prospect, qualify and develop a high-quality sales pipeline with a minimum of 3x coverage

Skills: Transformation Strategy Execution, Cross-functional Leadership, Data Governance, Educational Program Development, Data Quality Management, Metrics and KPIs Analysis, Relationship Building, Strategic Sales Management

• Lead the annual risk appetite refresh process end-to-end
• Defining an approach and strategy to ensure risk appetite adequately covers ATB's current and forward-looking objectives
• Engaging with quantitative developers, stress testing, modellers and scenario analysis experts to ensure ATB's risk appetite aligns with dynamic business model changes
• Liaising with C-suite level stakeholders in a confident and articulate manner
• Enhance ATB's top and emerging threats identification, assessment, monitoring and reporting program
• Supporting ongoing enhancements to the program in consideration of industry best practices and ATB's strategic plan.
• Utilizing and enhancing existing outputs from groups such as economics, treasury and stress testing, layering on additional quantification techniques to present a plausible impact range.
• Translating business implications of material risks and how to manage these risks in support of the achievement of strategic plans.
• Maintain and refresh ATB's top and emerging threats inventory on a quarterly basis to support executive and board reporting requirements.
• Complete the comprehensive reporting of top and emerging threats that emphasizes material risks to the delivery of ATB's strategic plan, impact, and key mitigation tactics to executive and board-level audiences.
• Annually, review and improve methodologies related to the quantification of Risk Appetite including risk appetite capacity and backtesting of quantitative metrics provided by other Subject Matter Experts.
• Work closely with the Risk Management leadership team, business lines, and corporate functions to evolve risk analysis, monitoring, and reporting, including enhanced analytics, deep-dive analyses, and new data visualization for risk reporting.
• Coordinate the Operational Risk Pillar 2 assessment in support of the annual internal capital adequacy assessment process (ICAAP).
• Developing progressively deeper working relationships with business unit leadership and first line of defense risk leads while maintaining the required independence of ERM within the second Line of Defence.
• Mentoring junior team members across the ERM and operational risk management function.

Skills: Risk Appetite Management, Strategic Planning, Stakeholder Engagement, Threat Assessment Enhancement, Quantitative Analysis, Risk Reporting, Methodology Improvement, Advanced Risk Analytics

• Overall experience with strong and relevant enterprise sales selling experience in ERP/CRM/CLM/Procurement space.
• Proven track record of enterprise software selling in International markets.
• Ability to understand customer and industry business drivers and how that apply to the management of sales opportunities.
• Experience in closing large enterprise software sales opportunities.
• Ability to deliver clear, accurate and concise written and oral communications.
• Experience selling into enterprise accounts and managing business pipelines and revenue forecasts.
• Excellent strategic thinking and negotiation skills.
• Experience within the Airline industry.
• Account Management experience with Fortune 500 customers.
• Payments experience is desired or equivalent experience.

Qualifications: BA in Marketing with 6 Years of Experience

• Experience in designing, planning, and supporting a new centralized mobility management infrastructure for a large enterprise environment. 
• Experience working in state government
• Experience and extensive knowledge with Mobile Device Management (MDM), Enterprise Mobility Management (EMM), or Unified Endpoint Management (UEM) and tools such as Verizon MDM, Apple Business Manager, AirWatch, and Microsoft Intune.
• Experience in building, managing, and mentoring a team of 2 or more IT staff members including mobility engineers. 
• Management experience in a union environment
• IT service delivery and project management experience in an enterprise organization
• Utilize in-depth knowledge of leading-edge products, services, and technology to develop and implement solutions in complex enterprise environments.
• Strong understanding and knowledge of software development life cycle (SDLC).
• Hands-on experience and strong knowledge of managing iOS and Android devices
• Experience with evaluating, recommending, engineering, and formulating test and implementation plans.
• Demonstrated knowledge of industry trends and insight into mobility planning

Qualifications: BA in Strategic Management with 5 Years of Experience

• Experience selling either professional services managed services, or Cloud solutions
• Experience within the Education Sector and enterprise-level customers
• Experience in the hosting industry 
• Strong understanding of the Payment industry.
• Strong Understanding of hardware platforms and configuration methods.
• Experience in hardware deployment and logistics.
• Dynamic problem solver with strong project management, organizational, decision-making, and interpersonal skills
• Experience completing audits, determining system improvements, making decisions, and implementing changes in a timely manner.
• Ability to plan and prioritize workload to meet implementation schedules and minimize schedule conflicts
• Strong oral and written communication skills with the ability to communicate to various levels of team members and management to clarify needs and evaluate alternative business solutions.

Qualifications: BA in Management Information Systems with 8 Years of Experience

• Experience in selling high-value complex software solutions into a host of different verticals
• Sales experience within the large enterprise space, into various verticals with Insurance, Retail Banking, and Finance of particular interest. 
• Excellent track record of success in an individual contributor role with a strong net new business component and demonstrable success in growing footprints in existing customer
• Experience in selling either customer experience, contact center, CRM, digital transformation or similar sort of technology stack
• Experience of working alongside or through partner organizations. 
• Ability to influence indirectly through this partner community as well as directly with the customer and prospect base
• A team player and a leader of virtual teams, able to orchestrate and win complex sales cycles.
• Proven ability to build successful business cases around complex solutions
• Proactive and self-motivated with an ability to work independently as well as collaborate with the team to get the right solution for customers
• Highly self-motivated, with a keen sense of ownership and passion to develop and inspire teams to deliver results.

Qualifications: BA in Finance with 10 Years of Experience

• Experience in corporate facilities management/design or corporate real estate.
• Experience managing CRE leasing, acquisition, disposition and site selection.
• Experience collaborating and managing relationships with third-party vendors and consulting firms.
• Superior strategic and conceptual thinking skills complemented by strong business acumen and the problem-solving skills necessary to translate strategy into execution.
• The ability to interpret data and develop action plans based on performance insights.
• Experience implementing recommendations and driving change in large organizations.
• Strong project management skills including proven ability to manage multiple projects with short deadlines and effectively managing stakeholders.
• Proven leadership skills, with a demonstrated ability to build strong relationships with and influence colleagues at all levels as well as with external constituents.
• Advanced communication skills and executive presence. 
• Able to effectively deliver messages, and consult with and influence leaders and colleagues across the organization, including CEO and C-Suite.
• Thrives in demanding and sometimes ambiguous environments and is able to adapt to shifting priorities.

Qualifications: BA in Business Administration with 7 Years of Experience