Hiboo Networks Inc. is a new data networking company in the Ottawa-Gatineau region and a subsidiary of Hydro Ottawa Group.
We are a fast-growing, facility-based data networking provider, operating our own 100% fibre network, focused on providing enterprise-grade data communications, internet and cloud services.
Imagine working for a new exciting company, where employees have a chance to make a difference, be innovative, and contribute to the success of the organization and their community.
Hiboo Networks Inc. is currently searching for a talented individual to join our team as Senior Account Manager. This position will be responsible for selling fibre-optic network point-to-point, point-to-multipoint, and internet bandwidth connections to larger enterprise business customers. This position will also be responsible for creating, managing, and growing key account relationships, leading in developing and driving account strategy, building strategic alliances, and working very closely with support teams to deliver a customer experience that is second to none. The position requires strong relationships within the Ottawa-Gatineau enterprise, government, healthcare, education, and general business market.
Skills and Abilities
Technical Acumen:
- Fibre Optic Knowledge: Strong understanding of fibre optic technology, network architecture, common fibre deployments, and basic network protocols (Ethernet, IP).
- Connectivity Solutions: Ability to articulate the value proposition of various internet and networking services (e.g., dedicated internet access, SD-WAN, managed services) and how fibre underpins them.
- Problem-Solving: Aptitude to understand customer technical challenges and propose appropriate fibre-based solutions.
Sales & Business Development Skills:
- Prospecting & Lead Generation: Proficiency in identifying and qualifying new business opportunities, cold calling, networking, and leveraging online tools.
- Consultative Selling: Ability to engage in deep discovery conversations to uncover customer needs, pain points, and strategic objectives.
- Value-Based Selling: Skill in articulating the ROI and business benefits of fibre services (e.g., speed, reliability, scalability, security) rather than just technical specifications.
- Objection Handling: Expertise in addressing customer concerns, competitive challenges, and budget constraints effectively.
- Negotiation: Strong negotiation skills to close deals while maintaining profitability.
- CRM Proficiency: Familiarity with CRM systems (e.g., Salesforce, HubSpot) for managing pipelines, logging activities, and forecasting).
- Proposal Writing: Ability to craft clear, concise, and compelling proposals tailored to client needs.
Personal Abilities:
- Hunter Mentality: Proactive, driven, and persistent in pursuing new business opportunities. Knows how to build their own pipeline.
- Resilience & Grit: Ability to handle rejection, stay motivated, and persevere through challenges inherent in a startup sales cycle.
- Adaptability & Agility: Comfortable with change, able to pivot quickly, and thrive in an environment where processes may still be evolving.
- Customer-Centricity: A genuine desire to understand and solve customer problems, building long-term relationships based on trust.
- Strong Work Ethic: Self-motivated, disciplined, and takes ownership of their results.
- Collaborative Spirit: Willingness to work closely with technical teams, marketing, and leadership to achieve company goals.
- Learning Agility: Eagerness to continuously learn about new technologies, market trends, and sales methodologies.
- Ethical Conduct: High level of integrity and professionalism in all dealings.
- Positive Attitude: Maintains a positive outlook and contributes to a constructive team environment.
What You Will Do:
- Own the client relationship, strategic account planning, and collaborate closely with our service and delivery teams to enable the client experience.
- Manage the entire sales process, negotiate and enter into contractual agreements in accordance with company policies and procedures.
- Have direct sales responsibility for acquiring customers on the company’s Fibre Optic Network to meet monthly, quarterly, and annual sales objectives.
- Provide accurate and timely forecast, funnel hygiene, target/objective updates to deliver on all territory plans and team annual targets, using our CRM Suite (Hubspot).
- Build and manage strategic account, territory prioritization, and business plans, and conduct Quarterly Business Reviews with leadership, both internally and with the customer.
- Prioritize proactive client relationships, use client perspective to drive business growth and proactively seek client feedback as input to business plans in implementing product/service capabilities.
- Engage the necessary resources from within the extended team and external stakeholder community to fully support the needs of the business and customer.
- Represent the company when negotiating prices and legal aspects of contracts.
- Negotiate sales contracts and agreements which align to the company’s strategy.
- Model our company values both internally and externally, with colleagues, customers, and in the community.
- Work closely with the senior leadership team on sales initiatives and priorities as well as internal team members to develop proposals and contracts.
Need to Have:
- A Post-Secondary Diploma or Degree in Sales, Business, Commerce, or another related discipline.
- B2B Sales Experience (Enterprise): Proven track record in B2B sales, ideally within the telecommunications, IT services, or technology sectors (10+ years).
- Proven record of successfully building a sales pipeline, generating MRR, and consistently meeting or exceeding sales targets.
- Experience with Enterprise CRM Suites required, HubSpot preferred.
- Certification in one or more Enterprise Sales methodologies preferred (CPSA, Challenger, TAS, Value Selling, etc).
- Strategic thinker with superior analytical, interpersonal, negotiation, and presentation skills.
- Strong communication skills with the ability to effectively articulate technical concepts in an easy to understand manner to both technical and non-technical audiences.
- Timely and effective decision making skills, able to review options to establish the best course of action.
- Entrepreneurial spirit, is innovative, challenges the status quo and can take risks.
- Motivated to “hit the ground running”, a self-starter who can take initiative.
- Provides “best in class” customer service.
- Experience in a start-up organization and/or the IT/telecommunications industry.
Great to Have:
- Bilingual - the ability to effectively communicate to business leaders in both English and French is an asset.
