Improving is committed to building a great place to work by cultivating an environment that fosters professional and personal relationships. We value open communication, personal growth, and shared rewards, which result in sustainable success.
Voted “best place to work” numerous times, Improving strives to create and maintain a culture that exemplifies teamwork, excellence, and fun! We believe this kind of culture encourages both the inspiration and the motivation to achieve amazing things.
About The Role:
Improving is seeking an experienced Account Executive to win new business and grow lasting client relationships. This individual contributor role is responsible for developing a qualified pipeline, acquiring new clients, and expanding accounts through the sale of IT professional services.
You’ll work with business and technology leaders to understand their priorities and connect them with Improving’s expertise in custom software development, cloud, data and AI, application modernization, and technology consulting. Working alongside our consulting and delivery teams, you’ll shape engagements that deliver value for clients and profitable growth for Improving.
Location: Calgary, AB | Winnipeg, MB | Toronto, ON
Key Responsibilities:
- Develop new business. Build and execute a sales plan that identifies target accounts and creates opportunities through direct outreach, professional relationships, referrals, industry events, and technology partners.
- Build executive relationships. Engage business and technology decision-makers, understand their priorities, and establish credibility as a trusted consulting partner.
- Lead consultative sales conversations. Identify the business problem, clarify desired outcomes, and work with technical experts to develop a compelling approach.
- Own the sales process. Lead opportunities from prospecting and qualification through discovery, proposals, negotiations, and close.
- Shape successful engagements. Partner with consulting and delivery leaders to align scope, pricing, timelines, and delivery commitments with client expectations.
- Expand client relationships. Develop account plans, build relationships across client organizations, and identify opportunities to grow beyond the initial engagement.
- Collaborate across Improving. Connect clients with the right expertise and onshore, nearshore, or offshore delivery capabilities, working across teams and locations.
- Build partner relationships. Collaborate with technology partners to identify opportunities and support joint sales efforts.
- Deliver results. Meet or exceed established sales and profitability goals, maintain a qualified pipeline, and provide accurate forecasts through disciplined CRM management.
- Stay engaged after the sale. Maintain client relationships and partner with delivery teams to support satisfaction, address concerns, and develop future opportunities.
What You Bring
- Seven or more years of B2B sales experience, including direct experience selling IT professional services or technology consulting.
- Demonstrated success generating opportunities, winning new clients, expanding accounts, and meeting or exceeding sales targets.
- Experience selling consulting engagements in areas such as custom software development, cloud, data and AI, or application modernization.
- The ability to translate business challenges into consulting opportunities and communicate the value of a proposed solution.
- Experience navigating sales cycles involving business and technology stakeholders, procurement, and legal teams.
- Experience collaborating with technical and delivery teams on proposals, pricing, and statements of work.
- Strong commercial judgment, including an understanding of how scope, pricing, and delivery decisions affect profitability.
- Strong communication, negotiation, and relationship-building skills.
- The initiative to develop new relationships and the discipline to move opportunities forward.
- A record of sustained sales results and long-term client relationships.
Established relationships in the relevant market, experience with distributed delivery models, and relationships within technology partner ecosystems are valuable assets.
