Canadian Internet Registration Authority (CIRA)

1 job(s) at Canadian Internet Registration Authority (CIRA)

Canadian Internet Registration Authority (CIRA) Ottawa, ON, Canada
Apr 12, 2017
Full time
Who we are: The Canadian Internet Registration Authority (CIRA) is a leading organization at the heart of Canada’s Internet. We shape our country’s Internet infrastructure, employ cutting-edge technologies, and push the bounds of possibility. CIRA manages Canada's .CA domain name registry, develops and implements policies that support Canada's Internet community and is a prominent voice on issues of national and international importance relating to Internet governance. We develop new products that strengthen the Internet in Canada and around the world. Most recently, CIRA has used its extensive expertise in DNS operations to create D-Zone Anycast DNS that is available to organizations worldwide to reduce DNS latency and protect against DDoS attacks. With over two and a half million .CA domain names registered and growing, CIRA has experienced significant growth over the last few years and has been named by AON Hewitt as one of Canada's 50 Best Small and Medium sized employers for 2015 and platinum status for 2016 and 2017. We are looking for talented professionals who are passionate about the future of the internet and who value working with a seasoned team. Who you are: Reporting to the President & CEO, you will be responsible for improving CIRA’s market position, achieving revenue growth and developing new channels to market across a growing product line including traditional registry services and new DNS offerings. You and your team will build key customer relationships, identify business opportunities, negotiate and close business deals and maintain extensive knowledge of current market conditions while contributing to long-term organizational strategic goals.  You will work closely with Product Line Management, Marketing, Development and Corporate Services to undertake business development, grow sales opportunities and maximize revenue for the organization from domestic and global markets. What you’ll do: Assume responsibility for setting and achieving annual bookings and revenue targets for CIRA’s domestic and global business across all product lines Provide business development leadership across the organization to coordinate and facilitate strategic opportunities Lead a team of direct sales people, channel management staff and product support/customer service personnel to maximize revenues and partner/customer satisfaction. Work with the extended CIRA team to develop key opportunity strategies and proposals that speak to the client’s needs, concerns, and objectives within the established parameters of CIRA business plans and commercial sales gating processes. Develop and continuously improve sales processes to prospect and close new CIRA direct clients in domestic and global markets. Establish and administer ongoing sales management discipline including establishing sales targets, forecasting, managing opportunity pipelines and ensuring that targets are met by CIRA sales team. Ensure the adoption and use of customer relationship management software to track, record and report on opportunity status and account activity. Report out key information and metrics to the Senior Leadership team, as necessary, and ensure timely and consistent monthly reporting into the Corporate Services team. Lever and grow your personal network to build client decision maker relationships. Facilitate interaction between client decision makers and CIRA’s senior management team and practice leaders. Develop strong relationships and rapport with channel partners and key accounts in order to achieve CIRA business objectives. Lead the development and evolution of effective channel strategies for the sale of CIRA products and services Represent CIRA at industry functions, such as association events and conferences, and provide feedback and information on industry trends. Using knowledge of the market and competitors, develop and refine CIRA’s unique selling propositions and differentiators. Work with marketing staff to ensure that demand generation, promotion and business development initiatives are fulfilled in a timely manner (e.g. marketing campaigns, new product launches, events/conferences, etc.). Develop and administer effective sales compensation plans, approved by Corporate Services. Manage recruiting, training and mentoring for team members. What you bring: University degree and 10+ years of B2B global sales and sales management experience in a technology sector. Experience developing and implementing short and long term sales plans, goals and objectives. Track record of implementing programs for prospecting new clients and generating new business. Experience managing indirect channels to market including partner performance, recruiting and channel programs. Demonstrated ability to develop, negotiate and close strategic opportunities. Financial acumen to support analysis and recommendation of commercial deals and channel programs Strong communication skills, both written and verbal. Excellent listening and presentations skills. Familiarity selling technical solutions, preferably with internet industry experience Experience in selling subscription-based, annual recurring revenue services Strong research and analysis skills. Ability to analyze sales and market trends to create plans to capitalize on industry changes. Projects a confident, professional image. Comfortable actively participating at an executive management table and presenting to a board of directors CIRA offers a fast-paced, challenging work environment in a dynamic, growing organization full of talented team players. CIRA provides competitive salary, generous benefits, and a world class office location in the heart of downtown Ottawa.