Role Description ThinkOn is expanding its Sales team! Reporting to the Sales Director, Global Public Sector, you will be responsible for achieving the assigned bookings and revenue growth targets from landing new business and for the expansion and retention of the current business. You will work independently and with ThinkOn team members, Customers, Partners, and Agents to independently market, sell, and support standard ThinkOn services and services developed for the Public Sector. Travel to our Customers, Partners, and ThinkOn meetings will be required from time to time as planned with your manager. Your previous experiences will enable you to be successful in a complex Customer and Partner environment where you will be recognized as an expert in: - Relationship management - Contract management - Business development & sales - Critical Compute - Data protection & recovery - Other cloud services ThinkOn is a remote-first organization. At this time, we are welcoming candidates from Ontario, Canada only for this position. Note that this listing is for a current vacancy at ThinkOn. We are looking for qualified candidates who are eager to contribute and grow with us. You Will: - Lead the executive and management relationships with assigned Customers and Partners. - Develop and execute assigned aspects of the Public Sector Business and Growth Plan. - Be accountable for business requests for the assigned Customers and Partners, both internal and external. - Participate in training. - Close new business and drive strong ThinkOn bookings and revenue growth. - Collaborate with Inside Sales and the Lead Solution Architects to create proposals, RFP responses, and service quotations using ThinkOn’s proprietary software Compass. - Assess opportunities and engage the appropriate ThinkOn resources for complex opportunities & RFP responses. - Update and manage a detailed opportunity funnel of the Partner(s) sales and lead generation activity using ThinkOn’s HubSpot implementation. - Work with Product, Marketing, and Management to align your Customers, Agents, and Partner(s) with the greater strategic growth and product plans of ThinkOn. - Understand procurement policies and procedures of the Public Sector to qualify ThinkOn as an authorized supplier for current and future opportunities. - Engage & collaborate with target accounts to develop potential sales opportunities. - Responsible for learning the features and benefits of ThinkOn’s product portfolio to present and discuss application of the portfolio in customer environments. - Collaborate with Vendor Partners also engaged in the Public Sector to enable ThinkOn growth. - Support an exceptional customer experience based on timely knowledge and support to our customer and partner base. - Build relationships with our Partner’s Sales Teams. - Help create and deliver customer presentations. - Provide sales support and expertise to marketing events as required. - Identify opportunities to enhance productivity, effectiveness, and operational efficiency. Qualifications - 10+ years’ experience leading Customer and Partner relationships in North America. - Government of Canada Sales and Marketing programs experience. - Must be eligible to obtain and maintain Canadian Government Secret Security Clearance within the first 3 months of employment. - Secret clearance requires 10+ years of verifiable Canadian police records without gaps more than 6 months outside of Canada. - English and French language fluent for written and spoken communications. - Strong knowledge of IaaS and PaaS solutions. - Strong knowledge of Infrastructure Technologies – network, storage, and compute. - Strong knowledge of data protection and archiving solutions. - Strong knowledge of Object storage. - Strong knowledge of Disaster Recovery and replication concepts and solution knowledge. - Comprehensive grasp of cloud-centric technologies and the ability to understand and carry end subscriber conversations regarding requirements to execute an effective sales campaign with a potential subscriber. Benefits - A remote-first culture. - Competitive compensation package. - Flexible time-off for vacation, plus illness & personal days. - Comprehensive health and dental benefits, including GRSP & 401k Matching Program.

• Create new business growth through generating leads, building relationships and prospecting in a large market with market share upside • Manage key accounts of mid-sized and large accounts with an opportunity for increased wallet share with existing customers • Remain informed about market trends, competitor offerings and industry developments • Thoroughly understand the products or services being sold to effectively answer customer questions and demonstrate value • Manage and maintain an existing account base and grow sales in other value-added manufactured products • Problem-solving, value-added selling process with focus on winning and retaining customers • Track all sales activities, generating reports and analyzing sales data • Negotiate and closes sales contracts and agreements to achieve sales targets • Effectively communicate customer needs and requirements to all functional areas of the company

• Drive value delivery with current Gartner clients, ensuring clients maximize the value they receive from their Gartner services • Identify, cultivate, qualify and close client growth opportunities through cross-sell and upsell • Continually build a pipeline of high-quality opportunities to deliver against your sales metrics, ensuring KPI’s are met • Quota responsibility for your assigned territory • Manage complex high-revenue sales across matrix and diverse business environments • Own forecasting and account planning on a monthly/quarterly/annual basis

• Seek out and drive new business opportunities with new-to-Gartner organizations across your territory, from initial client outreach to close, targeting Large Enterprise organizations. • Convert viable prospects into active Gartner clients, owning the full sales conversation and negotiation, through to the transition of new clients to the account management team. • Continually build a pipeline of high-quality opportunities to deliver against your sales metrics ensuring KPI’s are met. • Align the right combination of insight, guidance, and practical tools to bring value to the partnership. • Quota responsibility for your assigned territory. • Manage complex high-revenue sales across matrix and diverse business environments. • Own forecasting and account planning on a monthly/quarterly/annual basis.