Telus Sr Channel Engagement Mgr in BC, Canada

Position Overview:

Act as the primary source of deal support for the sales organization with respect to deal qualification, price, contract, product strategy, and product gap resolution. Work with Sales to achieve total contract growth, revenue and profitability targets. Provide industry and competitive knowledge to stakeholders.


  • Act as the first and primary contact for the Sales team regarding business product specific and solutions questions

  • Provide input on solutions to be presented to customers to help position TELUS' business offers

  • Approve pricing and margin, negotiate and authorize contract changes, and approve contract registration

  • Identify and fulfill needs for product training in the channels

  • Seek out and understand the market and competitive landscape for the portfolio you represent

  • Work closely with the Sales team to identify and understand gaps in the portfolio you represent and communicate back to Product Marketing for resolution

  • Engage and participate in account and opportunity reviews, operational reviews and sales planning

  • Prioritize the elements of the solutions and product development roadmaps to ensure that the needs of the market are properly represented

  • Provide regular feedback to Product Managers on Market / Customer activity and issues to drive product enhancements and developments

Required Knowledge:

  • Knowledge of the sales management process.

  • Knowledge of TELUS' strategic solutions.

  • Detailed knowledge of product contract Terms &Conditions.

  • Comprehensive understanding of the TELUS Managed IT Services portfolio and solid understanding of competitive offerings and market trends

  • Ability to cope with ambiguity.

  • Demonstrated ability to multi-task.

  • Effective negotiation, facilitation, communication and presentation skills Intermediate

  • Good business and financial acumen, proficient in use of cost models and pricing tools. Intermediate

Required Skills & Abilities:

  • Industry/Market/Trends/Company and customer examples related to the products in the MITS and cloud portfolio within the markets TELUS serve. (i.e. Clouds and enterprise solution set.)

  • Business & financial acumen incl. business drivers, risks, understanding of customers' goals, business operations/P&L and comprehensive understanding of the TELUS Managed Services portfolio and competitive offerings and market trends.

  • Working knowledge of legal contracts and "legalese" (Effective negotiation & facilitation)

  • Comprehensive understanding outsourcing and strategic IT options (benefits, services, marketplace and financial implications of each) and knowledge of TELUS' strategic solutions.

  • Extensive experience with solution costing/pricing, calculating total cost of ownership.

  • The ability to differentiate when a standard solution can be applied vs. requiring a custom solution

  • Problem solving & critical thinking, analysis capabilities.

  • Experience in collaborating with internal and external stakeholders.

  • Strong communication skills (Executive communications, storyboarding, storytelling, translating the message for different/technical/non-technical audiences).

  • Experience as a credible expert within the industry

  • Must have consulting experience (3-5 years)

Required Professional Designation/Certification:

  • University Degree

  • 3-5 years successful experience in sales or marketing in the IT industry.

  • Experience with development and successful execution of sales/marketing plans.

  • Product Management, CSE (Customer Solution Engineer), TSA (Technical Solution Architect) and/or SSM (Specialty Sales Manager) experience preferred.

Required Experience:

  • 10 years working in the IT industry in a technical capacity

  • Minimum of 3 years’ experience as a Senior Consultant in a Managed IT Services environment

Who is TELUS?

We're a high-performing team of individuals who collectively make TELUS one of the leading telecommunications companies in Canada. Our competitive consumer offerings include wireline, wireless, internet and Optik TV™. We also deliver a compelling range of products and services for small, medium and large businesses; and have carved out a leadership position in the health, energy, finance and public sector markets with innovative industry specific solutions.

The TELUS team is as diverse as the society we live in and the customers we serve. We're also passionate about creating success for our customers, our shareholders, our communities and our team. And we do so by living theTELUS valuesand delivering on ourCustomers First commitments.

Do you share our passion?

At TELUS,youcreate future friendly® possibilities.

At TELUS, we are committed to diversity and equitable access to employment opportunities based on ability.

Title: Sr Channel Engagement Mgr

Location: CAN-BC-Vancouver

Requisition ID: MAR03934-16