Director, Digital Solutions Sales

About TELUS International

TELUS International (NYSE: TIXT) focuses on the value of human connection to design, build and deliver high-tech, high-touch customer experiences powered by next-gen Digital Solutions. With almost 75,000 team members and delivery centers across 30 countries in Africa, Asia, North and Central America, and Europe, TELUS International empowers customer experience innovation through digital enablement, spirited teamwork, agile thinking, and a caring culture that puts customers first. The company's solutions cover customer experience, content moderation, digital transformation, IT lifecycle, advisory and digital consulting, risk management, and back-office support. Fueling any stage of company growth, TELUS International partners with some of the world’s most disruptive brands from fast-growing tech, financial services and fintech, games, travel and hospitality, healthcare, and ICT industries. The company serves clients in over 50 languages. Learn more at: telusinternational.com

Position Overview

The Director - Digital Solution Sales is a customer-facing sales executive and leadership role requiring the ability to engage and consult with TELUS International (“TELUS”) prospects and customers at all levels in an organization including stakeholders from different lines of business, executives, finance, information technology, and sourcing. You will lead a team of Digital Solution Sales Executives. You will lead your team to engage with prospects to analyze their business, developing and executing upon sales pursuits that result in the sale of managed IT services and IT services programs to resolve specific business needs

This role requires strong sales leadership and execution combined with a deep understanding of the IT Outsourcing and IT Services industry, competitive landscape, and our target customers’ industries and businesses. A successful candidate will balance the need to meet aggressive sales targets with a best in class client experience and TELUS’ ability to execute profitably by collaborating effectively with stakeholders across broader sales, marketing and operations.

You will be responsible for winning new business, generating and maximizing revenue through direct selling of TELUS services to prospects and customers. You are responsible for representing and selling TELUS’ digitals solutions practice portfolios of analytics, AI, and automation (including GenAI); application services (development, systems integration, testing, and sustainment); contact centre as a service and customer experience management technology services; hybrid cloud services; and digital workplace services.

Primary Responsibilities

“Leading the Charge” by coaching and mentoring and team that develops and executes on sales pursuits for TELUS International. Developing opportunities from zero to close, through the cycle

from initial discovery to solution scoping and development, proposal development, negotiation and

contracting.

• Manage and grow the Digital Solutions business within your region or territory and delivering on our profitable revenue growth strategic plan

• Developing your team’s ability to creatively source access to key target clients and prospects through networking, referrals, events, marketing collaborations, outbound prospecting, ecosystem and creative ideas

• Using insight based selling techniques by identifying challenges within prospective target client customer operations and business models to gain access to key stakeholders for deeper discussions on how TELUS International can solve the problems

• Identifying, building, and developing a network of key business stakeholders, decision makers and influencers in target and existing markets

• Developing lasting and valued business relationships with clients and industry influencers.

• Preparing business cases, proposals, presentations, quotations, contracts, and supporting documentation as required

• Handling and forwarding of technical and operations questions or issues that may arise during a sales pursuit, and managing appropriate customer expectations throughout the sales cycle, ensuring TELUS’ role as a trusted advisor

• Maintaining high levels of knowledge and expertise regarding our customers, their industries, outsourcing, managed services, digital transformation, and information technology

• Our clients range from start-ups to scale-ups and larger mature innovators and you will seamlessly adapt to the distinct needs and solutions required and the variation of buying processes at each stage of maturity.

• You will be selling multi-year IT outsourcing and IT services agreements, sometimes in conjunction with a Customer Experience Management (BPO) sales motion or to an existing BPO client, which allow our clients to prosper.

Skills & Abilities

• Experienced in developing, leading and influencing C-Level discussions with target clients

• Resourceful ability to access target client organisations internationally to build relationships

• Interpersonal skills - Exceptional listening and communication skills and ability to build rapport with customers and diverse audiences in a variety of settings.

• You will have a curiosity to uncover the challenges being faced by target clients and a problem-solving ability to develop a solution in real-time

• Commercially astute with an intuitive understanding of the stage of a prospect’s decision-making process and the steps necessary to move them through their decision making process. An understanding of how to educate clients on how to make the decision is of relevance for “first time outsourcers”

• Persuasion skills to construct a convincing business case, express it clearly and gain consensus around decisions, plans and actions

• Ability to excel in cross-functional team environment to maintain effective relationships across functions, across TELUS and other organizations

• An ability to translate and communicate strategic opportunities into requirements

• Presentation skills to design and deliver effective presentations one-to-one and to groups at executive levels.

• Strong experience and competency in sales pursuit execution and “Closing” deals

• Prioritisation of tasks through logical analysis

• Ability to map stakeholders and to network within a target client organisation

• Disciplined progression and reporting of opportunities in sales and revenue forecasting tools

• Demonstrated negotiation skills

• Advanced knowledge of business drivers, risks, benefits of outsourcing, outsourcing services marketplace, trends and standards, IT solutions service elements and components required to deliver IT services, IT sourcing approaches