COMPANY BACKGROUND
Canopy, previously known as Banyan Hills Technologies, was established in 2013 to simplify the remote monitoring and management of unattended devices. Today, we offer a leading Remote Monitoring and Management (RMM) software platform that simplifies device management and minimizes downtime for technical support teams.
For our employees, Canopy aims to provide a nurturing environment where individual aspirations align with the company's growth. Our journey has been entrepreneurial in nature, including times where we chose the road less traveled to maximize the long-term value for Canopy's employees and customers. We're not afraid to admit that our experience has included heart-breaking failures, inspiring successes, and plenty of luck: all of which we've learned from and has been core to the development of our product.
Today, Canopy helps customers support over 1 million devices across six continents and has been recognized by Inc. 5000, Backed by ATL, Venture Atlanta, and IoT Innovations. Despite all our achievements, we know it's not about where we've been, but where we're going. To that end, we're expanding the team and talent that will help Canopy reach its full potential.
Our future is incredibly exciting, and we are looking to build a world-class team of individuals who share a deep desire to go do something big, who possess an entrepreneurial level of endurance, who have a positive attitude, and who aspire to fulfill a greater purpose in both their personal and professional lives.
JOB SUMMARY
Canopy is seeking a Strategic Account Executive to drive enterprise sales growth and deliver exceptional value to our largest and most complex customers. This role is pivotal to Canopy's expansion strategy, focusing on acquiring and growing enterprise relationships for our Remote Monitoring and Management (RMM) platform. The ideal candidate will combine enterprise sales expertise with strategic account management skills to build long-term partnerships with key accounts.
The Strategic Account Executive will be responsible for the full sales cycle from prospecting to close while developing deep relationships with technical and business stakeholders at enterprise organizations. This role requires a consultative sales approach, technical understanding of device management solutions, and the ability to articulate complex value propositions to C-level executives.
RESPONSIBILITIES:
Enterprise Sales Execution : Drive the complete enterprise sales cycle from initial prospecting to contract negotiation and closing, with a focus on organizations with complex device management needs.
Strategic Account Planning : Develop and execute comprehensive account strategies and growth plans for assigned territories and accounts, identifying expansion opportunities within existing customers.
Solution Consulting : Work closely with prospects to understand their specific device management challenges and configure Canopy's RMM platform to address their unique requirements.
C-Level Engagement : Build and nurture relationships with executive decision-makers, articulating the strategic value of Canopy's platform at the business level while coordinating with technical stakeholders.
Partner Ecosystem Development : Identify, develop, and manage strategic relationships with Remote Service Providers and Resellers to expand Canopy's market reach, creating mutually beneficial partnerships that drive adoption of the RMM platform.
Revenue Growth : Meet or exceed assigned sales quotas through new customer acquisition and account expansion, contributing to Canopy's overall revenue objectives.
Competitive Positioning : Stay informed about market trends and competitive offerings to effectively position Canopy's RMM platform against alternatives and articulate our unique value proposition.
Sales Collaboration : Partner with lead generation, marketing, product, and implementation teams to ensure seamless customer experiences from initial interest through deployment.
Contract Negotiation : Lead complex contract negotiations, coordinate with legal and finance teams, and structure deals that maximize value for both customers and Canopy.
QUALIFICATIONS:
Strong Alignment to Canopy's Core Values : Customer Focused, Purpose Driven, Highly Adaptable, Fiercely Competitive, Trust & Integrity Based, and Employee Committed.
Enterprise Sales Experience : 3+ years of successful enterprise software sales experience with technical solutions, preferably in IoT, device management, or IT infrastructure, with a proven track record of meeting or exceeding revenue targets.
Strategic Account Management : Demonstrated ability to build C-level relationships, manage complex sales cycles, and drive account expansion with enterprise customers.
Technical Aptitude : Ability to quickly grasp technical concepts related to device management and IT infrastructure, effectively translating them into business value for executive decision-makers.
Consultative Solution Selling : Experience with enterprise solution selling methodologies, including needs assessment, competitive positioning, and articulating ROI to diverse stakeholders.
Deal Orchestration : Proven ability to negotiate complex agreements and coordinate cross-functional resources to structure and close enterprise deals.
CRM & Sales Process Expertise : Strong proficiency with CRM systems and structured sales methodologies for accurate pipeline management and forecasting.
Preferred but not Required : Industry knowledge of the remote monitoring and management / remote device management landscape, including target industries, use cases, and competitive positioning.