Account Executive

Toronto, ON (or remote) | Full-time

What You’ll Do

As an Account Executive, the individual will be responsible for driving the expansion of the company’s existing customer and prospect base throughout a specified cross industry territory. The Account Executive will actively promote and sell the company’s solutions directly to SMB and small enterprise clients. The candidate will be responsible for creating new customer opportunities, driving deal flow, and exceeding established objectives. The Account Executive will have a strong understanding of the sales process, excelling at generating leads, building relationships, and closing deals. This is a critical sales development role and characterized by high activity levels, active engagement, and effective negotiation and closing skills in a complex technology sales environment. Background and experience selling services (professional services & managed services) in security, cloud, infrastructure, and modern work are required.

Role & Responsibilities

  • Understand the Gibraltar portfolio as it relates to core solutions delivery with Microsoft, Fortinet and Citrix

  • Provide solutions to clients positioning professional services and managed service offerings specifically focusing on security, cloud and infrastructure, and modern work.

  • Demonstrate a detailed understanding of the pertinent Microsoft, Fortinet and Citrix segments and convey the value of partnering with Gibraltar based on the business opportunity

  • Develop new sales; manage and grow the current portfolio; achieve annual sales & profitability targets.

  • Work with clients to understand their business issues and provide solutions that meet their needs

  • Establish strong working relationships with key vendors and solution partners

  • Co-ordinate with technical delivery teams to ensure customer focused solutions

  • Oversee all aspects of managing relationships with new and existing clients and prospects


  • Have strong business acumen and have worked positioning Microsoft , Fortinet and Citrix in the past

  • Demonstrated experience with consultative solution selling with a track record of prospecting, qualifying, and managing customer commitment for purchase of managed and professional services

  • Established SMB and partner relationships

  • Excellent organizational, presentation, listening, and communication skills

  • Consistent top performer with record of 100% achievement of quota

  • Proven experience in effectively building a territory

  • Self-motivated, with an entrepreneurial desire and the ability to work in a fast-moving environment.

  • High energy and drive with good negotiation skills

  • Proven ability to communicate effectively within a team environment


  • Bachelor’s Degree

  • Minimum of 5-7 years directly related experience, or an equivalent combination of education and experience.

  • Working knowledge of virtualization and cloud computing would be an asset

  • Creative problem solver who can react quickly and multi-task

  • Strategic thinker able to successfully implement detailed sales and account plans

  • Able to negotiate successfully and sell ideas and concepts

  • Energetic team player with friendly and approachable manner