Job Description

At Upland Software, you'll find smart, creative teams who love working together to deliver value for our customers, and a global culture of growth and possibility. We're passionate. We're proactive. We take pride in our work, and we love a good challenge. Sound like you?

Opportunity Summary:

As an Enterprise Account Executive, you will co-sell with the enterprise and public sector teams of Canada's leading carriers--TELUS, Rogers, and Bell Canada--alongside select global partners (e.g., AT&T) to develop opportunities and accelerate revenue. This role is pivotal in driving joint sales motions, enabling carrier teams, and executing enterprise-level SaaS deals. You'll leverage your expertise in partner collaboration, value-based selling, and enterprise sales execution to expand Upland Cimpl's leadership in telecom expense and mobility lifecycle management.

Primary Responsibilities:

Co-Sell with Carrier Partners: Collaborate with TELUS, Rogers, and Bell Canada enterprise and public sector teams (and select global carriers) to jointly develop and close strategic opportunities. Joint Account Planning: Lead partner account planning sessions, align on target accounts, and execute mutual action plans to accelerate pipeline. Partner Enablement: Deliver training and enablement for carrier account teams on solution positioning, co-marketing programs, and MDF utilization. Pipeline Development: Build and manage a partner-sourced and influenced pipeline, supplemented by outbound prospecting. Enterprise Sales Execution: Conduct advanced discovery, develop ROI/TCO models, and present executive-level business cases. Negotiation & Contracting: Navigate procurement and legal processes (MSAs, DPAs, SLAs) to secure multi-year SaaS agreements. Technical Collaboration: Work with Sales Engineers and Product teams to deliver custom demos, POCs, and integration plans. Forecasting & Reporting: Maintain CRM accuracy, deliver forecast commitments, and participate in structured deal reviews. Customer Expansion: Partner with Customer Success and carrier teams to identify upsell/cross-sell opportunities and support renewals. Market Intelligence: Stay ahead of industry trends, competitive dynamics, and emerging technologies to strengthen solution positioning.

Requirements:

Experience: 5+ years in enterprise SaaS/software sales, with proven success co-selling with TELUS, Rogers, and Bell Canada into enterprise and public sector accounts.

Partner Co-Selling Expertise: Demonstrated ability to influence carrier account teams, execute joint go-to-market strategies, and manage channel dynamics.

Sales Methodology: Proficiency in MEDDICC/MEDDPICC or similar frameworks; experience with value-based selling and executive storytelling.

Technical & Domain Knowledge: Familiarity with telecom expense management, mobility lifecycle, and integrations (APIs, SSO, ERP/ITSM).

Negotiation Skills: Strong experience with procurement/legal processes and multi-year SaaS agreements.

Communication & Executive Presence: Ability to engage C-level stakeholders and influence decision-making.

Operational Discipline: Skilled in forecasting, CRM hygiene, and leveraging sales technology platforms.

Education: Bachelor's degree or equivalent experience preferred.

Travel: Willingness to travel for partner and enterprise client engagements, which may include international.

Desired Skills:

Experience with mobility lifecycle or telecom expense management in Canada.

Knowledge of FinOps and cost optimization strategies.

Certifications in Value-Based Selling, Challenger, or Solution Selling.

Upland Software (Nasdaq: UPLD) is a leader in cloud-based tools for digital transformation. To learn more, visit

www.uplandsoftware.com

.

Upland Software is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or other legally protected status.