Strategic Accounts Manager

Red Hat; Ontario; On-site; CAD 100,000 - 130,000; Full time

Job summary

A leading company in enterprise open source software solutions seeks a Strategic Accounts Manager in Toronto. The role involves managing relationships with top Canadian banks, driving sales, and developing strategic solutions. Ideal candidates have extensive experience in software sales, particularly in the financial sector, and excel in communication and problem-solving.

Qualifications

• 10+ years of experience selling complex software solutions to large global banks.
• Proven track record of exceeding sales quotas.

Responsibilities

• Manage complex software sales cycle from prospecting to closing.
• Create and maintain strategic account plans and deliver on those.

Skills

Communication

Analytical Skills

Problem Solving

Education

Bachelor’s in Engineering

MBA

Job description

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The Red Hat Sales team is looking for a Senior Account Manager / Senior Account Executive to join us in Toronto, Canada. In this role, you will be accountable for Red Hat’s relationship and business across one of the top Canadian banks. You will develop and maintain relationships at all levels within the account(s), understand their needs, earn their trust, and demonstrate how Red Hat’s solutions, products, and technologies will solve their challenges and deliver business value. You will work closely with Red Hat’s internal and external partners to develop compelling value propositions and solutions to meet the client’s needs. You will ensure customer satisfaction and manage booking / sales numbers. We’re passionate about success. If this role is right for you, then your achievements will mean that your career is flourishing and our clients are thriving.

To help ensure this win-win outcome, a ‘day-in-the life’ of this role may include, but not be limited to :

What You'll Do

• Sell the complete Red Hat portfolio of solutions within the assigned account(s) across all LOBs and at all levels of the organization. Manage a dedicated client / account(s) and define, confirm, and communicate the differentiated value of Red Hat’s technology at both the technical and business level.
• Manage complex software sales cycle / process from prospecting to closing, maintaining sustainable revenue growth across technologies / BUs and ensuring delivery against KPIs.
• Promote Red Hat’s value proposition to prospective customers within a highly competitive market; develop new business and expand existing ones.
• Using your solution-selling expertise, identify and engage decision makers and influencers, qualify business opportunities, and respond to clients’ needs to create strategic, long-term partnerships.
• Understand and effectively articulate the customer's business, the problems they are trying to solve, their objectives, ecosystem, constraints, technical requirements, industry challenges, and create compelling solutions / value propositions in collaboration with internal and external partners.
• Work collaboratively with the broader Red Hat Sales ecosystem to develop solutions, build sales campaigns, and generate pipeline.
• Create and maintain strategic account plans / business plans and deliver on those.
• Manage pipeline, forecast, and utilize sales methodologies like MEDDPICC and Value-Based Selling to close deals aligned with company goals.

What You'll Bring

• 10+ years of experience as the primary owner / leader of the account, selling complex software solutions to large global banks and FSIs with multiple decision-makers.
• Understanding of the financial services and technical market landscape, solutions, and architectures.
• Ability to articulate complex value propositions and technological strategies to diverse decision-makers.
• Proven track record of exceeding sales quotas and developing territory / accounts.
• Excellent communication and technical skills across engineering, commercial, and executive levels.
• Strong analytical and problem-solving skills. Bachelor’s in Engineering or Commerce; MBA preferred.

About Red Hat :

Red Hat is a leading provider of enterprise open source software solutions, with a community-powered approach to deliver Linux, cloud, container, and Kubernetes technologies. We promote an inclusive, open environment that encourages innovation and diverse perspectives.

Inclusion at Red Hat :

Our culture is built on transparency, collaboration, and inclusion, empowering people from all backgrounds to share ideas, challenge norms, and drive innovation. We aim for equal opportunity and celebrate diversity.

Equal Opportunity Policy (EEO) :

Red Hat is proud to be an equal opportunity employer, reviewing applications without regard to race, color, religion, sex, sexual orientation, gender identity, and other protected categories. We support individuals with disabilities and provide accommodations for job applicants.

• Seniority level : Not Applicable
• Employment type : Full-time
• Job function : Sales and Business Development
• Industries : Software Development and IT Services and IT Consulting