Strategic Accounts Manager

Red Hat; Toronto; On-site; CAD 120,000 - 180,000; Full time

Job summary

Red Hat is seeking a Strategic Accounts Manager to lead key Canadian bank and Financial Services Institution relationships from Toronto. You will own the multi-year sales cycle, develop executive-level Value Propositions, and drive revenue growth across the full Red Hat portfolio.

Ideal candidates bring 10+ years in strategic account leadership, deep FSIs knowledge, and a proven ability to navigate complex decision-making with CIOs, CFOs, and line-of-business leaders.

Qualifications

• 10+ years leading strategic accounts, selling to global banks/FSIs.
• Deep understanding of financial services markets and architectures.
• Experience navigating complex decision-making in large banks/FSIs.
• Ability to articulate value propositions and ROI to varied stakeholders.
• Proven track record of exceeding sales quota and account development.
• Strong communication and relationship-building at technical and executive levels.
• Bachelor in Engineering or Commerce; MBA preferred.

Responsibilities

• Sell Red Hat portfolio within assigned accounts across LOBs at all levels.
• Manage full software sales cycle from prospecting to closing.
• Promote Red Hat value propositions in competitive markets.
• Identify and engage decision-makers to create strategic partnerships.
• Articulate customer business needs and deliver compelling solutions.
• Collaborate with internal and external teams to build the right solution.
• Create and maintain strategic account plans and forecasts.
• Manage pipeline, MEDDPICC, and close plans in line with goals.

Skills

Strategic account ownership

Complex software sales

Banking/FSI domain knowledge

Executive relationship building

Solution selling

Communication skills

Education

Bachelor degree in Engineering or Commerce

MBA

Job description

Strategic Accounts Manager 4

Location: Remote CA ON

Remote Type: Remote

Time Type: Full time

Job Description

The Red Hat Sales team is looking for a Senior Account Manager/Senior Account Executive to join us in Toronto, Canada. This position has to be in Toronto and you must have experience with Global Banks and sells experience into large FSI's. In this role you will be accountable for Red Hat’s relationship and business across one of the top Canadian banks. You'll 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.

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.. Managing a dedicated client/account(s) and defining, confirming, and communicating 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 you’ll be identifying and engaging decision makers and influencers, qualifying business opportunities, and responding to clients’ needs to create strategic, long-term partnerships.
• Understand and effectively articulate the customer’s business, the problem they are trying to solve,the objectives they are trying to reach, their unique ecosystem, constraints and technical requirements, the broader industry challenges; and accordingly create compelling solutions/value propositions in collaboration with internal overlay support teams and external ecosystem partners ( SIs, ISVs, etc).
• Work collaboratively with the broader Red hat Sales ecosystem: Red Hat account solutions architects and overlay structures, business units/engineering/CTO office, marketing, finance, legal etc. to develop the right solution for the client, to build sales campaigns and incremental pipeline.
• Create and maintain strategic account plans/business plans in collaboration with cross-functional team members and deliver on those.
• Accurately manage pipeline , forecast, MEDDPICC, Value Based selling ( developing business cases, ROI, payback models etc.), account reviews, deal reviews, close plans and close sales in accordance with company goals, processes and systems.

What you’ll bring

• 10+ years of experience as the primary owner/leader of the account ( not in an overlay support role), selling complex software solutions to large global banks and global Financial Services Institutions (FSIs) with multiple decision-makers and influencers. FSI experience a must!
• Understanding of the financial services and technical market, landscape, partners, solutions, architectures.
• Understanding of the complex decision making process in large, global banks, FSIs.
• Ability to articulate complex value propositions, business cases and comprehensive technological strategies tailored to a wide range of decision-makers within an organization, including technical/engineering, business, and C-level audiences
• Candidates for consideration will bring a proven track record of exceeding sales quota, and territory/account development and will have experience as the primary contact for clients for all sales and related issues.
• Excellent communication and technical skills to develop relationships at engineering, commercial, and executive levels throughout customer organizations.
• Excellent analytical and problem solving skills. Bachelor degree in Engineering or Commerce. MBA is strongly preferred.

About Red Hat

Red Hat is the world’s leading provider of enterprise open source software solutions, using a community-powered approach to deliver high-performing Linux, cloud, container, and Kubernetes technologies. Spread across 40+ countries, our associates work flexibly across work environments, from in-office, to office-flex, to fully remote, depending on the requirements of their role. Red Hatters are encouraged to bring their best ideas, no matter their title or tenure. We're a leader in open source because of our open and inclusive environment. We hire creative, passionate people ready to contribute their ideas, help solve complex problems, and make an impact.

Inclusion at Red Hat

Red Hat’s culture is built on the open source principles of transparency, collaboration, and inclusion, where the best ideas can come from anywhere and anyone. When this is realized, it empowers people from different backgrounds, perspectives, and experiences to come together to share ideas, challenge the status quo, and drive innovation. Our aspiration is that everyone experiences this culture with equal opportunity and access, and that all voices are not only heard but also celebrated. We hope you will join our celebration, and we welcome and encourage applicants from all the beautiful dimensions that compose our global village.

Equal Opportunity Policy (EEO)

Red Hat is proud to be an equal opportunity workplace and an affirmative action employer. We review applications for employment without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, citizenship, age, veteran status, genetic information, physical or mental disability, medical condition, marital status, or any other basis prohibited by law.