Job DescriptionPrincipal Strategic Account Manager, Bank of Montreal - Hybrid, Toronto, Ontario Canada About the jobCanada's dynamic Financial Services Sales team is looking for a Principal Strategic Account Manager to drive growth, strengthen customer relationships, and expand SAS' business with Bank of Montreal.
As a Principal Strategic Account Manager, you will: - Develop and execute multi-year rolling strategic account plans with extended cross functional Account Teams that meets or exceeds customer objectives and SAS Software, Cloud and Services revenue goals.
- Grow New Software and Cloud revenue through demonstration of excellent strategic value-and transformational sales capabilities, as well as deep understanding of the customer industry and SAS capabilities.
- Serve as the primary point of contact for the customer's strategic engagements. Proactively Manage external and internal interests prioritizing the long-term strategic relationship over quick fixes.
- Lead customer/account business development - identifying business needs and translating them to SAS capabilities to grow new opportunities innovatively, together with sales support functions and the extended sales team.
- Manage high-risk escalation issues for the strategic customers driving them to resolution, balancing SAS and customer interests.
- Regularly align all post-sales lines of business behind the strategic account plan and build lines of communication to identify challenges and opportunities.
- Ensure all applicable security policies and processes are followed to support the organization's secure software development goals.
- Embrace curiosity, passion, authenticity and accountability. These are our values and influence everything we do.
Required qualifications- Requires a minimum of 12 years of sales experience including 5 years of leading strategic accounts with transformational impact.
- Bachelor's degree in business, Marketing, Computer Science or quantitative field. MBA Preferred.
- Must have experience selling software of technical/analytical solutions into global banks.
- Strong preference for candidates who have sold directly into Bank of Montreal.
- Proven track record of leading enterprise-level deals with global banks.
- Must be based in the Toronto area.
- Equivalent combination of related education, training and experience may be considered in place of the above qualifications.
Additional competencies, knowledge and skills- Account Planning - Establishing a plan to achieve the sales objectives of an account, taking into consideration overall opportunities, customer business priorities and anticipated business changes, regional issues, past sales results, and available resources; taking action specified in the account plan, reviewing progress, and adjusting the plan as needed.
- Advancing Sales Discussions - Leading discussions with influential decision makers that progress the sale by effectively clarifying information, offering insights, addressing objections, and gaining agreement to move to the next step in the buying process.
- Creating Demand Through Insight - Identifying the targeted account's business challenges and needs and their probable causes; providing and provoking convincing insights that compel decision makers to discover or reconsider unrecognized problems and opportunities and the value of addressing them with new solutions to achieve better long-term results.
Benefits highlights - Comprehensive medical, prescription, dental and vision plans and a health care spending account.
- Short- and long-term disability plans.
- Group RRSP matching program.
- Gym membership and fitness equipment reimbursement.
- Generous time away including vacation time, a variety of paid holidays, volunteer time off and unlimited sick days.
- Your well-being matters, and that's why we support all dimensions of your well-being by offering programs that reduce stress and distractions to help you remain healthy and productive.
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