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.
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.. 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.
