Strategic Accounts Manager in Toronto

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 sales experience into large Financial Services Institutions (FSIs). 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.

What you’ll do:

• Sell the complete Red Hat portfolio of solutions within the assigned account(s) across all lines of business 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/business units 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 problem they are trying to solve, the objectives they are trying to reach, their unique ecosystem, constraints and technical requirements, and the broader industry challenges; accordingly create compelling solutions/value propositions in collaboration with internal overlay support teams and external ecosystem partners.
• 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 is 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 and 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.
• Proven track record of exceeding sales quota and territory/account development, with 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's 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.

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. 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.