Academic Department Manager overseeing budgets, HR, scheduling and operations for Alberta School of Business departments. Supporting faculty excellence in teaching, research and service.
About the role
- Strategic Accounts Manager selling Red Hat enterprise open-source software to a major Toronto bank. Managing complex FSI sales cycles, strategic accounts, pipelines, and executive relationships.
Responsibilities
- Sell Red Hat's complete portfolio of solutions within assigned accounts across all lines of business and organizational levels
- Manage dedicated client accounts and communicate the differentiated value of Red Hat technology at technical and business levels
- Manage complex software sales cycles from prospecting through closing
- Maintain sustainable revenue growth across technologies and business units and deliver against KPIs
- Promote Red Hat's value proposition, develop new business, and expand existing business
- Identify and engage decision makers and influencers, qualify opportunities, and create strategic long-term partnerships
- Understand customer businesses, objectives, ecosystems, constraints, technical requirements, and industry challenges
- Create compelling solutions and value propositions with internal support teams and external ecosystem partners
- Collaborate with account solutions architects, business units, engineering, CTO office, marketing, finance, legal, and other sales ecosystem partners
- Build sales campaigns and incremental pipeline
- Create and maintain strategic account/business plans with cross-functional teams
- Manage pipeline, forecasts, MEDDPICC, value-based selling, business cases, ROI, payback models, account reviews, deal reviews, close plans, and sales closures
Requirements
- 10+ years of experience as the primary owner/leader of accounts, selling complex software solutions to large global banks and global Financial Services Institutions (FSIs)
- Experience with Global Banks and large FSIs is required
- Understanding of financial services and technical markets, landscapes, partners, solutions, and architectures
- Understanding of complex decision-making processes in large, global banks and FSIs
- Ability to articulate complex value propositions, business cases, and comprehensive technological strategies to technical, business, and C-level audiences
- Proven track record of exceeding sales quota and developing territories/accounts
- Experience as the primary client contact for all sales and related issues
- Excellent communication and technical skills
- Excellent analytical and problem-solving skills
- Bachelor degree in Engineering or Commerce
- MBA is strongly preferred
Benefits
- Flexible work environments, from in-office to office-flex to fully remote, depending on role requirements
- Equal opportunity workplace and affirmative action employer
- Reasonable accommodations for job applicants with disabilities
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