Senior Strategic Account Manager

Job Description:

We are looking for a Strategic Account Manager to drive revenue growth through the development and execution of strategic account plans, the sale of assigned products and services, the development of long-term client partnerships, and a strong focus on customer satisfaction. The role will be responsible for achieving sales objectives and participating in performance-based incentive plans.
Location : Toronto based, hybrid working, traveling to Montreal will be required occasionally.

Responsibilities:

Opportunity Development, Client Engagement :
- Develop a strong understanding of clients’ business challenges, priorities and strategic objectives.
- Proactively identify, develop and qualify new business opportunities aligned with the company’s portfolio of solutions.
New Business Development :
- Identify, approach and secure new clients whose business profiles align with the company’s strategic acquisition priorities.
- Contribute to sustainable long-term growth and value creation through new client acquisition.
Executive Relationship Management :
- Establish and maintain strong relationships with CIOs and other C-suite executives.
- Engage senior stakeholders in business, financial and technical discussions.
Global Account Leadership :
- Act as the primary global point of contact for large and complex sales opportunities within multinational organizations.
- Lead major pursuits, including outsourcing and managed services opportunities.
Strategic Account Planning :
- Build and execute comprehensive strategic account plans.
- Map client organizations and stakeholder networks, develop deep customer relationships, and identify opportunities at an early stage.
End-to-End Sales Ownership :
- Own the complete sales cycle, from initial prospecting through contract negotiation and closing.
- Engage stakeholders across the organization, from business champions through to C-suite executives, including CIOs, CFOs and CEOs.
Solution Positioning :
- Communicate and demonstrate the company’s value proposition through strategic and consultative selling.
- Develop business cases and ROI analyses and leverage relevant client references to support opportunities.
Cross-Functional Collaboration :
- Coordinate internal resources throughout the sales process to develop and deliver winning solutions.
- Work closely with Technical Sales Consultants, Overlay Sales, Professional Services and Partners.
Pipeline Management & Forecasting :
- Maintain accurate sales forecasts and provide regular visibility on pipeline activity.
- Ensure consistent achievement of sales objectives while maintaining a strong focus on customer satisfaction.

Requirements:

- Minimum 5-7 years of quota-carrying technology sales and account management experience, ideally within B2B environments serving large multinational customers.
- Demonstrated success in direct new business acquisition, with a consistent record of achieving or exceeding sales quotas.
- Proven ability to engage, sell and negotiate effectively with senior executives, including CIOs, CFOs and CEOs.
- Strong understanding of complex technology solutions.
- Experience in connectivity-related / telecommunications solutions is particularly relevant, while experience in other technology sectors will also be considered.
- Experience leading and collaborating with global, virtual teams to deliver complex solutions.

Skills & Approach
- Strong communication and negotiation capabilities.
- Customer-centric and innovative approach.
- Ability to proactively drive cross-functional collaboration.
- Comfortable taking smart, calculated risks.
- Ability to leverage AI-enabled tools to improve sales execution and efficiency.
- Strong focus on data-driven decision making.

Education : Bachelor’s degree or equivalent practical experience required.
Languages : Fluent English required; French would be highly appreciated.

Preferred Strengths
- Demonstrated success in acquiring new business within large, multinational enterprise accounts, with proven experience building relationships with C-level executives.
- Strong expertise in consultative and value-based selling methodologies.
- Innovative and customer-focused mindset.
- Strong cross-functional collaboration, analytical and strategic thinking capabilities.
- Comfortable adopting and leveraging new technologies, including AI, to enhance sales execution and maximize productivity.

Company Description:

Our client is a major global telecommunications company who provides secure, high-performance, end-to-end networking and connectivity solutions to customers worldwide, supported by an extensive global network and reach across international markets.

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