Global Account Manager/GAM

About the role:

The Red Hat Sales team is looking for a Senior Account Global Manager/Senior Account Executive to join us in Ontario, Canada. 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.

What you will 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 will 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.

• 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

• Set the strategic vision for enterprise customer engagement, leading initiatives that directly contribute to regional or global revenue growth.

• Serve as the senior-most point of escalation for complex deal structures, contract negotiations, and long-cycle enterprise sales engagements.

• Lead cross-functional collaboration across sales, product, services, legal, and executive stakeholders to deliver innovative and scalable customer solutions.

• Advise internal stakeholders on market dynamics, competitive positioning, and customer trends to inform strategic planning and business development efforts.

• Position Red Hat as a trusted advisor by aligning solutions to customer business needs, reinforcing the compa