Major Account Manager

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Major Account Manager based in Canada.

• Manage and grow a portfolio of approximately 10–15 enterprise-level accounts across Ontario, developing strategies that expand relationships, increase revenue, and exceed measurable sales targets.
• Build trusted relationships with key influencers, technology leaders, decision-makers, and C-level executives, positioning solutions around business outcomes rather than individual products.
• Apply a consultative selling approach to help customers address hybrid cloud environments, legacy IT infrastructure, networking modernization, and other complex technology challenges.
• Develop and execute strategic and tactical account plans based on customer priorities, business reviews, market opportunities, and competitive intelligence.
• Partner with Customer Engineers and technical specialists to design and position compelling solutions that address customer requirements while reducing total cost of ownership.
• Coordinate internal technical, professional services, marketing, and executive resources to deliver cohesive customer strategies and accelerate sales opportunities.
• Collaborate with technology partners to identify new prospects, create joint opportunities, and demonstrate integrated solutions.
• Establish and maintain strong channel relationships across the assigned territory to expand market reach and generate additional opportunities.
• Drive new-logo acquisition while also cultivating and expanding existing enterprise customer relationships.
• Lead demand-generation initiatives such as technology forums, lunch-and-learns, customer events, and other activities that strengthen engagement and generate pipeline.
• Collaborate with sales and marketing peers to share best practices, develop territory initiatives, and maximize account penetration.
• Maintain strong knowledge of networking technologies, partner offerings, competing solutions, and competitor strategies to effectively differentiate the portfolio in the market.

• Bachelor's degree or equivalent combination of education and experience, along with 7+ years of technology sales experience.
• Demonstrated success selling directly into enterprise accounts and consistently exceeding sales targets within an assigned territory.
• Proven experience cultivating strategic customer relationships while simultaneously identifying and winning new-logo opportunities.
• Candidates must reside in the Greater Toronto Area and have demonstrated experience selling complex networking solutions within this market.
• Relevant experience in data center or networking environments, gained through a technology vendor, competitor, channel partner, or end-user organization.
• Strong network of established relationships and contacts across the assigned territory.
• Strong technical acumen in one or more areas including networking, SDN, NFV, switching, routing, network automation, data centers, edge computing, network virtualization, hyperconverged infrastructure, or cloud computing.
• Ability to translate complex technology capabilities into clear business value and compelling customer outcomes.
• Excellent communication, presentation, negotiation, influencing, and relationship-building skills, with the ability to engage effectively at all organizational levels.
• A proactive hunter mentality, combined with the strategic approach required to grow long-term enterprise relationships.
• Ability to act as a trusted advisor and influence both technical and business stakeholders throughout complex sales cycles.
• Strong collaboration skills and the ability to work effectively with sales, engineering, professional services, executive, marketing, and partner teams.
• Demonstrated alignment with values including trust, compassion, collaboration, respect, integrity, and a positive, team-oriented approach.

• Competitive base compensation determined according to market, work location, qualifications, skills, and relevant experience.
• Eligibility for discretionary bonuses and equity, depending on role and eligibility.
• Participation in a Sales Incentive Plan, with commissions calculated as a percentage of eligible sales.
• Comprehensive medical, dental, and vision coverage.
• Wellbeing and income protection benefits.
• Access to a Group Retirement Savings Plan.
• Opportunity to work with advanced technologies spanning cloud networking, data centers, SD-WAN, network automation, security, and AI networking.
• Collaborative environment with strong support from experienced sales professionals, technical specialists, professional services teams, and executive leadership.
• Opportunity to build relationships with major enterprise organizations.