Major Account Manager

Accountabilities:

• • Own and exceed measurable sales objectives across a targeted portfolio of approximately 10–15 enterprise accounts in Ontario.
  • Develop and execute strategic and tactical account plans based on customer priorities, business reviews, competitive intelligence, and growth opportunities.
  • Build trusted relationships with key influencers, decision-makers, and C-level executives, acting as a strategic advisor on complex technology challenges.
  • Use a consultative selling approach to uncover customer needs related to hybrid cloud, legacy IT modernization, data center networking, campus networking, SD-WAN, automation, security, and AI networking.
  • Partner with systems engineers and technical resources to design, position, and deliver compelling solutions that demonstrate business value and reduce total cost of ownership.
  • Identify and develop new-logo opportunities while expanding relationships and revenue within existing enterprise accounts.
  • Establish and manage strategic relationships with channel partners and technology partners to generate opportunities and strengthen market presence.
  • Conduct demand-generation activities, including customer events, technology forums, lunch-and-learns, and other engagement initiatives.
  • Collaborate with marketing and sales peers to develop territory strategies, share best practices, and maximize account penetration.
  • Maintain strong knowledge of networking technologies, partner offerings, competitive solutions, and competitor strategies to effectively position solutions in the market.
  • Coordinate internal resources and stakeholders to ensure customer priorities are understood and effectively supported throughout the sales cycle.

  Requirements:

  • Bachelor’s degree in business, technology, or a related field, or equivalent professional experience.
  • 7+ years of technology sales experience with a demonstrated history of meeting or exceeding sales targets.
  • Current residence in the Greater Toronto Area and proven experience selling complex networking solutions within the local enterprise market.
  • Demonstrated experience selling directly into strategic enterprise accounts, including both expanding existing customers and developing new-logo opportunities.
  • Strong background in data center or networking technologies, gained through experience with a technology vendor, competitor, channel partner, or end-user organization.
  • Technical sales expertise in one or more areas such as networking, LAN/WAN, SDN, NFV, switching, routing, network automation, data centers, edge computing, network virtualization, hyperconverged infrastructure, or cloud computing.
  • Established relationships and a strong professional network across enterprise accounts and technology stakeholders in the territory.
  • Strong consultative and solution-selling capabilities, with the ability to translate complex technical concepts into clear business value.
  • Excellent interpersonal, communication, negotiation, and presentation skills, with confidence engaging stakeholders from technical teams through executive leadership.
  • A strong “hunter” mentality, combined with the ability to nurture long-term strategic customer relationships.
  • Ability to influence without direct authority and collaborate effectively with engineers, professional services teams, executives, partners, and other sales professionals.
  • A collaborative, respectful, trustworthy, and results-oriented approach to working with customers and internal teams.

  Benefits:

  • Competitive compensation package aligned with the seniority and scope of the role.
  • Opportunity to work with enterprise customers on complex, high-impact networking and cloud transformation initiatives.
  • Exposure to innovative technologies spanning data center networking, cloud, automation, security, SD-WAN, and AI networking.
  • Collaborative environment with access to experienced technical, professional services, executive, and sales teams.
  • Opportunities to build and expand relationships with major enterprise organizations and technology partners.
  • Career growth opportunities within a high-performance technology sales organization.
  • Inclusive and collaborative workplace that values diverse perspectives, innovation, integrity, and teamwork.