Major Account Manager

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.

This is a high-impact enterprise sales role focused on driving growth across a portfolio of major accounts in Ontario. You will act as a trusted advisor to senior business and technology stakeholders, helping organizations address complex networking and infrastructure challenges. The role combines strategic account management, consultative selling, new business development, and deep engagement with enterprise customers. You will work closely with Customer Engineers, Professional Services, executives, and technology partners to develop solutions aligned with customer business outcomes. With access to a broad portfolio spanning data center, campus, SD-WAN, cloud networking, automation, security, and AI networking, you will help customers modernize their technology environments. Success will require strong technical understanding, executive presence, a hunter mentality, and the ability to consistently exceed sales objectives. This opportunity is ideal for an experienced technology sales professional who thrives in a collaborative, innovative, and performance-driven environment.

Accountabilities:

• 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.

Requirements:

• 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.

Benefits:

• 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 and influence significant technology transformation initiatives.