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Director / Senior Business Development Manager

Synechron
Toronto, CAN
Full-time
Director · 12+ years experience
Onsite
Discovered 1 weeks ago

Full Job Posting

Responsibilities:

  • New Business Development & Hunting
  • Develop and execute strategic plans to acquire new banking and financial services clients across Canada.
  • Identify, qualify, and pursue new business opportunities within:
  • Retail Banking
  • Commercial Banking
  • Capital Markets
  • Wealth Management
  • Payments
  • Risk & Compliance
  • Insurance
  • Build relationships with senior decision-makers including:
  • CIOs
  • CTOs
  • Chief Data Officers
  • Business Unit Heads
  • Transformation Leaders
  • Procurement Leaders
  • Drive end-to-end sales pursuits from lead generation through contract execution.
  • Achieve annual revenue, margin, and client acquisition targets.
  • Logo Acquisition & Market Expansion
  • Open new logos within the Canadian Financial Services ecosystem.
  • Develop account penetration strategies for strategic target clients such as major banks, credit unions, insurers, and fintech firms.
  • Establish executive-level relationships to position the firm as a trusted transformation partner.
  • Build and maintain a strong pipeline of qualified opportunities.
  • Account Mining & Farming
  • Expand existing client relationships through cross-selling and upselling.
  • Identify opportunities within active accounts for:
  • AI & GenAI Services
  • Data & Analytics
  • Cloud Modernization
  • Cybersecurity
  • Application Development
  • Managed Services
  • Quality Engineering
  • Platform Engineering
  • Collaborate with account teams and delivery leaders to maximize wallet share.
  • Develop multi-year account growth strategies.
  • Technology Consulting & Solution Selling
  • Understand and articulate technology solutions across:
  • Artificial Intelligence
  • Generative AI
  • Cloud (AWS, Azure, GCP)
  • Data Engineering
  • Data Analytics
  • Digital Transformation
  • DevOps
  • Automation
  • Engage effectively with both business and technical stakeholders.
  • Translate business challenges into technology-led solutions.
  • Work closely with solution architects and practice leaders to create compelling proposals.
  • The ideal candidate should be comfortable discussing concepts such as:
  • AI/ML
  • Large Language Models (LLMs)
  • Data Platforms
  • Cloud Migration
  • APIs and Integrations
  • Data Governance
  • Banking Technology Ecosystems
  • Enterprise Architecture
  • Forecasting & Revenue Management
  • Manage quarterly and annual sales forecasts.
  • Maintain accurate pipeline reporting and deal progression.
  • Present revenue forecasts, account plans, and growth strategies to executive leadership.
  • Monitor sales performance against targets and take corrective actions as required.
  • Executive Stakeholder Engagement
  • Act as a trusted advisor to client executives.
  • Lead executive meetings, business reviews, and strategic discussions.
  • Build strong relationships across business, technology, operations, risk, and procurement functions.
  • Navigate complex enterprise sales cycles within regulated financial institutions.
  • Proposal & Deal Management
  • Lead RFP, RFI, and proposal responses.
  • Work with internal stakeholders to develop competitive commercial structures.
  • Negotiate Statements of Work (SOWs), Master Service Agreements (MSAs), and consulting engagements.
  • Drive contract closure and successful transition to delivery teams.
  • Collaboration with Delivery Leadership
  • Partner with delivery managers, practice leaders, and solution architects to ensure:
  • Successful project delivery
  • Client satisfaction
  • Revenue growth
  • Expansion opportunities
  • Participate in governance meetings and executive business reviews.
  • Identify opportunities for additional consulting and managed services engagements.

Requirements:

  • 12+ years of experience in Business Development, Sales, Account Management, or Consulting Sales.
  • Minimum 5 years selling technology consulting/services into Banking or Financial Services organizations.
  • Proven success acquiring new logos and generating multimillion-dollar consulting engagements.
  • Strong understanding of the Canadian Financial Services landscape.
  • Industry Knowledge
  • Deep understanding of:
  • Canadian Banking Industry
  • Capital Markets
  • Wealth Management
  • Payments
  • Risk & Compliance
  • Regulatory Reporting
  • Open Banking
  • Financial Crime & AML
  • Digital Banking Trends
  • Required Skills
  • Business Development
  • Hunting
  • Farming
  • Account Mining
  • Pipeline Development
  • Strategic Selling
  • Relationship Management
  • Consultative Selling
  • Executive Engagement
  • Technology Understanding
  • Strong familiarity with:
  • AI & Generative AI
  • Data & Analytics
  • Cloud Technologies
  • Cybersecurity
  • Enterprise Applications
  • Digital Transformation
  • Agile Delivery Models
  • Modern Software Engineering
  • Commercial Skills
  • Forecast Creation
  • Revenue Planning
  • P&L Awareness
  • Proposal Management
  • Contract Negotiation
  • Strategic Account Planning
  • Leadership Expectations
  • The successful candidate will operate at a Director level and be expected to:
  • Drive regional growth initiatives.
  • Develop and execute go-to-market strategies.
  • Influence C-level client stakeholders.
  • Mentor junior business development professionals.
  • Establish strategic partnerships and alliances.
  • Shape new business opportunities from concept through closure.
  • Represent the organization at industry conferences, networking events, and client forums.
  • Success Metrics (KPIs)
  • Annual Revenue Target Achievement
  • New Logo Acquisition
  • Qualified Pipeline Generation
  • Gross Margin Contribution
  • Sales Forecast Accuracy
  • Client Satisfaction
  • Expansion Revenue from Existing Accounts
  • Strategic Relationship Growth
  • Win Rate on Qualified Opportunities
  • Preferred, but not required:
  • Experience selling services into RBC, TD, BMO, CIBC, Scotiabank, National Bank, Manulife, Sun Life, or major Canadian financial institutions.
  • Established network within the Canadian Financial Services market.
  • Strong understanding of technology-driven transformation programs.
  • Proven ability to sell AI, Data, Cloud, and Digital Transformation services.
  • Demonstrated success creating and closing consulting opportunities valued at $1M-$20M+.
  • We offer:
  • A multinational organization with 58 offices in 22 countries and the possibility to work abroad.
  • 15 days (3 weeks) of paid annual leave plus an additional 10 days of personal leave (floating days and sick days).
  • A comprehensive insurance plan including medical, dental, vision, life insurance, and long-term disability.
  • Flexible hybrid policy.
  • RRSP with employer’s contribution up to 4%.
  • A higher education certification policy.
  • On-demand Udemy for Business for all Synechron employees with free access to more than 5000 curated courses.
  • Coaching opportunities with experienced colleagues from our Financial Innovation Labs (FinLabs) and Center of Excellences (CoE) groups.
  • Cutting edge projects at the world’s leading tier-one banks, financial institutions and insurance firms.
  • A truly diverse, fun-loving and global work culture.
  • S YNECHRON’S DIVERSITY & INCLUSION STATEMENT
  • Diversity & Inclusion are fundamental to our culture, and Synechron is proud to be an equal opportunity workplace and is an affirmative action employer. Our Diversity, Equity, and Inclusion (DEI) initiative ‘Same Difference’ is committed to fostering an inclusive culture – promoting equality, diversity and an environment that is respectful to all. We strongly believe that a diverse workforce helps build stronger, successful businesses as a global company. We encourage applicants from across diverse backgrounds, race, ethnicities, religion, age, marital status, gender, sexual orientations, or disabilities to apply. We empower our global workforce by offering flexible workplace arrangements, mentoring, internal mobility, learning and development programs, and more.
  • All employment decisions at Synechron are based on business needs, job requirements and individual qualifications, without regard to the applicant’s gender, gender identity, sexual orientation, race, ethnicity, disabled or veteran status, or any other characteristic protected by law.
  • Candidate Application Notice

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