VICE PRESIDENT
Strategic Account Management | Wholesale Banking
Toronto, Ontario |Greater Toronto Area | Bay Street On-Site / Hybrid
Industry
Enterprise Banking Technology & Transaction Banking Platforms
Client Focus
Dedicated Tier-1 Canadian Anchor Account Leadership
Target Seniority
15–20 years of experience
Target Compensation
CAD $275,000–$325,000 Total Compensation / OTE
Opportunity Overview
A leading global financial technology enterprise operating across 60+ countries and serving over 500 financial institutions is seeking a seasoned commercial growth leader (Vice President – Strategic Account Management) to anchor and expand its strategic partnership with a flagship Canadian Tier-1 bank.
The firm's wholesale and transaction banking platforms power corporate cash management, context-aware liquidity management, payments modernization, virtual accounts, and trade finance for premier financial institutions across North America and globally.
Based in Toronto, this executive will serve as the primary commercial and strategic leader on Bay Street, holding overall revenue and account governance accountability. The remit combines safeguarding existing multi-million-dollar software and services engagements with driving aggressive wallet-share expansion through high-value platform upselling, cross-selling, SOW monetization, and executive stakeholder alignment.
Core Objectives & Mandate Scope
- Commercial Account Ownership: Safeguard existing recurring software license, subscription, and maintenance revenues while originating high-margin expansion across professional services, platform modules, and software enhancements.
- Wholesale Banking Focus: Drive strategic positioning across the bank's Wholesale and Commercial Banking business lines - specifically focusing on Payments Modernization (Lynx, Real-Time Rail, ISO 20022), Liquidity Management, Virtual Accounts, and Corporate Cash Management.
- C-Suite & Line-of-Business Navigation: Establish multi-threaded executive relationships across business heads (Transaction Banking, Cash Management, Treasury Solutions), enterprise architecture, technology leadership, and corporate procurement.
- Change-Request (CR) & SOW Monetization: Systematically convert ongoing delivery requirements, architectural roadmaps, and business demands into structured commercial Statements of Work (SOWs) and platform extensions.
- Global Delivery Model Alignment: Champion delivery governance by partnering with onshore program leadership and offshore engineering/support hubs, ensuring SLA compliance, project milestone realization, and client satisfaction during executive Quarterly Business Reviews (QBRs).
Key Responsibilities
- Commercial Strategy & Account Expansion
- Develop and execute a comprehensive 1–3 year Account Growth Plan for the anchor Canadian Tier-1 relationship.
- Deliver against agreed annual bookings, net-new license fees, ARR/subscription expansions, and billable services revenue targets.
- Proactively identify bank technology transformation programs and align proprietary platform roadmaps to secure multi-million-dollar extensions.
- Strategic Stakeholder Management & Governance
- Serve as the senior commercial advisor and primary executive escalation interface for bank stakeholders on Bay Street.
- Lead high-level steering committees and executive QBRs, showcasing realized business value and continuous innovation.
- Navigate bank-wide procurement, vendor management, and legal teams to structure MSAs, SOWs, and annual fee indexations.
- Cross-Functional Pursuit & Delivery Orchestration
- Partner with global product heads, solution architects, and presales consultants to structure competitive proposals and RFP responses.
- Work in lockstep with global delivery directors to ensure program health, commercial alignment, and referenceability.
Candidate Qualifications
- 15–20 years of progressive commercial growth, strategic account leadership, or technology sales experience within enterprise financial software, fintech platforms, or top-tier technology consulting/services.
- Canadian Banking Ecosystem (Bay Street): In-depth experience navigating Canadian Schedule I banks, with direct familiarity with Canadian bank procurement, vendor risk, and compliance frameworks.
- Wholesale Banking Domain Expertise: Proven fluency in Wholesale/Corporate Banking, Transaction Banking, Cash Management, Payments Modernization (Lynx, RTR, ISO 20022), Liquidity Solutions, or Commercial Lending.
- Demonstrated Commercial Success: Track record of managing, retaining, and expanding multi-million-dollar banking accounts ($10M–$25M+ portfolio size), with proven capability in selling enterprise software licenses, complex SOWs, and transformation programs.
- Onshore-Offshore Operating Model: Demonstrated success collaborating effectively with global engineering and offshore delivery teams.
- Location & Authorization: Based in the Greater Toronto Area (GTA) with the ability to maintain regular in-person engagement across client executive offices on Bay Street; legally authorized to work in Canada.
Compensation & Package Structure
Total Compensation / OTE: CAD $275,000 – $325,000.
Structured as an executive base salary plus a high-upside performance incentive; flexible and negotiable for top-tier candidates with proven Canadian Tier-1 account ownership.
