Business Development Manager / Senior Account & Engagement Manager – Technology Consulting

Vaco LLC•Montreal, QC

6d•CA$70,000 - CA$100,000

About The Position

Highspring partners with leading organizations to deliver technology solutions through project-based consulting, managed teams, and strategic talent engagements. Their teams help clients execute critical technology initiatives across areas such as Cloud, DevOps, Cybersecurity, Software Engineering, Data & AI, QA/QE, and Digital Transformation. They are looking for a Business Development Manager / Senior Account Executive who can drive growth through two core motions: opening new enterprise accounts and expanding Highspring’s footprint within existing strategic clients. This is a consultative sales role for someone who knows how to navigate large organizations, build relationships with technology executives, identify business and technology challenges, and convert those opportunities into consulting engagements.

Requirements

Proven experience in business development, enterprise sales, or account management within technology consulting or professional services.
Demonstrated ability to open new enterprise accounts and grow existing strategic accounts.
Strong network and ability to engage senior technology executives.
Experience selling complex technology services rather than solely transactional staffing.
Ability to uncover opportunities through business conversations rather than waiting for formal requirements or RFPs.
Strong understanding of technology transformation initiatives and the ability to engage credibly with technology leaders.
Experience developing proposals, project teams, consulting solutions, and SOW-based engagements.
Strong commercial instincts with the ability to manage pricing, margins, negotiations, and deal strategy.
Entrepreneurial, proactive, and comfortable operating in a high-growth environment.

Responsibilities

Identify and penetrate new enterprise accounts within targeted industries and markets.
Build relationships with CIOs, CTOs, CISOs, VPs, Directors, and other technology decision-makers.
Develop account strategies to move from initial introduction to active consulting opportunities.
Generate new business through executive outreach, referrals, networking, industry events, and strategic partnerships.
Establish Highspring as a trusted technology consulting partner within new accounts.
Expand Highspring’s presence within existing large enterprise clients by developing relationships across new business units, technology functions, and executive stakeholders.
Build account maps identifying key decision-makers, influencers, technology priorities, budgets, and upcoming initiatives.
Identify whitespace and cross-selling opportunities across Highspring’s consulting practices.
Develop relationships beyond existing buyers to reduce account concentration and create multiple channels for growth.
Create and execute account growth plans for strategic clients.
Engage clients around their technology roadmaps, challenges, transformation programs, and upcoming investments.
Identify opportunities ranging from individual strategic resources to complete squads, project teams, and consulting engagements.
Lead discovery conversations to understand business objectives, project scope, timelines, required capabilities, and desired outcomes.
Work with delivery and practice leaders to translate client needs into compelling solutions, proposals, and Statements of Work (SOWs).
Lead commercial discussions, negotiations, and deal progression through close.
Introduce clients to relevant Highspring capabilities across areas such as Software Engineering & Application Modernization, Cloud & DevOps, Cybersecurity, Data & AI, QA / Quality Engineering, Architecture & Digital Transformation.
Connect client priorities with the appropriate Highspring subject-matter experts and delivery capabilities.
Identify opportunities to expand from an initial engagement into broader, multi-practice relationships.
Partner closely with recruiting, delivery, and practice leaders to build the right teams and solutions for each opportunity.
Maintain strong visibility into active engagements and client satisfaction.
Use successful delivery as a platform to identify follow-on projects and expand relationships.
Ensure a smooth transition from sales through delivery while maintaining executive-level client relationships.
Build and maintain a healthy pipeline of new accounts and expansion opportunities.
Own revenue and gross-margin targets across assigned accounts and territory.
Maintain accurate account plans, opportunities, activities, and forecasts in Bullhorn.
Track key business development metrics including pipeline creation, new logos, meetings, SOWs, account penetration, revenue, and gross margin.