Tracy Thomas
Toronto
Summary
Growth-focused senior digital banking and Payments Sales and Delivery leader, known for launching and scaling digital banking enterprises and products both domestically and globally. Service-centric professional and trusted advisor, committed to developing a deep understanding of clients’ ecosystems, identifying high-ROI opportunities, and delivering transformative, user-experience-driven banking solutions and modernization strategies. Dynamic relationship builder, dedicated to fostering long-term relationships with the C-suite, strategic partners, and vendors.
Overview
30
30
years of professional experience
1
1
Certification
Work History
FINS Sales Leader - Contract
Slalom Canada
- Responsible for building the FINS sales go to market strategy, sales operating model and strategic account strategy for Insurance and banking clients in Canada to drive growth in key accounts. Leverage Slalom’s technical capabilities (AI, Cloud, Data, and legacy modernization) and with partners to drive strategic deal opportunities within the Tier 1 banks in Canada. Responsibilities include:
- Build out the sales operating model for the current team of 6 sales leads, and the growth strategy for the team including certifications, training and capabilities needs.
- Establish qualification and win strategy and power map to ensure deal is winnable and deliverable and a competitive advantage is achieved via competitive positioning and commercial deal shaping
- Lead business negotiation for Accenture’s most complex deals
- Bring Industry thought leadership and POV to the clients
- Engage with the C level executives within Large FI’s to drive opportunities and pipeline of $54M
Technology Sales Lead Canadian Banking
Accenture
09.2023 - 12.2024
- Responsible for building the technology strategy for Banking clients in Canada in conjunction with Consulting and Tech strategy to drive growth in key accounts. Leverage Accenture’s technical capabilities (AI, Cloud, Data, and legacy modernization) to drive strategic ($50M and above) opportunities within RBC, TD, Scotiabank and CIBC. Responsibilities include:
- Lead sales opportunities to closure while providing discipline and rigor to the sales process as an expert on sales best practices.
- Establish qualification and win strategy and power map to ensure deal is winnable and deliverable and a competitive advantage is achieved via competitive positioning and commercial deal shaping
- Lead business negotiation for Accenture’s most complex deals
- Bring the right talent to sales opportunities at the right time
- Manage and coach the opportunity team to drive and managing complex multi-service line pursuits within Canadian Banking clients
- Bring Industry thought leadership and POV to the clients
- Engage with the C level executives within Large FI’s to drive opportunities and pipeline of $210M
Head of Technical Solution Sales and Pre-Sales Banking NA
Cognizant
09.2020 - 09.2023
- Responsible for building and leading a team of 15+ technical consultative solutioning specialists to evaluate client’s business and technology challenges, to bring the right Cognizant capabilities aligned to client objectives. Drove Sales revenue and sales targets on a $1B+ portfolio of services covering Software and Platform Engineering, Core Technologies, Cloud, Data and Insights, and Enterprise Platform Services.
- Manage and coach the team to drive and managing complex multi-service line pursuits, across the NA BFS portfolio
- Bring Industry thought leadership and POV to the clients
- Engage with the C level executives within Large FI’s to drive opportunities and pipeline
Global Executive Client Partner — RBC and Temenos Strategy
Capgemini
03.2019 - 09.2020
- Spearheaded the global growth strategy and account management for RBC with responsibilities for a $120M P&L. Created the go to Canadian sales strategy and plan for Tier 2 banks and go-to-market strategies for the Temenos and Moody’s Analytics partnerships. Advised clients on progressive core, digital, cloud, data and payments modernization, as well as integration, testing, and agile development.
- Managed the global RBC Enterprise technology and Operations portfolio (Canada, Caribbean, Lux, as well as the UK), growing Tech and Ops portfolio in the account from a $48M portfolio to $68M—rejuvenated relationship, partnering with RBC as consultant, advising RBC on innovation, core replacement, digital, and payments
- Recommended strategic approach to RBC, to effectively implement core banking and wealth management platforms across a 22-country territory, including the Caribbean, Canada, Asia Pacific, Australia, and Luxemburg with our various Partners
- Coached and led a team of 5 Delivery Managers, 4 Account Managers, and Account Chief Architect as well as worked with the various practice leads across Capgemini
Senior Vice President, Canadian Banking - Contract Position
Intellect Design Arena (iGTB)
01.2018 - 03.2019
- Strategically directed revenue growth, identifying new business opportunities for the first end-to-end corporate contextual banking and payments platform, globally. Reporting to the Canadian CEO, drove the expansion of the payments modernization and digital programs for the large Canadian Banks. Cultivated relationships with clients’ C-suite executives across all lines of business. Managed a portfolio of $210M.
- Crafted the go-to-market strategy and road map for Intellects Liquidity and Cash Management offerings, adding $48M to pipeline in 1 year
- Drove the $50M CIBC payments modernization program, enabling movement of $3B daily—grew CIBC account 137%
- Developed and managed the solutioning of the Liquidity and Cash Management for the Canadian Banks
- Coached and led a team of 17 managers onshore overseeing program management, account management, pre-sales, product, and development, with a broader team of nearly 700 associates in India and Romania
- Reduced code defects 94% by overhauling development approach, reallocating resources, integrating Agile, and changing revenue model to charge fees for customization—changes produced an immediate $5M in revenue
Vice President, Sales and Client Management – Major Banks & Global Accounts
Temenos
01.2015 - 12.2018
Director, Sales Strategy (Contract)
ACI Worldwide
02.2015 - 12.2015
Solutions Pre-Sales Leader – Information Management & Analytics (IM&A)
HP Enterprise Services
01.2008 - 02.2015
Director, Business Solutions and Platform Financial Services
I-flex/Oracle
01.2005 - 01.2008
Vice President, Strategic Accounts, Canadian Banking Director, Business Solutions Financial Services
Fidelity Information Services (FIS)
05.1995 - 01.2005
Education
Master of Science -
Guelph University
Bachelor of Applied Science - Consumer Studies
Guelph University
Skills
- Strategic vision development
- Organizational leadership
- Sales strategy development
- Revenue growth strategy
- Digital payment solutions knowledge
- Guiding professional development
- Client relationship management
- Emerging technology expertise
- Cross-border financial services
- Stakeholder engagement
- Solution-oriented sales strategy
- Artificial intelligence solutions for finance
- Business Development
- Partnerships
- Market research and analysis
- Core Banking and Platforms
Certification
- Certification in Global Transactional Banking | Oxford University | Certified Since 2018
- Project Management Professional (PMP) | Project Management Institute | Certified Since 2005
- ITIL Certified | Axelos | Certified Since 2003
Community Service
Innisfil Arts & Heritage Council, Board Member, Innisfil, ON, 2018, Present
CAREER HIGHLIGHTS
- Drove a $50M payments modernization program for a leading Canadian Bank
- Evolved the US-driven Oracle i-Flex banking product suite to incorporate Canadian regulatory and compliance reporting, successfully repositioning the product specifically for the Canadian market—worked closely with Deloitte to execute this multi-faceted product change initiative
- Supported large digital transformation programs for Global Banks with a focus on Transactional Banking, Payments, Capital Markets, and Wealth space business focused outcomes on improving user experience, driving high velocity, optimizing operational cost, and efficiently managing risk and compliance requirements.
- Managed $120M P&L for large Financial Account
Timeline
Technology Sales Lead Canadian Banking
Accenture
09.2023 - 12.2024
Head of Technical Solution Sales and Pre-Sales Banking NA
Cognizant
09.2020 - 09.2023
Global Executive Client Partner — RBC and Temenos Strategy
Capgemini
03.2019 - 09.2020
Senior Vice President, Canadian Banking - Contract Position
Intellect Design Arena (iGTB)
01.2018 - 03.2019
Director, Sales Strategy (Contract)
ACI Worldwide
02.2015 - 12.2015
Vice President, Sales and Client Management – Major Banks & Global Accounts
Temenos
01.2015 - 12.2018
Solutions Pre-Sales Leader – Information Management & Analytics (IM&A)
HP Enterprise Services
01.2008 - 02.2015
Director, Business Solutions and Platform Financial Services
I-flex/Oracle
01.2005 - 01.2008
Vice President, Strategic Accounts, Canadian Banking Director, Business Solutions Financial Services
Fidelity Information Services (FIS)
05.1995 - 01.2005
FINS Sales Leader - Contract
Slalom Canada
Bachelor of Applied Science - Consumer Studies
Guelph University
Master of Science -
Guelph University
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