Senior Commercial Attorney jobs at Red Hat in Italy

What You Will Do

• Design, develop and implement networking solutions for Red Hat's next-generation platforms, including Kubernetes and Red Hat OpenShift

• Become responsible for the quality of our offerings, participate in peer code reviews and continuous integration (CI) and continuous delivery (CD) and respond to security threats (CVEs)

• Participate in, lead and create upstream networking project communities, including contributing new development work and existing features and fixes for projects like Kubernetes (https://github.com/kubernetes/kubernetes/) , OVN-Kubernetes (https://github.com/ovn-org/ovn-kubernetes/) and Open Virtual Networking (OVN) (https://github.com/ovn-org/ovn)

• Use your deep networking expertise to help customers solve complex business problems with creative solutions

What You Will Bring

• Strong networking knowledge, including expertise in one or more of switching and routing protocols

• Experience with cloud technologies, network functions virtualization (NFV) and software-defined networking (SDN)

• Experience using programming languages like Go, Python or C/C++ Understanding of how open source and free software communities work

• Motivated with a proactive attitude, willingness to tackle new problems and an ability to develop new architectures and identify good ones

• Ability to work well as part of a team in a highly collaborative, distributed environment with a diverse team

• Good communication skills in English

The following are considered a plus:

• Experience with Kubernetes, Red Hat OpenShift and container networking technologies

• Experience with Linux networking technologies

• Experience with development for public cloud services, including Amazon Web Services (AWS), Google Compute Engine (GCE) and Microsoft Azure

• Ability to present to customers and stakeholders

• Previous contributions to open source projects or being an open source maintainer

About the Job:

In this role, you will create possibilities, solve problems, and establish working relationships with our customers. You will help our customers to invest in solutions from across the Red Hat portfolio that will give them a competitive advantage. You'll also support field sales account managers in managing accounts in the commercial market (which includes small and medium enterprise). As an Account Solution Architect you'll need to have technical expertise, passion for open source, thorough understanding of business processes, and the ability to identify and create business solutions across multiple technology platforms at an enterprise level. You'll also need excellent communication and people skills, because you'll be a crucial part of the first impression our customers have with Red Hat.

What you will do:

• Acts as the chief technologist for the account and a trusted advisor to the customer's technical teams;

• Leads the technical sales conversation, explaining the ways in which Red Hat’s portfolio and architected solutions address the customer’s business and organizational requirements;

• Gathers technical information about the customer and identifies opportunities;

• Owns the Technical Landscape and the Success Plan, and influences the overall Account Plan;

• Proves through demonstration and discussion how the use of the Red Hat portfolio is able to solve customer problems;

• Identifies and mitigates any technical sales issues;

• Works closely with the Sales Account Manager to operate according to the strategy, and to coordinate and hold accountable the extended sales team.

What you will bring:

• Experience with Kubernetes ecosystem, enterprise automation technologies, Linux operating systems, Cloud Service Providers (e.g. Azure, AWS, GCP)

• Knowledge of DevOps concepts, tools and best practices, and Application Development concepts

• Experience with Java programming language and/or Go language.

• Ability to translate technical knowledge and skills into proposals, presentations, standard demos & customer workshops

• Ability to orchestrate resources and influence internal and external stakeholders

• Fluent written and verbal communication skills in English in addition to the Italian local mother language

• Willingness to travel up to 50%

What you will do

• Collaborate with peers and the Istio community on the design and development of features, enhancements, and bug fixes within Istio

• Develop examples demonstrating features of Istio within Red Hat OpenShift

• Engage with our support team to help them resolve customer issues

• Work with our documentation team to improve documentation related to the use of Istio within OpenShift

• Interact with globally distributed open source project teams and communities inside and outside of Red Hat

What you will bring

• Experienced in software development

• Experience programming with Go, with experience implementing controllers and/or operators on Kubernetes

• Experience working with cloud technologies like Red Hat OpenShift, Kubernetes, Docker, and/or other cloud platforms

• Knowledge of networking fundamentals and protocols such as TCP, TLS, HTTP, HTTPS, etc.

• Ability to proactively identify, address, and resolve issues with minimal supervision

• Written and verbal English communication skills

• Passion for open source software, a positive attitude, and a desire to share ideas openly

• Experience contributing to an open source project/community is a plus

What you will do:

• Be accountable for carrying out Red Hat’s sales strategy and managing performance and customer success in assigned set of accounts, retaining and growing bookings through partners

• Apply knowledge of use cases and strategic offering value proposition to win new business and identify and act upon opportunities to motivate upsell, cross-sell, and renewals across Red Hat’s portfolio, deepening penetration within accounts

• Cooperate with partner sales executive to motivate partner-centric customer engagement, aligning Red Hat’s use cases to customer needs and developing solutions with partners that deliver business value

• Provide customer continuity and account expertise to sales pod for accounts, guiding sales performance and positioning Red Hat as a key partner on modernization journeys and digital transformation

• Apply knowledge on AI Use cases to accelerate enterprise AI adoption of both predictive and gen AI models across hybrid cloud environments.

• Collaborate with pod team to achieve success together within the territory

• Collaborate with partners and Customer Success team to understand how customer derives value from Red Hat’s solutions, support expansion and retention, and ensure that customer meets success criteria outlined in the value and success plan

• Request support from inside sales representatives to help engage specialist solutions architects, sales solutions specialists, industry experts, and other specialists to manage end-to-end sales and deliver customer value as needed

What you will bring:

• Excellent leadership and communication skills, with the ability to engage a diverse set of stakeholders in a matrixed organization

• Build and maintain strategic relationships with C-level customers and partners to drive business success

• Strategic orientation and value engineering skills to position and sell solutions to customer needs and build business cases around return on investment (ROI) and total cost of ownership (TCO)

• Understanding of ecosystem landscape and how to engage with partners to create a “better together” value proposition for customers

• Solid understanding of customer business, industry trends, competitive landscape, and Red Hat differentiators and value proposition

• Ability to articulate the hybrid cloud story, the value of Red Hat solutions, and Red Hat’s differentiation with key customer stakeholders and partners

• Record in delivering effective and engaging presentations to a variety of audiences

• Ability to cultivate long-term relationships and develop internal advocates across customer organization, including IT and business teams

What will you do:

• Provide legal support for the quickly growing business of Red Hat in Europe, Middle East and Africa, Italy is one of Red Hat’s major markets in EMEA and will be one of the focus countries/regions (including the public sector business)

• Be responsible for the negotiation of Open Source software related contracts, including software licensing and software maintenance agreements; consulting agreements; reseller, distributor, cloud, hosting, OEM and other partner agreements

• Be responsible for the negotiation of supply agreements for the growing demand of our procurement team

• Educate customers about open source licensing and Red Hat’s subscription business model

• Design the deals with view to revenue recognition principles, support and coach sales-teams on deal structure and contract negotiations

• be the central point of contact for the roll-out of any new and updated agreements (including liaising with external counsel and translators)

• Act as interface between Sales, Operations and Finance

• Coordinate with management, as appropriate, to ensure any and all contractual matters are handled in a timely, efficient, and cost-effective manner and to ensure that processes and procedures will be developed and applied consistently

• Serve as a point of contact for legal, intellectual property and policy issues for Red Hat EMEA executives

• Serve as a trusted advisor and business partner by providing counsel and guidance for the accomplishment of overall business objectives of Red Hat, such as fostering a culture of innovation, while ensuring full compliance with applicable laws and regulations and avoiding unacceptable risks. Develop a thorough understanding of and familiarity with Red Hat's business, its people, products, technology, markets, facilities, customers and competitors to identify trends and formulate strategies accordingly

• Participate in region-specific Legal initiatives and cross-regional projects

What will you bring:

• Master degree in law, preferably with an Italian legal qualification

• The ideal candidate is admitted to the national bar or holds an equivalent qualification

• 5+ years of professional experience as an attorney/in-house lawyer, including substantial commercial transactional experience

• Knowledge of the Italian public sector business would be a plus

• Willingness to relocate to one of the above Red Hat offices, willingness to travel from time to time

• Excellent communication skills. Ability to speak, write and negotiate fluently in English, and Italian

• Excellent oral and written communication skills; acute attention to detail; excellent analytical abilities

• Ability to work independently, prioritize and execute flawlessly on multiple concurrent and often competing deliverables, whilst managing expectations of the business and meeting deadlines

• Outstanding interpersonal skills, including diplomacy and flexibility, and the ability to interface effectively and engender trust and confidence with personnel at many different levels

• Ability to work as a team member of the legal department in a scalable and accountable manner

• Demonstrating flexibility and autonomy

• Enthusiasm and "self-starter" qualities enabling him or her to manage responsibilities with an appropriate sense of urgency; desire “to make things happen”

• Exposure to a US based company and understanding of the cultural nuances would be a plus