Strategic Accounts Manager Enterprise - Milan jobs at Red Hat in Italy

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%

About the Job:

The Red Hat Italian Sales team is looking for a Strategic Accounts Manager to join us in Milan, Italy. In this role, you will support mainly local revenue, profit, and customer satisfaction while focusing on our most strategic accounts in the Enterprise segment with focus on FSI and Energy sector. You'll manage and maintain account relationships, particularly with C-level contacts. To be successful, you will need to develop account strategies while communicating and understanding customer needs, industry trends, and critical success factors to guarantee significant, double-digit growth. As a Strategic Accounts Manager, you will coordinate sales specialists, presales work, and consulting services resources for these accounts.

What you will do:

• Manage the customer relationship with designated enterprise accounts that have significant and strategic importance for Red Hat

• Position Red Hat at all levels of an organization, including C-level - executives, while maintaining and developing new relationships within the assigned accounts

• Set account strategy and plan with clear objectives, actions, owners, and sales targets, keeping in mind quarterly targets and overall strategic development of the account

• Apply team leadership to share best practices in success and provide leadership - Supervise and coordinate a team of sales associates, presales support, and consulting services to grow our entire solutions portfolio for your accounts

• Manage complex sales cycles from prospecting to closing across our entire solutions portfolio, with a focus on accurate forecasting and pipeline building

• Support the regional cooperation of all departments and create a vision for this account

• Sponsor and institutionalize new and innovative ways to work with teams to meet customer needs and sales objectives

What you will bring:

• 10+ years of experience in enterprise IT sales with a successful track record in managing major enterprise accounts or even global accounts

• Outstanding track record setting account strategies, delivering against committed forecasts, and overachieving sales targets

• Several years of experience with the sole responsibility for a major account including leading and coordinating a team of account managers in different countries, overlay sales, presales, and consulting services

• Vertical knowledge, i.e., in banking, insurance and energy sector is a plus

• Proven ability to work seamlessly with cross-functional teams to achieve success on behalf of customers

• Broad technical experience with the majority of our Red Hat solutions

• Demonstrated market and competitive knowledge Solutions-sales mentality in a company with multiple products and services

• Personal motivation to thrive in a fast-paced environment

• Knowledge of and passion for Linux and open source technology

• Excellent written and verbal communication skills in Italian and English