Strategic Accounts Manager jobs at Red Hat in New Zealand, Christchurch

About The Job

You will forge relationships with your partners, develop a deep technical understanding of their Red Hat implementation, share technical best practices, and act as point of contact for any major incidents, managing the partner’s expectations and communications through resolution of such incidents. You will tailor support for each partner, work closely with the extended virtual account team and advocate on their behalf. At the same time, you'll work closely with our engineering, R&D, product management, and technical support teams to debug, test, and resolve issues. As a PTAM, you will be supported in your career with continuous learning offerings, certification support, and challenging growth opportunities.

What You Will Do

• Develop relationships with key business and IT stakeholders and become an expert on a partner’s solutions by understanding their top business goals and priorities

• Perform technical reviews and share knowledge to proactively identify and prevent issues

• Support technology partners implementing automated and containerized cloud application platform solutions

• Learn new technologies quickly, including topics like container orchestration, container registries, container build strategies, and microservices on container platforms

• Establish and maintain parity with Red Hat cloud technologies strategy

• Engage product engineering teams to help develop solution patterns, based on partner engagements, as well as personal experience, that drive platform adoption

• Communicate how specific Red Hat cloud solutions and our cloud roadmap align to partner use cases

• Forewarn partners of technology changes or potential disruptions to their service and advise on mitigation strategies

• Provide advice and guidance to partners about current and future Red Hat products

• Identify training opportunities and work with our learning and enablement teams to provide targeted training to partner support personnel

• Troubleshoot technical issues and drive issue escalation with Red Hat, partner and customer teams

• Complete analysis and present periodic reviews of operational performance to leadership

• Manage partner support cases and maintain clear and concise case documentation

• Create partner engagement plans and keep documentation relevant to a partner's solution updated

• Manage and grow partner relationships by delivering attentive, relationship-based support

• Build a sense of trust with partners and serve as their advocate within Red Hat

• Contribute internally to the Red Hat team, share knowledge and best practices with team members, contribute to internal projects and initiatives, and serve as a Subject Matter Expert (SME) and mentor for specific technical or process areas

• Travel, as necessary, to visit partners and attend events

What You Will Bring

• Hands-on experience with operating Kubernetes or Kubernetes-based platforms like Red Hat OpenShift Container Platform.

• Expertise with containers and container management

• 3+ years of Linux or UNIX system administration experience

• Experience with cloud or server virtualization

• Experience with Linux, preferably Red Hat Enterprise Linux (RHEL) or a derivative

• Ability to manage and grow existing enterprise partner relationships by delivering proactive, relationship-based support

• Outstanding verbal and written communication skills; ability to convey complex information to partners clearly and concisely

• Competent comprehension of enterprise architecture and strategic business drivers

• Ability to manage multiple issues and projects with an eye for detail

• Direct experience with a variety of technology partners

• Experience with training and presentation delivery

The following are considered a plus

• Experience in a support, operations, development, engineering, or quality assurance organization

• Red Hat Certified Engineer (RHCE) or equivalent experience

• Red Hat Certified Specialist in OpenShift Administration or equivalent experience

• Experience with Amazon Web Services, Azure, Google Cloud is a plus

• Bachelor's degree in a technology-related discipline, preferably computer science or engineering

• Experience working in DevOps environments

• Prior experience in a technical leadership or mentorship role

• Technical knowledge of the Linux kernel and Linux file system

• Expertise with enterprise cloud solutions such as Platform-as-a-Service (PaaS), Infrastructure-as-a-Service (IaaS), and Software-as-a-Service (SaaS)

• Expertise with cloud management (Red Hat CloudForms, Cloud Formation, Terraform, etc) and IT Automation (Red Hat Ansible)

• Software engineering background; experience with RPM-based Linux and Java technologies

• Experience containerizing applications for deployment in cloud environments

• Good comprehension of continuous integration (CI) and continuous delivery (CD) concepts

• Familiarity with source code management tools like Git or SVN

• Knowledge of OpenShift Container Storage and OpenShift Data Foundation

• Experience in software-defined storage technologies like, Ceph, Gluster, or other enterprise storage platforms

• Experience in storage configuration, deployment, administration

The salary range for this position is $94,550.00 - $151,170.00. Actual offer will be based on your qualifications.

Pay Transparency

● Comprehensive medical, dental, and vision coverage

● Flexible Spending Account - healthcare and dependent care

● Health Savings Account - high deductible medical plan

● Retirement 401(k) with employer match

● Paid time off and holidays

● Paid parental leave plans for all new parents

● Leave benefits including disability, paid family medical leave, and paid military leave

1. Build the Red Hat Value Practice

• Collaboratively define the vision of customer value across the entire Red Hat customer lifecycle and the value community

• Build and execute strategies to establish a comprehensive value community partnering with internal teams (BD, professional services etc.)

• Establish and evolve a Red Hat value framework and deliverables to help sell the value across the portfolio and scale across customer segments

• Create a knowledge base including a library of reusable value assets, including value maps, benefit models, benchmarking, templates, tools etc.

2. CXO Customer Advisory on ROI and Business Value Achievement

• Directly engage with customer executive teams, helping articulate the strategic and financial impact of Red Hat’s digital transformation message to accelerate Sales cycles

• Develop C-level account strategies, ROI investment justifications, deal structures, commercial proposals, and value realization analysis

• Serve as a key source of market insights into how our customers view the economic benefit of using Red Hat relative to on-prem or competition

• Identify, lead and contribute to the creation of thought leadership (best practices, white papers, workshops, etc.) for pipeline building

3. Sales and Customer Success Counsel

• Act as a trusted advisor to regional Sales management by providing guidance on account strategies and helping prioritize Sales pursuit

• Manage relationships with regional Sales and Customer Success leadership to build effective enterprise Sales best practices

• Enable Sales teams to elevate their executive discussions by facilitating value-focused discovery and delivering business value impact analysis

What You'll Bring:

• Must speak English and French

• Strong preference for Public Sector experience

• 10+ years of detailed business case development, ROI / TCO financial modelling and executive storytelling experience

• Strong experience in Management Consulting or Investment Banking

• Strong skills in developing executive narrative slideware with inputs from multiple internal stakeholders at times

• Experience engaging with C-level executives and complex internal stakeholder groups

• Strong program management and communication skills

• Presentation skills including public speaking, meeting facilitation, and whiteboarding

• Ability to accomodate moderate business travel

Nice To Have

• Preference for familiarity with selling complex solutions or transformation programs in the cloud infrastructure or platform space

• Preference for prior experience with people leadership

• Bachelor’s degree; Master’s degree in business administration

To help ensure this win-win outcome, a ‘day-in-the life’ of this role may include, but not be limited to:

What you'll do:

• Sell the complete Red Hat portfolio of solutions within the assigned account(s) across all LOBs and at all levels of the organization.. Managing a dedicated client/account(s) and defining, confirming, and communicating the differentiated value of Red Hat’s technology at both the technical and business level.

• Manage complex software sales cycle/process from prospecting to closing, maintaining sustainable revenue growth across technologies/BUs and ensuring delivery against KPIs

• Promote Red Hat’s value proposition to prospective customers within a highly competitive market; develop new business and expand existing ones.

• Using your solution-selling expertise you’ll be identifying and engaging decision makers and influencers, qualifying business opportunities, and responding to clients’ needs to create strategic, long-term partnerships.

• Understand and effectively articulate the customer's business, the problem they are trying to solve,the objectives they are trying to reach, their unique ecosystem, constraints and technical requirements, the broader industry challenges; and accordingly create compelling solutions/value propositions in collaboration with internal overlay support teams and external ecosystem partners ( SIs, ISVs, etc).

• Work collaboratively with the broader Red hat Sales ecosystem: Red Hat account solutions architects and overlay structures, business units/engineering/CTO office, marketing, finance, legal etc. to develop the right solution for the client, to build sales campaigns and incremental pipeline.

• Create and maintain strategic account plans/business plans in collaboration with cross-functional team members and deliver on those.

• Accurately manage pipeline , forecast, MEDDPICC, Value Based selling ( developing business cases, ROI, payback models etc.), account reviews, deal reviews, close plans and close sales in accordance with company goals, processes and systems.

What you'll bring:

• 10+ years of experience as the primary owner/leader of the account ( not in an overlay support role), selling complex software solutions to large global banks and global Financial Services Institutions (FSIs) with multiple decision-makers and influencers.

• Understanding of the financial services and technical market, landscape, partners, solutions, architectures.

• Understanding of the complex decision making process in large, global banks, FSIs.

• Ability to articulate complex value propositions, business cases and comprehensive technological strategies tailored to a wide range of decision-makers within an organization, including technical/engineering, business, and C-level audiences

• Candidates for consideration will bring a proven track record of exceeding sales quota, and territory/account development and will have experience as the primary contact for clients for all sales and related issues.

• Excellent communication and technical skills to develop relationships at engineering, commercial, and executive levels throughout customer organizations.

• Excellent analytical and problem solving skills. Bachelor degree in Engineering or Commerce. MBA is strongly preferred.