Customer Success Executive - Public Sector jobs at Red Hat in Portugal, Miragaia E Marteleira

What You Will Do

• Understand customers' overall Red Hat portfolio, technical and business priorities, and success measures.

• Create and execute customer success plans with discrete projects, milestones, and actions to achieve customers’ business objectives by tasking technical execution teams.

• Identify opportunities for increased consumption, track monthly consumption against targets and plan key deployment timelines and milestones.

• In collaboration with others, apply technical knowledge and customer insights to create a migration and modernization roadmap for applicable workloads and applications.

• Orchestrate Design and Discovery Sessions to build plans for implementing solutions – governing design in line with customer business goals.

• Be the Voice of the Customer. Share insights and best practices, and connect with Engineering and Product teams to remove blockers.

• Target and resolve issues to remove impediments in order to prove the value of implementing Red Hat technologies.

• Assess the customer’s knowledge of Red Hat’s products and overall cloud readiness to support customers through a structured learning plan and ensure delivery through partners.

What You Will Bring

• 5+ years working in enterprise software from a customer success management, technical consulting, technical project management, technical sales, support or Quality Assurance (QA) perspective.

• Experience with technical project planning and execution management.

• Ability to independently deliver consultative type customer facing engagements.

• Practical knowledge of DevOps and agile concepts, application development and deployment tools.

• Practical experience with one or more Public Cloud providers (AWS, Azure, GCP, IBM Cloud) and their integration with enterprise customers is a plus, with recent Public Cloud certification a distinct

• Experience with Kubernetes based solutions, such as the Red Hat OpenShift Container Platform and the greater Kubernetes ecosystem is considered to be a major plus.

About the Job:

The Red Hat Commercial Sales team in Germany is looking for a Cloud Partner Sales Executive to join us in Munich or remotely in Germany. In this role, you will guide sales and partner-sales activities in our strategic, high-growth accounts in Germany. You'll be assigned a territory where you'll try to discover, nurture, progress, and close new sales opportunities with new and existing customers together with our Cloud Ecosystem. As a Partner Sales Executive, you will sell innovative cloud solutions with partners to enterprises ready to adopt the open source hybrid cloud approach as they modernize their IT systems. We’ll need you to work with internal and external partners to improve business and create solutions that serve the best interests of our customers and Red Hat.

What you will do:

• Sell Red Hats Cloud solutions and services with our partners in the region to new customers; call prospective customers and identify potential opportunities

• You will be a trusted advisor with senior IT and C-level business executives for key accounts and partners to create long-term partnerships with customers using Red Hat’s technology and services

• You act as Germany’s Cloud Subject matter expert, creating an overview of all cloud aspects/facets of our business across all of our cloud offerings

• Accelerate the growth of cloud marketplace and console revenue as well as all other RH cloud routes to market by improving the field’s ability to identify Red Hat Cloud opportunities.

• In your sales related role, you will structure proposals and successfully close incremental cloud business in alignment with the AE and PAM and establish success stories that can be referenced around strategic cloud project wins

• Engage in customer situation as a subject matter expert

• In this Business Development / Sales role (overlay to account executives) you will address our Global 50/50 cloud strategy as a focal point of Germany (only) in regards to all aspects of our cloud business

• Lead the team and set the strategy for your accounts; create and implement account plans with internal account managers and relevant partners to accelerate Red Hat’s diverse strategies

• Provide technical and administrative product information, demonstrations, and quotes on appropriate customer prices

• Manage forecasts, help partners close deals, and track customer opportunities using company-standard customer relationship management (CRM) tools

• Participate in internal sales training and certification programs to maintain a high level of knowledge and proficiency in Red Hat’s offerings and industry trends

• Focus on generating leads and searching for potential customers directly or together with our partners - Map the sales approach to specific customer needs

• You will be working in a matrixed structure and own the overall outcome of the sales of our cloud offerings, collaborating closely with the account teams, e.g. account management, solution architects, and partner account management as well as with the strategic partners in our ecosystem

• Work closely with the sales account teams to identify key opportunities and assist in creating and carrying out strategic account plans with regards to Hyperscalers

• Working together with the ENT and COM teams on our cloud story-line, campaigns and deals

• Support regarding private offers for hyperscalers in alignment with the PAM

What you will bring:

• 3+ years of experience exceeding sales quotas and partner sales - solid understanding of complete sales cycles from prospecting to closing

• Demonstrated ability to manage a sales pipeline and forecast and achieve or exceed sales quotas proven success implementing strategies with and through partners

• Demonstrated expertise in hyperscaler environments (e.g., AWS, Azure, GCP)

• Excellent communication, interpersonal, and problem-solving skills

• Ability to build long-term relationships with customers through trust and credibility

• The position requires a high level of travel readiness

• Motivated with a focus on results and ability to perform well under pressure

• Experience with negotiations and contractual agreements

• Ability to work in a team and maintain creative thinking

• Passion for open source and cloud technology

• Excellent written and verbal communication skills in German and English

• Experience selling technical solutions and developing business cases is a plus

What You Will Do

• Understand your customer’s business, leveraging that knowledge to help them achieve their technology goals using Red Hat solutions.

• Identify and lead net new and renewal opportunities, driving up-sell and cross-sell within assigned accounts.

• Manage forecasts and pipeline, record sales activities and schedule follow-up activities as needed, tracking customer data using the company-standard CRM tool.

• Collaborate with Account teams in support of sales targets (AEs, SSPs, Account SAs, etc).

• Partner with Finance, Deal Management, Legal and Sales Operations teams to facilitate deals, ensuring all necessary information is available to capture and close deals.

• Collaborate with the Global Partner and Services organizations as needed to drive cross-sell

• Adhere to sales best practices including utilizing MEDDPICC methodology, account planning, account reviews, opportunity management, etc.

• Execute on the overall business strategy to grow Red Hat’s sales performance, beat the competition and drive extraordinary success.

What You Will Bring

• At least 3 years experience in a technology or software sales position with experience in Ireland in field sales or inside sales etc.

• Understanding of and experience with the complete sales life cycle, from prospecting to closing, with excellence in execution.

• Solid organizational and time management skills, to include the ability to build excellent client relationships.

• Strong computer proficiency to include experience using CRM systems.

• Ability to collaborate within a team, and cross functionally, to coordinate complex activities with a diverse set of internal stakeholders.

• High-quality customer service skills, utilized to build long term relationships by establishing trust and credibility.

• Travel, as needed, to meet the requirements of the role.

• Strong business acumen and desire to grow the business, create solutions and serve Red Hat’s customers.

• Excellent verbal and written communication skills in English.

Nice To Have

• BA or BS in business administration, marketing or a technical discipline.

• Red Hat product and service portfolio knowledge, to include Open Source solutions (high-performing Linux, cloud, container, and Kubernetes technologies).

What You Will Do

• Understand customers' overall Red Hat portfolio, technical and business priorities, and success measures.

• Create and execute customer success plans with discrete projects, milestones, and actions to achieve customers’ business objectives by tasking technical execution teams.

• Identify opportunities for increased consumption, track monthly consumption against targets and plan key deployment timelines and milestones.

• In collaboration with others, apply technical knowledge and customer insights to create a migration and modernization roadmap for applicable workloads and applications.

• Orchestrate Design and Discovery Sessions to build plans for implementing solutions – governing design in line with customer business goals.

• Be the Voice of the Customer. Share insights and best practices, and connect with Engineering and Product teams to remove blockers.

• Target and resolve issues to remove impediments in order to prove the value of implementing Red Hat technologies.

• Assess the customer’s knowledge of Red Hat’s products and overall cloud readiness to support customers through a structured learning plan and ensure delivery through partners.

What You Will Bring

• 5+ years working in enterprise software from a customer success management, technical consulting, technical project management, technical sales, support or Quality Assurance (QA) perspective.

• Experience with technical project planning and execution management.

• Ability to independently deliver consultative type customer facing engagements.

• Practical knowledge of DevOps and agile concepts, application development and deployment tools.

• Practical experience with one or more Public Cloud providers (AWS, Azure, GCP, IBM Cloud) and their integration with enterprise customers is a plus, with recent Public Cloud certification a distinct

• Experience with Kubernetes based solutions, such as the Red Hat OpenShift Container Platform and the greater Kubernetes ecosystem is considered to be a major plus.