Program Manager jobs in United States, Maryland, Annapolis

What You Will Do

• Sell Red Hat's services and solutions using the business requirements of your customers to create unique technical offerings, including focuses across AI, virtualization, automation, and containers

• Meet bookings ACV targets for Red Hat consulting, training, and technical account management offerings

• Grow your territory through the development of internal business partnerships with the field sales team and alliance and partner programs

• Accurately and consistently provide revenue and booking forecasts for your territory

• Manage revenue and booking goals across all practices; meet margin and use targets

• Ensure successful delivery of all projects by being involved in change management, planning, and governance meetings with the customer

• Coordinate customer managers who manage consultants, fostering a culture of collaboration within your team

Working closely with senior services sellers, you will be expected to do the following:

• Independently handle assigned accounts to identify service opportunities

• Support the preparation and delivery of proposals, ensuring alignment with customer needs

• Respond to inquiries related to consulting, training, and technical services

• Track sales activities and maintain accurate records in CRM systems

• Report revenue forecasts and opportunity pipeline to leadership

• Collaborate with cross-functional teams to ensure successful service engagements

• Sell and manage complex, multi-product solutions using Red Hat Technical Decision Point and Services Delivery Frameworks

• Grow your revenue base on a quarterly basis

• Manage escalations without supervision

What You Will Bring

• Knowledge of technical or business consulting practices

• Experience in banking or financial services is a plus

• Experience in project delivery

• Experience with internal or external sales

• Ability to architect complex solutions using multiple offerings and technologies to deliver requested business value

• Experience adhering to agile methodologies within project teams

• Knowledge of application development or cloud solutions creation and delivery

• Experience in and willingness to speak at public conferences and meetups

The salary range for this position is $139,310.00 - $216,010.00 (inclusive of base pay + target incentive compensation). 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

About the job:

The program manager will be responsible for executing the tooling strategy and management system for the Red Hat Tech Sales Practices team. This role will align very closely to the regional and global Red Hat tech sales functions, as well as APM and Operations team. You will be responsible for leading the adoption management system: Defining metrics, target methodology, and reporting process. This includes developing reports and analyzing data sets to provide guidance to our APM and Operations team. You will be responsible for leading the strategy definition and facilitating execution around tooling to make the Tech Sales team more productive, with a focus on Red Hat Sales Cloud.. This includes preparing briefings to senior leadership, aligning stakeholders, facilitating decision-making, tracking and reporting progress, and identifying and mitigating risks. Being highly organized is a must as you will be managing multiple initiatives at a time. You’ll need to have clear written and verbal communication and documented planning skills to succeed in this role.

This position has a direct reporting structure to the Global Sr Director, Tech Sales Practices.

What you will do:

• Execute the Productivity and Tooling strategy to ensure SA&A associates and leaders are able to efficiently execute their role.

• Use of Red Hat Sales Cloud, analytics tools and AI to solve tech sales challenges.

• Ensure the defined management system and metrics are consistently executed across all regions, focusing on product adoption

• Provide data analytics and insights to leadership

• Identify and execute task automation to make the tech sales more efficient

SUCCESS MEASURES AND KPIs

• Increased product consumption and adoption maturity

• Account Revenue Growth

What you will bring:

• Analytical and process-oriented mindset; ability to mine data to make data-driven decisions

• Experience with account management tooling, eg Red Hat Sales Cloud

• Experience with reporting and analytics tooling, eg, Snowflake, Tableau, Smartsheet

• Experience and tenacity to drive transformational change through a large, worldwide organization

• Demonstrated ability to work in a distributed, multicultural organization in a global and geo matrix.

• Very organized with strong project management skills; ability to implement structure (processes, frameworks) into daily functions

• Comfortable managing and solving complex business problems with no clear solution

• Strong communication skills, both oral and written and presentation skills

• Customer service focus, including the ability to deliver multiple priority projects with high customer satisfaction in a rapidly changing environment.

The salary range for this position is $86,770.00 - $138,850.00. 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

• Handles relationship management activities with new and/or existing clients in a book of business to grow sales, revenue and market share with relevant sales goals. Typically works with clients with basic levels of risk and complexity of needs. Generally works with higher degree of supervision.
• With direction, acquires and/or expands and retains client relationships to generate revenue and deepen share of wallet. Handles the origination, financial analysis, negotiation and documentation of credit and non-credit products and services.
• Manages risk/return and drives quality for new and/or existing clients. Actively identifies and mitigates different types of risk, such as regulatory, reputational, operational and credit risks.
• Focuses on client opportunities by providing ideas and insights based on an understanding of the client's needs and their financial well-being. Focuses on increasing client engagement and loyalty.
• Builds an effective network of internal and external relationships, such as community and industry relationships, to actively acquire new clients and/or expand existing clients and enhance the client experience. Focuses on bringing entire bank to the client by presenting the full range of PNC's products and services. Leverages reporting and sales tools to proactively identify and successfully convert sales opportunities.
• As defined with the business, demonstrates ability to analyze, evaluate and mitigate credit risk by utilizing knowledge of credit fundamentals and internal credit policies.

PNC Employees take pride in our reputation and to continue building upon that we expect our employees to be:

• Customer Focused - Knowledgeable of the values and practices that align customer needs and satisfaction as primary considerations in all business decisions and able to leverage that information in creating customized customer solutions.
• Managing Risk - Assessing and effectively managing all of the risks associated with their business objectives and activities to ensure they adhere to and support PNC's Enterprise Risk Management Framework.

Successful candidates must demonstrate appropriate knowledge, skills, and abilities for a role. Listed below are skills, competencies, work experience, education, and requiredneeded to be successful in this position.

This position is subject to the requirements of Section 19 of the Federal Deposit Insurance Act (FDIA) and, for any registered role, the Secure and Fair Enforcement for Mortgage Licensing Act of 2008 (SAFE Act) and/or the Financial Industry Regulatory Authority (FINRA), which prohibit the hiring of individuals with certain criminal history.

Refer to the

What you will do:

• Work with the customer Account Executive, Sales Specialist, and Solution Architect to identify challenges and blockers to drive RHOAI consumption within new and existing customer accounts

• Plan, design, and execute AI systems via RHOAI with customers having the ability to architect and build data pipelines, ML pipelines, and ML training and serving approaches leveraging additional support and resources from Red Hat as required

• Facilitate pre, and post-sales activities when needed, including technical deep dives, proofs of concept, “bake-offs,” internal sprints and hackathons, and development of partner vertical-specific AI solutions to drive adoption of RHOAI

• Identify and partner with AI customer stakeholders, acting as an advocate within both their line-of-business and internal customer teams

• Work closely with the AI business unit and engineering teams, providing a market feedback loop on the product and solutions

• Execute community outreach and customer advocacy activities including conference speaking, blog posts, etc

What you will bring:

• SME with 4+ years of hands-on experience in one of the following areas:

• Machine Learning Use Case Development, including:

• building AI applications (e.g., deep learning, LLM, NLP, computer vision, or pattern recognition).

• Practical experience with a statistical programming language (e.g., Python), applied machine learning techniques, and using OSS frameworks (e.g., TensorFlow, PyTorch).

• Machine Learning Operations design, including:

• Previous successful experience in AI systems design, with the ability to architect and explain data pipelines, ML pipelines, and ML training and serving approaches.

• Experience with CI/CD solutions in the context of MLOps and LLMOps including automation with Infrastructure as Code (IaC) solutions (e.g. Ansible).

• Experience delivering technical presentations and leading business value sessions.

• Executive presence with public speaking skills

Two or more of the following is a plus:

• Computer Science or similar degree

• Previous experience as a sales engineer, technical sales, or similar role preferably at an enterprise software company, a SaaS company, or Systems Integrator

• Previous experience as an implementation consultant for AI solutions

• Previous experience in Machine Learning Use Case Development and Operations experience

• Industry vertical experience with Data Science projects. i.e. - expertise in FSI, medical, defense, and intelligence verticals

• Community brand in volunteer tech communities like AI Users Group or open-source projects

Key Responsibilities

• Overseeing projects from initiation to completion, ensuring timely and budget-conscious delivery

• Coordinating multidisciplinary teams to meet deadlines and budgetary constraints

• Regularly engaging with customer and internal senior leadership stakeholders

• Tackling complex problems, analyzing factors, and applying sound judgment for problem-solving

What You Will Do

• Design and lead cross-functional team meetings from support, finance, sales, resource management, and other stakeholders

• Develop, effectively present, and communicate content

• Coordinate and manage the delivery of consulting services for assigned projects and/or programs

• Understand and manage customer expectations for value outcomes and success criteria

• Coordinate with the Resource Management Office to manage project staffing requirements

• Support accounting activities such as project forecasting, timecard reconciliation, burn reporting, and other financial impacts to project

• Assist internal Operations in procuring subcontractors when needed

• Coach and mentor junior-level project and program managers

• Maintain professionalism when problem-solving and resolving issues

What You Will Bring

• 10+ years of relevant program and project management experience

• Knowledge of specific industry program management, project management and technical delivery methodologies like those based on the Project Management Institute, system and software development, product development, or Agile frameworks such as scrum

• Proven experience working as a project and program manager, leading customer-facing IT consulting projects and change initiatives

• Ability to affect, inspect, and adapt company culture

• Demonstrated ability to motivate the project team and individual contributors and mediate conflicts

• Experience using various project management and agile tools, frameworks, and methodologies

• Excellent customer-facing and internal communication skills

• Exceptional written and verbal communication skills, inclusive of the ability to communicate and integrate with executive level customer personas

• Solid organizational skills and attention to detail; ability to handle multiple priorities

• Bachelor's degree in a related field or equivalent experience

• Ability to travel frequently to work alongside customers and visit customer sites

• Scrum master, lean, product management, and project management certifications and Computer Science training are a plus

The salary range for this position is $116,270.00 - $191,840.00. 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