דרושים ב-Red Hat ב-Australia, Sydney

What You Will Do:

• Be responsible for customer account growth strategy regarding Red Hat Ansible Automation Platform solutions and use cases

• Collaborate with the Account team in the account planning process; analyze customers’ business drivers to create a narrative that positions Red Hat’s automation solutions as a key ingredient in delivering technology-fueled innovation and digital transformation

• Manage a complex sales cycle from prospecting to closing in collaboration with the account management team, solutions architects, and the professional services team

• Meet quantitative and qualitative performance expectations

• Use your leadership skills and extensive specialist experience in identifying transformation projects by engaging senior executives (C-Level decision makers) and winning their mindshare

• Capture compelling reasons for customers to undertake the project by illustrating the business impact of the Red Hat technology solutions

• Ensure Red Hat’s solutions are tailored to meet customer business requirements

• Ensure that the differentiated business value derived from the Red Hat solutions and Red Hat’s competitive advantages are understood and agreed upon by the customer decision makers

• Enable the Red Hat sales teams and partners so that they are also able to effectively communicate to the business the business value derived from Red Hat’s solutions

• Apply Red Hat’s journey-based service engagement programs and commercial buying programs to build long-term strategic relationships with customers

• Produce referenceable success stories for strategic solutions wins

What You Will Bring:

• 10+ years of experience selling automation and management software offerings, cloud services, or related technology offerings

• Value-based solutions selling experience; ability to translate customer business and transformation objectives to the value delivered by technology solutions

• Creative thinking, communication, and presentation skills

• Passion for open source technology and understanding of the Red Hat software subscription business model

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

• Balance of strategic, tactical, technical, and creative thinking skills

Specialist knowledge in the following domains:

• IT automation and management

• Business process automation

• Robotic process automation (RPA)

• IT security and compliance

• Artificial intelligence (AI) and operations

• DevOps, continuous integration (CI) and continuous delivery (CD), testing, software development life cycle (SDLC), agile methodology

• Hybrid cloud, public cloud, and private cloud

• Containers and Kubernetes

• Ability to present the business value of technology solutions

• Consumption pricing models; software subscriptions and licenses

• Understanding of Red Hat’s software portfolio and competitive offerings

The Red Hat Ecosystem Sales team is looking for an experienced PAM to join us in ANZ. In this role, you will oversee the go-to-market activities across our cloud services solutions and managed services portfolio. You’ll manage and develop strategic relationships with our partners to guide sustainable long-term growth and accelerate the adoption of our innovative solutions. You will also develop, implement, and manage joint business plans that identify key growth areas in the partner organization to help increase revenue and capitalize on Red Hat technologies.

Develop and Strengthen Partner Relationships

• Assess, validate and recruit new MSP partners, including former VMware partners

• Support existing partners in building RH managed services capabilities

• Build and manage direct relationships with key partners (Distribution, Premier/Advanced Partners, other strategic partners which includes hyperscalers, SIs, OEMs, and ISVs)

Drive Managed Service Business

• Expand Red Hat’s managed service business—especially in hybrid to multi-cloud environments across industries and customers

• Align with APAC’s MSP strategies and key initiatives

• Develop MSP pipeline through co-creation offerings and via marketplace

Design and Promote Red Hat Managed Services

• Co-develop next-generation managed services with partners, such as:Container as a Service (CaaS)

• Automation as a Service (AaaS)

• GPU as a Service (GPUaaS)

Coordinate Across Internal and External Stakeholders

• Align with APAC MSP POD Leader on APAC MSP Strategy and Key Initiatives

• Work cross-functionally with internal teams (APAC Practice Leaders, Distribution PAMs, Premier/Advanced Partner PAMs, other strategic partners PAMs) as well as Account Executives to cascade and drive MSP strategy and key initiatives including staying on top of the KPIs

• Bridge gaps between Red Hat’s teams, regions, and partner organizations

• Support execution and evolution of Red Hat’s ecosystem strategy (reviews, planning, etc.)

Support Ecosystem Adaptation

• Help partners adapt to the evolving cloud landscape and service models

• Identify, introduce and develop Co-creation/Demand Gen/Marketplace with other partners (e.g. ISVs) or develop possible business models (e.g. Cross collaboration with hyperscalers) to provide comprehensive services to customers that addresses whitespace in the market

Lead with a Business Development Focus

• This is not a pure technical/support role but a growth-driven leadership position

• Support partner planning and monetization strategies to drive Red Hat’s long-term growth

• A high-level role requiring both business and strategic leadership, execution and accountability in driving the business

What you will bring:

• Business Development Capability & Strategic Thinking; Ability to position and differentiate the value of RH MSP program compared to commercial and hypersclaler offerings. A development-focused role—not just sales or technical support—enabling scale through partners

• Direct collaboration and relationship-building with key partners (Distribution, Premier/Advanced Partner PAMs, other strategic partners)

• Understanding and Advocacy of Cloud-Native Technologies; Support partners in building cloud-native solutions on-prem or in the cloud, Ability to support next-gen offerings such as CaaS, AaaS, GPUaaS

• Alignment with Marketplace and CDSM; Understand and contribute to Red Hat’s Marketplace strategy, Drive CDSM (Co-Developed Solutions Model) initiatives with partners

• Cross-Functional Collaboration Skills; Coordinate and align with multiple internal teams including APJ Cloud and Distribution Practice, Distribution PAMs, Premier/Advanced Partner PAMs, other strategic partner PAMs as well as Account Team

• Serve as a bridge in complex internal and external ecosystems

• Stay ahead of rapid changes in cloud environments - needs to be well versed in the latest technology and requirements but also market trends

• Ideal candidates have both technical capability and business leadership insight

The Red Hat Sales team seeks an Associate Account Solution Architect to join us in our North Sydney office. In this role, you will be assigned Enterprise accounts for Red Hat in the Telecommunications Industry. Working with a Sales Account Executive and Senior Account Solution Architect, you’ll create possibilities, solve problems and build long-lasting relationships and expand our business in key accounts. You will help our customers adopt solutions across the Red Hat portfolio, giving them a competitive advantage. You will develop your technical knowledge, skills with open source software, and understanding of customer business processes, to help identify and support solutions across multiple technology platforms. You will need excellent communication and people skills and be prepared to operate as a dedicated team player.

What will you do

• Work in close partnership with the Senior Account Solution Architect and wider sales team to develop recommendations for the design and implementation of complex technology offerings and business solutions to help the team achieve sales targets

• Participate in sustaining healthy relationships with existing/prospective customers; you will educate them about Red Hat products, help resolve problems and challenges in a timely manner, and demonstrate constant curiosity about their business structure and operations.

• Contribute to the design, building, and presentation of solutions to customers

• Facilitate the technical validation process with customers, including product and solution presentations, workshops and demonstrations, technical deep dive sessions proofs of concept

• Follow the guidance and mentoring of the Senior Account Solution Architect to ensure an excellent customer experience with our products and services

• Work to become established as a trusted subject matter expert for the customers, gain the confidence of IT professionals, and build valuable relationships with technical business stakeholders.

Required Skills

• Ability to work under instruction, meet deadlines and be held accountable for assigned activities/tasks.

• Minimum of 3 years of experience working as a sales engineer, consultant, solution architect or in a relevant technology-focused role

• Excellent written and verbal communication skills, plus experience delivering technical business presentations

Red Hat is hiring a Senior Specialist Solution Architect (Automation) to drive enterprise adoption of its Ansible Automation Platform. In this role, you will be the catalyst creating opportunities, solving problems, and establishing working relationships with customers in our key enterprise accounts, government agencies and service provider partners. You’ll need to possess excellent communication and people skills balanced with technical expertise, passion for open source, and a thorough understanding of business and IT challenges encountered at the enterprise level. Through a series of structured in-person interactions the Specialist Solution Architect will win the trust and confidence of customer engineering, development and operations teams by aligning their requirements and use cases with the functional capabilities of the Ansible Automation Platform.

What you will do:

• Act as a technical advisor, guiding customers from presales to post-sales implementation, ensuring successful deployments.

• Lead technical validation through demos, workshops, and pilot projects to align customer needs with Ansible capabilities.

• Develop reusable solution frameworks and content to empower sales teams and standardize customer outcomes.

• Collaborate with product teams to enhance customer experience and advocate for customer needs internally.

• Assist your team with responding to RFPs for customer success

What you will bring:

Technical Skills:

• Expertise in Ansible Automation Platform (certifications preferred) and tools like Puppet/Chef/SaltStack/Terraform. Strong hands on skill.

• 6+ years in automation; 5-10 years in architecture/development/consulting roles.

• Proficiency in Linux (RHEL/Satellite), Cisco network automation, and DevOps methodologies.

Business Skills:

• Ability to engage C-level stakeholders, address enterprise IT challenges, and propose cross-platform solutions.

• Experience building relationships across large IT organizations and managing end-to-end proof-of-concept processes.

Preferred Qualifications:

• Red Hat certifications (RHCE, Ansible Specialist, Architect) and a degree in Computer Science/Engineering.

• Thought leadership through industry contributions (whitepapers, conferences, etc.) and staying updated on automation trends.