דרושים Director Commercial Sales ב-Red Hat ב-Brazil, São Paulo

Job Summary

What you will do

Provide pre-sales technical support for developing and implementing products/applications/solutions

Other projects may include:

Creating detailed design and implementation specifications for products/applications/solutions

Building a mini-application based on customer or partner requirements to demonstrate the feasibility of the application, often requiring rapid prototyping and/or product demo for the client

Providing consultation to prospective users and/or product capability assessment and validation

Note: All of these tasks may be supported by an experienced Solution Architect

What you will bring

Interest in open source technology and building a career within the Tech industry

Currently pursuing a Bachelor’s degree in a technical field (i.e. computer science, data science, IT or related fields)

Detail-oriented with the ability to manage multiple tasks and meet deadlines

Strong analytical and problem solving skills

Excellent written and verbal communication skills

Full professional proficiency in written and spoken English and Spanish

What you'll do:

• Support the LATAM Reporting and Analytics team

• Maintain and improve our recurring reports

• Analyze business processes and systems

• Assist in weekly business reviews

• Build dashboards and reports in our CRM (RHSC) and provide macroeconomics analysis

• Collaborate cross organization

What you'll bring:

• Currently pursuing a degree in economics, statistics, engineering, business, or a related field (graduating in 2027 or later)

• Strong analytical and problem-solving mindset

• Proficiency in Excel, Google Sheets, or similar tools

• Strong communication skills in Portuguese and English (Spanish is a plus)

• Experience (or interest) in SQL, Python, or CRM tools like Salesforce is a big advantage

Job Summary

What will you do:

• Draft, review, and negotiate commercial contracts, such as non-disclosure agreements, professional services statements of work, master services and software subscription agreements and partner agreements for resellers, distributors, and cloud providers

• Structure and negotiate agreements for sales (direct and channel) for Red Hat’s software subscriptions and consulting services offerings

• Educate customers about open source licensing and Red Hat’s subscription business model

• Support and coach our global sales organization

• Work with product and finance teams to resolve contractual issues

• Serve as a point of contact for contract-related questions

• Provide support and assistance to Red Hat attorneys worldwide

What will you bring?

• Law degree from a top Brazilian Law School and OAB license to practice law in Brazil

• Demonstrated interest in software, information technology, intellectual property, or related legal issues

• 5+ years professional experience in contract negotiations in the technology or software industry, with solid knowledge of commercial contracting law and related issues such as intellectual property

• Excellent communication skills demonstrated through your work experience, including the ability to explain complicated subject matter in simple, audience appropriate terms

• Analytical, negotiation, and drafting skills demonstrated through your work experience

• Exceptional organizational skills with an ability to manage simultaneous projects under deadline pressure

• Ability to work in team and independently with minimal supervision while maintaining a firm focus on problem solving

• Experience with revenue and sales contracting highly preferred

• Ability to speak, write and negotiate legal terms in Portuguese, English and Spanish.

What you will do:

• Support LATAM reporting and analytics team

• Update and process data in our recurrent reports

• Maintain and enhance the existing reports

• Support the weekly forecast process

• Build reports and dashboards in CRM (RHSC)

• Analyze continuously the existing processes and systems

• Create new, and improve processes using our technology

• Analyze business practices

• Support the Business Operations Analysts in the CRM (RHSC)

• Oversee monthly and quarterly processes including data manipulation and reconciliations

• Communicate closely with other functional areas, including Finance, Partner Ecosystem, Marketing, Sales and Services teams

• Investigate ways to improve reportings and processes

• Track the team's open tasks, and following them up with the Business Operations Analysts

What you will bring:

• Bachelor's degree ongoing, preferably in economics, statistics, mathematics, engineering, business administration, or a related field, with graduation at least in 202

• Background using Sales Cloud or other customer relationship management tools (CRM) or Office systems (spreadsheet, word, and presentations tools)

• Excellent spreadsheet (Google Sheets, Excel, LibreCalc), and presentation management

• Excellent communication and interpersonal skills; demonstrated experience communicating value, progress, and status of sales business to required stakeholders and different audiences

• Great interpersonal skills with the ability to work as part of a team, while demonstrating flexibility, accountability, and initiative

• Effective written and verbal communication skills in in Portuguese and English; Spanish language is a plus

• SQL, Python, VBA

About the job:

You'll report to the Brazil Sales Vice President for the and will be instrumental in developing and implementing growth strategies and a comprehensive solutions approach to reach commercial customers.

What you will do:

• Provide leadership across a select Commercial Corporate POD and Brazil organization as a great influencer in IT Market

• Act as the regional general manager; develop, coach, and mentor the Sales team to grow business and promote effective sales strategies

• Motivate and inspire your teams while taking on competitors as Red Hat gains market share in enterprise markets

• Guide the regional strategies for the Sales team to achieve quarterly and annual revenue or growth targets by establishing sales goals and monitoring achievement Maintain a close working relationship with other members of the executive Sales team and contribute to the strategic and tactical success of Red Hat's core business and company as a whole

• Create a machine of demand generation, building vertical strategies, covering the entire market with partner, inspiring the ecosystem to invest on Red Hat.

What you bring:

• 10+ years of progressive sales leadership experience in a highly matrixed software organization - Proficient with profit and loss management, as well as marketing strategies that contribute to success

• Experience managing an experienced sales team and demonstrated capability to use personal knowledge, processes, and solutions selling strategies and methodologies to meet revenue growth objectives

• Experience leading sales teams through senior level sales managers, including second and third-line management

• Ability to guide and promote implementation targets through managers and directors

• Relationship-oriented, with a demonstrated ability to build credibility with C-level executives and to inspire confidence

• Experience to manage pipeline, bid deals and strong relationship with the partner ecosystem.

What you will do:

• Owns the development of new strategic sales opportunities.

• Leads critical customer presentations/sessions around business problems, Red Hat solutions, business value, competitive positioning, product capabilities, and roadmaps.

• Maintains relevant and detailed technical business knowledge about products in your domain (features, updates, success stories, etc.) and general knowledge of the RH portfolio.

• Maintains knowledge and enables account teams on current "Plays" in your domain (ISVs, use cases, solution blueprints, Red Hat Sales Plays, etc.).

• Advises on and speaks to forecasts for appropriate products, services, and training.

• Guides strategy based on deep knowledge of industry or specialty.

• Positions right-sized solutions (subs, services, partners) in the context of addressing the customer’s challenges or problems in their environment.

• Drive growth beyond initial sales and deployment to scale and expand to other relevant products.

• Aligned with Customer Success on the delivery of the proposed business value/solution.

What you will bring:

• Strongly desired Private Sector experience

• Strong technology foundation (business-focused SA, Tech Leader, Prod Manager, Consultant, Specialist, App Dev delivery, start-up AE) with the ability to translate business value.

• Passion and curiosity about technology, the market, and its future are demonstrated by what you read, follow, subscribe to, listen to, etc.

• Entrepreneurial and motivated to run your own business within the role.

• Highly effective orchestrator and collaborator, able to lead a cross-functional team (internal and partner ecosystem) through a complex sales cycle.

• Compelling presenter of business and technical topics, capable of delivering demos for your domain.

• C-Suite presence: charismatic, outgoing, and able to “own the room” to connect individually.

• Relevant experience in one or more of the following: territory, vertical, account selling.

• Extensive experience with Hyperscalers and expertise in Cloud consumption models.

• Ability to own workload conversations around key sales plays and use cases (Application Modernization, New App Dev, Data Science/AI/SW Factory/APIs/Integration/etc).

• Agile Development, DevOps & Platform Engineering foundation, with the ability to lead Transformation motions.

• Understanding of Virtualization, Containers and Kubernetes

• Understanding the value and ideally hands-on experience with an Application Platform

• Prior experience with software development and understanding of the full software development life cycle including runtimes, APIs, integrations, and agile methodologies.

• English language skills