דרושים Latam Telco Delivery Executive ב-Red Hat ב-Brazil, São Paulo

Job Summary

In this role, you will become a leading member in our global Telco team to grow the business and strategic partnerships with Tier 1 CSPs in Saudi Arabia and their affiliates in the Gulf countries (GCC). You will own the overall responsibility for the telco accounts and manage the relationship with the internal stakeholders.

What You Will Do

• Manage Red Hat’s business with CSPs in Saudi Arabia and their affiliates in GCC

• The business domains include network, operations and business support systems (OSS/BSS), and IT across all infrastructures

• Position Red Hat all levels of the organization with focus on C-level executives and maintain existing and develop new relationships

• Closely collaborate with key ecosystem partners, network equipment providers (NEPs), independent software vendors (ISVs), cloud service providers, and global system integrators (GSIs) to propose compelling propositions to support business success

• Develop and implement strategic plans to grow the accounts in terms of business volume and relationships

• Manage complex sales cycles from prospecting to closing

• Actively drive activities with your team members to effectively support your business goals and long term strategies that will increase the overall customer satisfaction

What You Will Bring

• 7+ years of experience selling within the software market with specific telco accounts expertise

• Outstanding record of sales achievements in the telco/IT industry

• Knowledge of the telco market dynamics & trends with solid understanding of modern Telco/IT cloud transformation, automation and modernization

• Self-motivated and result-oriented with the ability to perform within a highly dynamic environment & regionally distributed team

• Business acumen with ability to demonstrate creativity and innovative thinking

• Strong negotiation, presentation, and time management skills

• Fluent Arabic and English language skills

Nice to Have

• Experience as an account manager for CSPs in Saudi Arabia

• Understanding of open source software

:

• Deliver successful Red Hat technology workshops for small to medium teams of technical and non-technical backgrounds that shape and influence customer use cases and architecture design decisions

• Scope evaluations and guide customers through successful proofs of concept (PoC) and pilot deployments of Red Hat products in telco network and IT environments

• Design, create, and deliver content that enables the broader Red Hat organization to sell, service, and support Red Hat telco solutions at scale

• Work closely with internal product teams, Product Engineering, Professional Services, Support, and Sales to ensure a world-class customer experience with Red Hat’s products

• Contribute to the development of repeatable methodologies and tools designed to scale Red Hat’s services capabilities, promote repeatable customer engagements, and lower delivery risk

• Work remotely or occasionally on site across Red Hat’s EMEA telco customers

You Will Bring:

• 3+ years of IT industry experience, working with telecommunications, carrier, or service provider customers

• Solid Linux system administration skills at the level of Red Hat Certified System Administrator (RHCSA) or higher; formal certification is not required

• Solid understanding and experience with container platforms, including Kubernetes & OpenShift. Experience with CNFs or VNFs in networking is important and builds a key focus area for this role

• You have an Enterprise Architecture, Operations / Admin, or Developer background

• You are a proud nerd by heart, who is curious and doesn't hesitate to break technology and make solutions

• Solutions-sales mentality in an environment with multiple products and services

• Ability to work seamlessly with distributed, cross-functional teams to achieve success on behalf of customers

• Excellent balance of strategic and tactical skills with a high level of intellectual agility and capacity for original thought

• Understanding of service provider networks, OSS & BSS, NFV, CNF, and how hybrid cloud architectures and edge will transform traditional deployments

• Willingness to travel up to 50% (if required)

• Business-level communication and presentation skills in English and Arabic

Red Hat (https://www.redhat.com/) is the world’s leading provider of enterprise open source (https://www.redhat.com/en/about/open-source) software solutions, using a community-powered approach to deliver high-performing Linux, cloud, container, and Kubernetes technologies. Spread across 40+ countries, our associates work flexibly across work environments, from in-office, to office-flex, to fully remote, depending on the requirements of their role. Red Hatters are encouraged to bring their best ideas, no matter their title or tenure. We're a leader in open source because of our open and inclusive environment. We hire creative, passionate people ready to contribute their ideas, help solve complex problems, and make an impact.

Telecommunications Delivery Executive - LATAM

What you will do:

• Act as the single point of contact for all post sales activities, globally, with your customer(s).

• Actively participate in presalesactivities to include answering Request for Proposal (RFP) questions related to lifecycle, consulting and technical support. Engage during the proof of concept phase to ensure consistency through the full customer lifecycle.

• Work directly with Telco engineering on prioritization of issues, RFEs and Support Exceptions necessary for customer projects. Lead a matrixed team responsible for support and service delivery to your customer(s).

• Become a trusted advisor to your customer(s) through detailed governance and communication plans, effectively managing Red Hat’s role in the deployment, use and life-cycle management of Red Hat products through training, high touch support, projects and subscription based engagements.

• Manage project risks, actions, issues and dependencies (RAID), in collaboration with dedicated project managers, where engaged.

• Build content for project activities to include project kickoff, project status and project closeout.

• Coordinate with project managers, territory services managers and the Resource Management Office (RMO) to manage project staffing requirements.

• Serve as an agile lead, including planning, team management, process management and improvement, team forming for building trust and collaboration and coaching of product owners.

• Drive multi-year customer satisfaction, product absorption and profitability.

• Extensive interaction with customers, services sales, product sales support, architects and other members of cross-functional teams.

• Participate in key customer meetings and quarterly executive business reviews.

• Address escalations from customers and Red Hat sales account teams related to product management, support and service delivery issues.

• Manage customer level profitability, driving revenue recognition, manage efficiencies, drive productivity, oversee projects successfully while meeting revenue and cost budgets.

• Accountable for customer satisfaction by delivering regular reviews of NPS scores with Account Teams, execute closed loop processes for all detractors internally and externally and ensure remediation plans are executed. Demonstrated understanding of emerging technologies and their impact on the existing architecture and business service offerings.

• Maintain relationships with your customers’ key partners, in collaboration with Red Hat partner teams, to drive success on multi-vendor solutions.

• Work closely with the field-facing team as a strategic partner of your customer(s), ensuring high quality service and support delivery to the end customer through this partner channel. Track services performance related to embedded service KPIs and report out during regular service reviews with this partner.

• Build and maintain a plan for your customer(s) to migrate them from a partner embedded solution to a Red Hat direct platform still supporting the partner application. Collaborate with the technical sales team on the build up of the plan and collaborate with account executives closer to migration time.

• Accountable for driving the post sales lifecycle when working with strategic partners. This includes and is not limited to:

• Driving discovery to validate and assess the maturity of the strategic partner solutions and migration plan to a Red Hat infrastructure solution in collaboration with the Red Hat sales team.

• Creating a stakeholder and communication management plan between Red Hat, the strategic partner and end customer.

• Assessment and creation of success metrics and SLA that complies to end customer requirements.

• Develop a joint success plan that provides a strategic, actionable plan for migration to Red Hat infrastructure solution that include the end customer’s business goals, outcomes, KPIs and success criteria as well as a detailed timeline.

• Define migration, onboarding and risk mitigation plan onto the Red Hat platform.

• Measure and report on the success of the engagement related to strategic partners.

• Manage scope and expectations on both customer, Red Hat and occasionally partner-led projects.

What you will bring:

• 10+ years telecommunications experience.

• 8+ years experience as a customer relationship or project manager with project scope development, managing expectations and risk/issue mitigation for impediment removal.

• Experience with complex telecommunications networking, IT technical components and software development.

• Understanding of NFV/SDN as well as mobile networking (5G, 4G, 3G, 2G), RAN and fixed networks (network architectures, service models, service provisioning).

• Excellent interpersonal and communication skills at all levels of an organization.

• Bachelor in Engineering/Technology, related field or equivalent Industry certification (CCNP, JCNP, etc). Project management or scrum certifications are a plus.

• Strong understanding of program management and leadership experience with project managers.

• Experience leading diverse teams, formally or informally, from a variety of disciplines including engineering, product management, project management, customer support and service delivery.

• Strong experience in continuous improvement initiatives focused on operational efficiency, service quality and governance/compliance.

• Proven ability to implement operational metrics and translate metrics to process improvement initiatives.

• Demonstrated passion for open source software and a commitment to diversity.