דרושים Middleware Technical Account Manager ב-Red Hat ב-ברזיל

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

What you will do

• Support enterprise customers implementing automated and containerized cloud application platform solutions

• Learn new technologies quickly, including topics like container orchestration, container registries, container build strategies, and microservices on container platforms

• Develop relationships with key business and IT stakeholders and become a guide on a customer's implementation by understanding their top business goals and priorities.

• Help customers achieve their business goals and outcomes by providing recommendations that will benefit customers' ongoing usage of Red Hat’s technologies.

• Attain Trusted Advisor status with both key business and technical decision makers.

• Lead Technical Health Reviews and provide relevant technical recommendations on solutions and enhancements specific to customers' business needs.

• In support of the Customer Success Strategy and Success Manager, monitor and identify trends in Red Hat adoption and utilization, Success Plan adoption and utilization, providing guidance as part of Quarterly Success reviews.

• Proactive liaison and focal point into Red Hat Technology and Product teams and Technical Support Team, to address product feature/technical hurdles.

• Provide proactive Communications in the event of a service degradation or disruption.

• Participate in issues and act as an advocate for customers during the triage and resolution of high severity cases, driving business reliability and customer satisfaction.

• Provide executive level summary status reports both internally and to the customer for all high severity cases.

• Collaborate with internal teams to improve customer satisfaction and reduce renewal risk.

• Foster existing unused product capabilities/functionality that could help customer's business.

• Serve as the customer advocate within Red Hat

• Travel regionally to visit customers occasionally

What you will bring

• 5+ years of experience in a support, development, engineering, IT, or quality assurance (QA) organization

• Expertise with enterprise cloud solutions like Platform-as-a-Service (OpenShift by Red Hat), Linux, containers, Kubernetes, and IT automation (Ansible by Red Hat)

• Competent comprehension of enterprise architecture and strategic business drivers

• Direct experience with a variety of hardware vendors

• Ability to manage multiple issues and projects with shifting priorities and timelines

• Outstanding written and verbal communication skills; ability to convey complex information to customers both clearly and concisely

• Ability to travel for customer visits and events within the region

• Good comprehension of continuous integration (CI) and continuous delivery (CD) concepts

• Bachelor's degree or equivalent in a technology-related discipline, ideally computer science or engineering

• Experience working in DevOps environments

What you will do

• Develop relationships with key business and IT stakeholders and become a guide on a customer's implementation by understanding their top business goals and priorities.

• Help customers achieve their business goals and outcomes by providing recommendations that will benefit customers' ongoing usage of Red Hat’s technologies.

• Attain Trusted Advisor status with both key business and technical decision makers.

• Lead Technical Health Reviews and provide relevant technical recommendations on solutions and enhancements specific to customers' business needs.

• In support of the Customer Success Strategy and Success Manager, monitor and identify trends in Red Hat adoption and utilization, Success Plan adoption and utilization, providing guidance as part of Quarterly Success reviews.

• Proactive liaison and focal point into Red Hat Technology and Product teams and Technical Support Team, to address product feature/technical hurdles.

• Provide proactive Communications in the event of a service degradation or disruption.

• Participate in issues and act as an advocate for customers during the triage and resolution of high severity cases, driving business reliability and customer satisfaction.

• Provide executive level summary status reports both internally and to the customer for all high severity cases.

• Collaborate with internal teams to improve customer satisfaction and reduce renewal risk.

• Foster existing unused product capabilities/functionality that could help customer's business.

• Serve as the customer advocate within Red Hat

• Travel regionally to visit customers occasionally

What you will bring

• 3+ years of professional Java coding and development experience

• Development experience of analyzing and debugging Java applications (e.g., using logs, understanding stack traces and source code).

• Familiarity with or interest in learning about middleware technologies such as Red Hat JBoss EAP, Kafka, API Management, Quarkus, Red Hat Single Sign-On, and Red Hat OpenShift.

• Basic understanding of messaging and streaming platforms (e.g., Kafka, AMQ) is desirable.

• Ability to learn quickly, take ownership of deliverables, and pay attention to detail.

• Outstanding written and verbal communications skills, with a willingness to engage with customers and internal teams.

• Ability to manage and grow existing enterprise customer and partner relationships by delivering high-quality support

• Introductory knowledge of the JEE platform or a willingness to learn about enterprise Java architecture.

• Basic knowledge or curiosity about cloud solutions, especially Platform-as-a-Service (PaaS) models, is desirable.

• Experience in a support, development, engineering, or quality assurance organization will be considered a plus.

• Hands-on experience with messaging and streaming platforms will be considered a plus.

• Participation in academic projects, internships, or contributions to technical communities will be considered a plus.

• Bachelor's degree in a technology-related discipline (computer science or engineering is preferred)

You’ll work closely with customers to understand their challenges, to deliver complex and important projects leveraging Red Hat’s technologies and ensure exceptional customer experiences.

• What you will do:

• Plan, execute, monitor, and close projects across multiple teams;

• Define and manage project scope, communication, timeline, resources, and risks;

• Lead status meetings and ensure transparent communication with stakeholders;

• Coordinate cross-functional efforts and manage expectations;

• Track deliverables and create comprehensive project documentation;

• Foster continuous improvement in project processes and outcomes.

• Control and monitoring of costs, revenue and margin

What you will bring:

• Bachelor's degree in Business, Engineering, IT, or a related field;

• Proven experience as a Project Manager or in a similar role;

• Familiarity with both Agile and traditional project management methodologies (Scrum, Kanban, PMBOK, etc.);

• Excellent communication, problem-solving, and leadership skills;

• Proficiency in tools such as MS Project, Jira, Trello, or similar;

• PMP, PMI-ACP, or Scrum Master certification is a plus.

• Intermediate to advanced English or Spanish (for bilingual/multinational environments);

• Experience in multicultural or international projects;

• Ability to manage high-complexity, high-impact initiatives.

What you will do

• Support enterprise customers implementing automated and containerized cloud application platform solutions

• Learn new technologies quickly, including topics like container orchestration, container registries, container build strategies, and microservices on container platforms

• Develop relationships with key business and IT stakeholders and become a guide on a customer’s implementation by understanding their top business goals and priorities.

• Help customers achieve their business goals and outcomes by providing recommendations that will benefit customers’ ongoing usage of Red Hat’s technologies.

• Attain Trusted Advisor status with both key business and technical decision makers.

• Lead Technical Health Reviews and provide relevant technical recommendations on solutions and enhancements specific to customers’ business needs.

• In support of the Customer Success Strategy and Success Manager, monitor and identify trends in Red Hat adoption and utilization, Success Plan adoption and utilization, providing guidance as part of Quarterly Success reviews.

• Proactive liaison and focal point into Red Hat Technology and Product teams and Technical Support Team, to address product feature/technical hurdles.

• Provide proactive Communications in the event of a service degradation or disruption.

• Participate in issues and act as an advocate for customers during the triage and resolution of high severity cases, driving business reliability and customer satisfaction.

• Provide executive level summary status reports both internally and to the customer for all high severity cases.

• Collaborate with internal teams to improve customer satisfaction and reduce renewal risk.

• Foster existing unused product capabilities/functionality that could help customer’s business.

• Serve as the customer advocate within Red Hat

• Travel regionally to visit customers occasionally

What you will bring

• 5+ years of experience in a support, development, engineering, IT, or quality assurance (QA) organization

• Expertise with enterprise cloud solutions like Platform-as-a-Service (OpenShift by Red Hat), containers, Kubernetes, and IT automation (Ansible by Red Hat)

• Competent comprehension of enterprise architecture and strategic business drivers

• Direct experience with a variety of hardware vendors

• Ability to manage multiple issues and projects with shifting priorities and timelines

• Outstanding written and verbal communication skills; ability to convey complex information to customers both clearly and concisely

• Ability to travel for customer visits and events within the region

• Good comprehension of continuous integration (CI) and continuous delivery (CD) concepts

• Bachelor’s degree or equivalent in a technology-related discipline, ideally computer science or engineering

• Experience working in DevOps environments

What You Will Do

• As part of the account team, develop relationships with key customer stakeholders to grow services bookings and revenue within your nominated accounts

• Actively participate in account planning and strategy sessions and reviews with the wider account team

• Closely work with strategic business partners to complement solutions and maximize customer value

• Work with the delivery teams, including delivery managers, program and project managers, architects, and consultants, on getting the right offerings scoped to solve customer business needs

• Negotiate Services pricing, project costs, and terms

• Work closely with internal stakeholders like the Business Affairs, Finance, and Risk Management teams to gain necessary approvals for proposals

• Be responsible for and have the ownership of the bookings forecast for the assigned group of accounts or sectors

• Provide executive leadership during the whole customer journey, including presales and post-sales phases

• Lead Services offerings in specific customer opportunities; call for and guide the formation of opportunity teams (services participation) together with the account manager

• Collaborate with business development managers, solutions practices, the Partners and Alliances and Marketing teams, and other territory services managers on wider strategic initiatives and business development activities

What You Will Bring

• Ability to create and articulate the value proposition; experience in consultative selling and professional services delivery

• Experience & knowledge of the Saudi market & customers, familiarity with the Saudi vision 2030

• Knowledge of Red Hat’s or competitive technologies that engage and build trust with customer stakeholders at different levels

• Understanding of customer business impact as well as the internal impact of projects from a legal, financial, supportability, scalability, and repeatability points of view

• Experience working in customer-facing roles like an architect or consultant or in a related presales or services role

• Services selling experience including development of statements of work (SoWs), requests for information (RFIs), and requests for proposal (RFPs), pricing, large-scale proposal development, and customer journeys

• Experience leading and working in virtual and cross-functional teams

• Proven record of closing complex solutions-led deals worth millions of dollars

• Good understanding of and real experience designing, selling, and implementing enterprise architectures, including hybrid cloud solutions

• Willingness to participate in regular business travel for customer and internal meetings

Under minimal supervision of a Senior Project Manager or Program Manager, you will manage projects independently and provide crucial support for larger initiatives. This includes project planning, tracking, documentation, monitoring, communication, and reporting. You will also contribute to the creation and maintenance of project documentation and address ad-hoc reporting requests.

What you will do:

• Manage Workplace Technology projects such as desk moves, hardware installs and replacements, space upgrades, maintenance programs

• Assist the Project Manager or Program Manager with creation and maintenance of projects

• Perform administrative tasks, such as arranging reports, blog entries

• Create schedules, proposals, RFPs, budgets and other needed documentation

• Coordinate meetings and conference calls

• Taking meeting minutes and distribution to stakeholders

• Prepare and maintain project organization and communication charts

• Assist in financial reconciliation

• Track and manage change requests

• Assist with preparation of presentations

• Assist with development of success criteria and metrics

What you will bring:

• Understanding of Project Management processes, strategies and methods

• Excellent written and verbal communication skills inEnglish, Portuguese, and Spanish

• Foundational knowledge of corporate IT, networking and audiovisual systems in the workplace

• Advanced knowledge with modern spreadsheet, word processing and presentation applications

• Good relationship building skills

• Abilities to establish priorities, work independently, and proceed with objectives without supervision

• Attention to details

• Ability to handle multiple tasks / projects at once

• Fluency in English and Portuguese.

• project management certifications is a plus, e.g. scrum, PMP, etc