דרושים Commercial Account Executive - Rome ב-Red Hat ב-אילטה

In this role, you will work directly with our customers to understand their technical and business goals around application development, deployment and life cycle in order to design the appropriate application platform solutions. You'll run live demonstrations, workshops and proofs of concept around our Red Hat offerings to educate customers on their capabilities and help them design new and innovative solutions to address their challenges. To succeed in this role, you will need a balance of technical acumen, a passion for open source, and a deep understanding of business processes and the IT problems faced at the enterprise level. You'll also need excellent communication and people skills, as you'll be a crucial part of the first experience our customers have with Red Hat.

What You Will Do

• Lead live demonstrations, workshops, and Proof of Concepts (PoCs) to showcase Red Hat’s Application Services and validate solutions.

• Perform hands-on PoCs to demonstrate the feasibility and value of proposed solutions

• Lead cloud and container conversations: Educate customers on the benefits of OpenShift and cloud-native technologies. Position OpenShift as the ideal platform for their cloud-native journey.

• Discover and analyze customers' business and technical problems, and design the appropriate Red Hat solution that aligns to their needs

• Utilize your deep technical expertise to assist sales teams in answering customer questions

• Form strategic relationships with the customers’ associates to identify new opportunities

• Own and attain a bookings quota by performing regular reviews and reporting on customer opportunities

• Share your expertise by contributing to documentation (e.g., wikis, quick-start guides, blog posts, and whitepapers), developing reusable assets (e.g., demonstrations, workshops) and presenting at conferences and industry events

• Collaborate broadly with account teams, Red Hat Engineering and Business Units, Professional Services, Sales teams, and partners to ensure excellent customer experience with our offerings and solutions.

What You Will Bring

• Deep experience in developing enterprise level applications and services using Java or similar programming languages

• Deep experience with building and deploying applications using modern CI/CD pipelines

• Experience with Kubernetes and containers-based platforms such as OpenShift

• Experience in sales engineering, consulting, IT architecture, or equivalent in supporting large organizations

• Excellent communication, presentation, documentation and problem-solving skills

• Positive team player attitude and strong desire to make our customers successful

• Ability to understand customers' challenges, requirements and technical issues and collaborate to address those with the appropriate technologies and solutions

• Fluent language skills in English

• Willingness to travel up to 50% (as customer needs) across Italy

One Or More Of The Following Is a Plus

• Knowledge of development technologies similar to Spring Boot, Node.js, JBoss EAP, JakartaEE, OpenJDK, and Quarkus

• Knowledge of enterprise application integration technologies similar to Fuse (Camel), API management (3Scale), and AMQ Streams (Kafka)

• Experience or certification with any public cloud provider

• Any Red Hat certification

What you will do:

• Recruit, manage, and develop selected local partners in the Italian public sector.

• Lead and mentor the team, providing strategic direction and guidance to drive partner engagement and business growth.

• Carry out Red Hat’s strategy for the assigned partners and region.

• Establish Red Hat solutions as leading technologies within the partner ecosystem and public sector clients.

• Support partners in identifying, building, managing, and closing business opportunities.

• Develop joint business plans with public sector partners and guide the implementation of these plans.

• Manage the partner sales pipeline, including forecasting, negotiation, and closing, while attaining the sales objectives established for the public sector partner ecosystem.

• Provide subject matter expertise and support to key account managers and other partner account managers.

• Collaborate with Red Hat’s marketing, product management, business development, and services teams.

• Work closely with the EMEA and global partner teams, as well as the Italian sales teams, to align strategy and business plans for the Italian public sector.

What you will bring:

• Experience achieving results with partners like solutions providers, local system integrators, service or technology partners

• History of selling and positioning technologies as part of joint solutions; knowledge of cloud and infrastructure software is a plus

• Ability to translate partner business needs into joint solutions and manage those initiatives - Excellent business insight into the channel industry

• Sales leadership and marketing knowledge; regional experience, related partner experience, and existing relationships with partners are a plus

• Business development skills, including program development and associated measurements needed to identify best practices and prove ROI

• Highly motivated and able to work as part of a team

• Fluent language skills in Italian and English

What you will do:

• Be accountable for carrying out Red Hat’s sales strategy and managing performance and customer success in assigned set of accounts, retaining and growing bookings through partners

• Apply knowledge of use cases and strategic offering value proposition to win new business and identify and act upon opportunities to motivate upsell, cross-sell, and renewals across Red Hat’s portfolio, deepening penetration within accounts

• Cooperate with partner sales executive to motivate partner-centric customer engagement, aligning Red Hat’s use cases to customer needs and developing solutions with partners that deliver business value

• Provide customer continuity and account expertise to sales pod for accounts, guiding sales performance and positioning Red Hat as a key partner on modernization journeys and digital transformation

• Apply knowledge on AI Use cases to accelerate enterprise AI adoption of both predictive and gen AI models across hybrid cloud environments.

• Collaborate with pod team to achieve success together within the territory

• Collaborate with partners and Customer Success team to understand how customer derives value from Red Hat’s solutions, support expansion and retention, and ensure that customer meets success criteria outlined in the value and success plan

• Request support from inside sales representatives to help engage specialist solutions architects, sales solutions specialists, industry experts, and other specialists to manage end-to-end sales and deliver customer value as needed

What you will bring:

• Excellent leadership and communication skills, with the ability to engage a diverse set of stakeholders in a matrixed organization

• Build and maintain strategic relationships with C-level customers and partners to drive business success

• Strategic orientation and value engineering skills to position and sell solutions to customer needs and build business cases around return on investment (ROI) and total cost of ownership (TCO)

• Understanding of ecosystem landscape and how to engage with partners to create a “better together” value proposition for customers

• Solid understanding of customer business, industry trends, competitive landscape, and Red Hat differentiators and value proposition

• Ability to articulate the hybrid cloud story, the value of Red Hat solutions, and Red Hat’s differentiation with key customer stakeholders and partners

• Record in delivering effective and engaging presentations to a variety of audiences

• Ability to cultivate long-term relationships and develop internal advocates across customer organization, including IT and business teams

What will you do:

• Provide legal support for the quickly growing business of Red Hat in Europe, Middle East and Africa, Italy is one of Red Hat’s major markets in EMEA and will be one of the focus countries/regions (including the public sector business)

• Be responsible for the negotiation of Open Source software related contracts, including software licensing and software maintenance agreements; consulting agreements; reseller, distributor, cloud, hosting, OEM and other partner agreements

• Be responsible for the negotiation of supply agreements for the growing demand of our procurement team

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

• Design the deals with view to revenue recognition principles, support and coach sales-teams on deal structure and contract negotiations

• be the central point of contact for the roll-out of any new and updated agreements (including liaising with external counsel and translators)

• Act as interface between Sales, Operations and Finance

• Coordinate with management, as appropriate, to ensure any and all contractual matters are handled in a timely, efficient, and cost-effective manner and to ensure that processes and procedures will be developed and applied consistently

• Serve as a point of contact for legal, intellectual property and policy issues for Red Hat EMEA executives

• Serve as a trusted advisor and business partner by providing counsel and guidance for the accomplishment of overall business objectives of Red Hat, such as fostering a culture of innovation, while ensuring full compliance with applicable laws and regulations and avoiding unacceptable risks. Develop a thorough understanding of and familiarity with Red Hat's business, its people, products, technology, markets, facilities, customers and competitors to identify trends and formulate strategies accordingly

• Participate in region-specific Legal initiatives and cross-regional projects

What will you bring:

• Master degree in law, preferably with an Italian legal qualification

• The ideal candidate is admitted to the national bar or holds an equivalent qualification

• 5+ years of professional experience as an attorney/in-house lawyer, including substantial commercial transactional experience

• Knowledge of the Italian public sector business would be a plus

• Willingness to relocate to one of the above Red Hat offices, willingness to travel from time to time

• Excellent communication skills. Ability to speak, write and negotiate fluently in English, and Italian

• Excellent oral and written communication skills; acute attention to detail; excellent analytical abilities

• Ability to work independently, prioritize and execute flawlessly on multiple concurrent and often competing deliverables, whilst managing expectations of the business and meeting deadlines

• Outstanding interpersonal skills, including diplomacy and flexibility, and the ability to interface effectively and engender trust and confidence with personnel at many different levels

• Ability to work as a team member of the legal department in a scalable and accountable manner

• Demonstrating flexibility and autonomy

• Enthusiasm and "self-starter" qualities enabling him or her to manage responsibilities with an appropriate sense of urgency; desire “to make things happen”

• Exposure to a US based company and understanding of the cultural nuances would be a plus

What you will do:

• Recruit, manage, and develop selected local partners in the Italian public sector.

• Lead and mentor the team, providing strategic direction and guidance to drive partner engagement and business growth.

• Carry out Red Hat’s strategy for the assigned partners and region.

• Establish Red Hat solutions as leading technologies within the partner ecosystem and public sector clients.

• Support partners in identifying, building, managing, and closing business opportunities.

• Develop joint business plans with public sector partners and guide the implementation of these plans.

• Manage the partner sales pipeline, including forecasting, negotiation, and closing, while attaining the sales objectives established for the public sector partner ecosystem.

• Provide subject matter expertise and support to key account managers and other partner account managers.

• Collaborate with Red Hat’s marketing, product management, business development, and services teams.

• Work closely with the EMEA and global partner teams, as well as the Italian sales teams, to align strategy and business plans for the Italian public sector.

What you will bring:

• Experience achieving results with partners like solutions providers, local system integrators, service or technology partners

• History of selling and positioning technologies as part of joint solutions; knowledge of cloud and infrastructure software is a plus

• Ability to translate partner business needs into joint solutions and manage those initiatives - Excellent business insight into the channel industry

• Sales leadership and marketing knowledge; regional experience, related partner experience, and existing relationships with partners are a plus

• Business development skills, including program development and associated measurements needed to identify best practices and prove ROI

• Highly motivated and able to work as part of a team

• Fluent language skills in Italian and English