דרושים מנהל חשבונות ב-Red Hat ב-Portugal, Miragaia E Marteleira

About the job:

Red Hat is looking for an experienced, enterprise-level engineer to join us as a Technical Account Manager in Singapore. In this role, you will serve as a trusted advisor who will work with a small set of key strategic customers to provide practical technical and architectural guidance for the Red Hat OpenShift Container Platform and Middleware. You will provide personalized, attentive, proactive support and mentorship to assigned strategic enterprise customers. You will establish high-value relationships with key stakeholders to understand their environment, including IT infrastructure, internal processes, and business requirements. You will share technical best practices and serve as a point of contact for any major incidents, managing customer expectations and communications leading to resolution of such incidents. As a Technical Account Manager, you will work closely with our Engineering, R&D, Product Management, and Global Support teams to debug, test, and resolve issues. You'll need to be able to work as part of a team, enjoy working hard, and be professional and dedicated to meeting and exceeding expectations and building relationships. You'll also need to have excellent collaboration skills and ability to learn new technologies quickly and use their time efficiently.

What will you do:

• Manage and grow customer relationships by delivering attentive, relationship-based support

• Build a sense of trust with customers and serve as their advocate within Red Hat

• Perform technical reviews and share knowledge to identify and prevent issues

• Gain an understanding of customer technical infrastructures and environments, hardware, and offerings

• Create customer engagement plans and keep the documentation on customer environments updated

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

• Perform initial or secondary investigations and respond to online and phone support requests

• Partner closely with Red Hat's engineering, product management, and technical support teams to debug, test, and resolve issues

• Regularly contribute to the Red Hat knowledge base and share best practices with peers and colleagues

• Participate in internal projects and initiatives and serve as a subject matter expert and mentor for specific technical or process areas

• Deliver key portfolio updates and help our customers successfully implement upgrades

• Manage customer use cases and maintain clear and concise case documentation

• Engage with Red Hat's solutions engineering teams to help develop solutions patterns based on customer engagements as well as personal experience that will guide platform adoption

• Engage with Red Hat's field teams, customers, and partners to ensure a positive cloud technology experience and a successful outcome resulting in long-term enterprise success

• Communicate how specific Red Hat’s cloud solutions and our cloud roadmap align with customer use cases

• Travel, as necessary, to visit customers and attend events within the region

What will you bring:

• 10+ years of experience working in a customer support, development, engineering, or quality assurance (QA) organization

• Ability to manage and grow existing enterprise customer relationships by delivering proactive, relationship-based support

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

• Competent comprehension of enterprise architecture and strategic business drivers

• Ability to manage multiple issues and projects with a focus on detail

• Experience with or working knowledge of Red Hat Enterprise Linux (RHEL), Dockers, and Kubernetes, JBoss and other Red Hat Middleware, OpenShift

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

The following are considered a plus:

• Experience with system management, cloud, or server virtualization

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

• Red Hat Certified Engineer (RHCE) certification

• Prior experience working in a technical leadership or mentorship role

• Experience with training and presentation delivery

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

• Experience working in DevOps environments

• Software engineering background; experience with RPM-based Linux and Java technologies

• Experience deploying applications in cloud environments

• Experience developing containerized applications

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

What You Will Do

• Understand customers' overall Red Hat portfolio, technical and business priorities, and success measures.

• Create and execute customer success plans with discrete projects, milestones, and actions to achieve customers’ business objectives by tasking technical execution teams.

• Identify opportunities for increased consumption, track monthly consumption against targets and plan key deployment timelines and milestones.

• In collaboration with others, apply technical knowledge and customer insights to create a migration and modernization roadmap for applicable workloads and applications.

• Orchestrate Design and Discovery Sessions to build plans for implementing solutions – governing design in line with customer business goals.

• Be the Voice of the Customer. Share insights and best practices, and connect with Engineering and Product teams to remove blockers.

• Target and resolve issues to remove impediments in order to prove the value of implementing Red Hat technologies.

• Assess the customer’s knowledge of Red Hat’s products and overall cloud readiness to support customers through a structured learning plan and ensure delivery through partners.

What You Will Bring

• 5+ years working in enterprise software from a customer success management, technical consulting, technical project management, technical sales, support or Quality Assurance (QA) perspective.

• Experience with technical project planning and execution management.

• Ability to independently deliver consultative type customer facing engagements.

• Practical knowledge of DevOps and agile concepts, application development and deployment tools.

• Practical experience with one or more Public Cloud providers (AWS, Azure, GCP, IBM Cloud) and their integration with enterprise customers is a plus, with recent Public Cloud certification a distinct

• Experience with Kubernetes based solutions, such as the Red Hat OpenShift Container Platform and the greater Kubernetes ecosystem is considered to be a major plus.

What you will do:

• Develop relationships with key business and IT stakeholders and become an expert on customer implementations by understanding their top business goals and priorities

• Understand customers' technical infrastructure, hardware, processes, and products

• Deliver key portfolio updates and assist customers with product upgrades

• Inform customers of technology changes or potential disruptions to their service and advise them on mitigation strategies

• Perform initial or secondary investigations and respond to online and phone support requests

• Troubleshoot technical issues and guide issue escalation with Red Hat and customer teams

• Provide advice and guidance to customers about their current and future use of Red Hat’s offerings

• Perform technical reviews and share knowledge to proactively identify and prevent issues

• Manage customer cases and maintain clear and concise case and customer documentation; craft customer engagement plans

• Build a sense of trust with customers and serve as their advocate within Red Hat

• Engage with Red Hat Engineering teams to help develop solutions, based on customer engagements, as well as personal experience, that guide platform adoption

• Ensure high level of customer experience with each qualified engagement

• Analyze and present periodic reviews of operational performance to customer leadership

• Establish and maintain parity with Red Hat’s open hybrid cloud strategy

• Delivering trainings and presentations to customers staff

• Travel, as necessary, to visit customers or internal events

What you will bring:

• Existing or previous SC level clearance or higher, and/or a willingness to undertake clearance procedures up to SC

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

• Experience with Cloud computing infrastructure solutions (such as OpenShift and OpenStack) and their concepts

• Strong understanding of Linux and related technologies such as, but not limited to, networking and storage

• Prior experience in a support, development, engineering, or quality assurance organization

• Ability to handle multiple issues and projects, while maintaining a high attention to detail

• Ability to manage and grow existing enterprise customer relationships

• Excellent verbal and written communication skills in English, with the ability to explain complex information to customers clearly and concisely

• Willingness to pursue certifications, such as RHCE, RHCA, etc.

• Efficient time management, as well as the ability to prioritize tasks according to their importance/urgency

• Ability to manage multiple issues and projects with focus on detail, while not losing sight of the overall picture

• Be able to communicate effectively how Red Hat’s offerings align to customer needs and use-cases

The following are considered a plus:

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

• Red Hat certifications such as, RHCE and RHCA

• Previous hands-on experience with Red Hat technologies, such as Enterprise Linux (RHEL), Satellite, OpenShift Container Platform, OpenStack Platform, Ansible Automation Platform, etc.

• Experience with cloud computing and cloud providers, such as Microsoft Azure, Amazon Web Services (AWS), Google Compute Platform (GCP) or IBM Cloud

• Comprehension of continuous integration (CI) and continuous delivery (CD) concepts

• Prior experience serving in a technical leadership or mentorship role

About the Job:

In this role, you will support mainly local revenue, profit, and customer satisfaction while focusing on our most strategic accounts in the Enterprise segment. You'll manage and maintain account relationships, particularly with C-level contacts. To be successful, you will need to develop account strategies while communicating and understanding customer needs, industry trends, and critical success factors to guarantee significant, double-digit growth. As a Strategic Accounts Manager, you will coordinate sales specialists, presales work, and consulting services resources for these accounts.

What you will do:

• Manage the customer relationship with designated enterprise accounts that have significant and strategic importance for Red Hat

• Position Red Hat at all levels of an organization, including C-level - executives, while maintaining and developing new relationships within the assigned accounts

• Set account strategy and plan with clear objectives, actions, owners, and sales targets, keeping in mind quarterly targets and overall strategic development of the account

• Apply team leadership to share best practices in success and provide leadership - Supervise and coordinate a team of sales associates, presales support, and consulting services to grow our entire solutions portfolio for your accounts

• Manage complex sales cycles from prospecting to closing across our entire solutions portfolio, with a focus on accurate forecasting and pipeline building

• Support the regional cooperation of all departments and create a vision for this account

• Sponsor and institutionalize new and innovative ways to work with teams to meet customer needs and sales objectives

What you will bring:

• 10+ years of experience in enterprise IT sales with a successful track record in managing major enterprise accounts or even global accounts

• Outstanding track record setting account strategies, delivering against committed forecasts, and overachieving sales targets

• Several years of experience with the sole responsibility for a major account including leading and coordinating a team of account managers in different countries, overlay sales, presales, and consulting services

• Vertical knowledge, i.e., in banking, insurance and energy sector is a plus

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

• Broad technical experience with the majority of our Red Hat solutions

• Demonstrated market and competitive knowledge Solutions-sales mentality in a company with multiple products and services

• Personal motivation to thrive in a fast-paced environment

• Knowledge of and passion for Linux and open source technology

• Excellent written and verbal communication skills in German and English

• Ready to travel up to 50% across Germany

What you will do:

• Based on customer engagements, perform a discovery of needs, find out the most effective methods of support, close the sales of proposed projects, and document proofs of concepts

• Deliver successful Red Hat solution workshops i.e. Container Platform, DevOps, Virtualization and IT Automation for small to medium teams of both technical and non-technical backgrounds that shape and impact customer use cases and architectural design decisions

• Deliver and support high-quality proofs of concepts and pilots with local teams that increase customer confidence in our offerings

• Demonstrate expertise in modern application development practices by evangelizing and speaking at customer and partner events and high-profile industry conferences

What you will bring:

• Recent 6+ years of experience in presales

• 1+ year(s) of experience in cloud and container-based solutions like OpenShift by Red Hat, Amazon Web Services (AWS), Azure Kubernetes Service(AKS), Google Kubernetes Engine (GKE), or Rancher

• Experience with the design and operation of medium to large-scale enterprise and cloud infrastructures, databases, and application systems with high-availability requirements

• Excellent written and verbal communication skills with extensive experience presenting to IT managers and C-level executives at large firms

• Solutions sales mentality in an environment with multiple offerings and services

The following are considered a plus

• Experiences with Automation framework and Infra-as-a-Code tools i.e. Red Hat Ansible and/or Terraform

• Experiences with the latest application development technologies and middleware implementation practices

• Experiences with agile development and related toolset for rapid application development and deployment

About the Job:

The Red Hat Commercial Sales team in Germany is looking for a Cloud Partner Sales Executive to join us in Munich or remotely in Germany. In this role, you will guide sales and partner-sales activities in our strategic, high-growth accounts in Germany. You'll be assigned a territory where you'll try to discover, nurture, progress, and close new sales opportunities with new and existing customers together with our Cloud Ecosystem. As a Partner Sales Executive, you will sell innovative cloud solutions with partners to enterprises ready to adopt the open source hybrid cloud approach as they modernize their IT systems. We’ll need you to work with internal and external partners to improve business and create solutions that serve the best interests of our customers and Red Hat.

What you will do:

• Sell Red Hats Cloud solutions and services with our partners in the region to new customers; call prospective customers and identify potential opportunities

• You will be a trusted advisor with senior IT and C-level business executives for key accounts and partners to create long-term partnerships with customers using Red Hat’s technology and services

• You act as Germany’s Cloud Subject matter expert, creating an overview of all cloud aspects/facets of our business across all of our cloud offerings

• Accelerate the growth of cloud marketplace and console revenue as well as all other RH cloud routes to market by improving the field’s ability to identify Red Hat Cloud opportunities.

• In your sales related role, you will structure proposals and successfully close incremental cloud business in alignment with the AE and PAM and establish success stories that can be referenced around strategic cloud project wins

• Engage in customer situation as a subject matter expert

• In this Business Development / Sales role (overlay to account executives) you will address our Global 50/50 cloud strategy as a focal point of Germany (only) in regards to all aspects of our cloud business

• Lead the team and set the strategy for your accounts; create and implement account plans with internal account managers and relevant partners to accelerate Red Hat’s diverse strategies

• Provide technical and administrative product information, demonstrations, and quotes on appropriate customer prices

• Manage forecasts, help partners close deals, and track customer opportunities using company-standard customer relationship management (CRM) tools

• Participate in internal sales training and certification programs to maintain a high level of knowledge and proficiency in Red Hat’s offerings and industry trends

• Focus on generating leads and searching for potential customers directly or together with our partners - Map the sales approach to specific customer needs

• You will be working in a matrixed structure and own the overall outcome of the sales of our cloud offerings, collaborating closely with the account teams, e.g. account management, solution architects, and partner account management as well as with the strategic partners in our ecosystem

• Work closely with the sales account teams to identify key opportunities and assist in creating and carrying out strategic account plans with regards to Hyperscalers

• Working together with the ENT and COM teams on our cloud story-line, campaigns and deals

• Support regarding private offers for hyperscalers in alignment with the PAM

What you will bring:

• 3+ years of experience exceeding sales quotas and partner sales - solid understanding of complete sales cycles from prospecting to closing

• Demonstrated ability to manage a sales pipeline and forecast and achieve or exceed sales quotas proven success implementing strategies with and through partners

• Demonstrated expertise in hyperscaler environments (e.g., AWS, Azure, GCP)

• Excellent communication, interpersonal, and problem-solving skills

• Ability to build long-term relationships with customers through trust and credibility

• The position requires a high level of travel readiness

• Motivated with a focus on results and ability to perform well under pressure

• Experience with negotiations and contractual agreements

• Ability to work in a team and maintain creative thinking

• Passion for open source and cloud technology

• Excellent written and verbal communication skills in German and English

• Experience selling technical solutions and developing business cases is a plus

About the Job:

In this role, you will provide personalized, attentive support and mentorship to a small set of enterprise customers. Your goal will be to build high-value relationships as you understand their IT infrastructures, internal processes, and business needs, creating long-lasting loyalty to Red Hat. You will ensure that our customers have access to solutions that will enable their technical environments to run efficiently. As a Technical Account Manager, you will work closely with internal teams such as Support Delivery, Engineering, and Product Management. Depending on your customers’ environments and needs, you will help them collaborate with other vendors and advocate on their behalf. In this role, you will have the opportunity to shape the future of our technology alongside subject matter experts and developers in the open source community.

What you will do:

• Become a Red Hat technical ambassador, working closely with a small number of customers using Red Hat Ansible Automation Platform; develop relationships with key business and IT stakeholders, including customer managers and technical associates

• Deliver key portfolio updates and assist customers with upgrades of our offerings; advise customers on technology changes, mitigation strategies, and potential disruptions to their service

• Conduct technical investigations of customer issues to find root causes and solutions on your own or through collaboration with fellow Red Hatters and customer teams

• Provide advice and guidance to customers about their current and future use of Red Hat’s offerings

• Perform technical reviews and share knowledge to proactively identify and prevent issues

• Manage customer cases and maintain clear and concise case and customer documentation; create customer engagement plans

• Handle customer escalations with Red Hat and customer teams

• Engage with Red Hat’s engineering teams to help develop solutions, based on customer engagements as well as personal experience, that will guide product adoption

• Analyze and present periodic reviews of operational performance to customer leadership

• Deliver trainings and presentations to customer associates

• Travel, as necessary, to visit customers or attend internal events, following Red Hat’s COVID-19 guidelines

• Collaborate with third-party hardware and software vendors

What you will bring:

• Combination of technical and customer-facing skills and the desire to embrace and develop both

• Prior professional experience in a support, development, engineering, or quality assurance (QA) organization, including technical and communication skills

• Ability to manage and grow existing enterprise customer relationships by providing excellent customer experience

• Growth mindset and willingness to learn (as part of your onboarding and further development process, you are expected to obtain specific technology certifications such as RHCE/OCP/OSP/Ansible.)

• Excellent verbal and written communication skills in German and English; ability to explain complex information, such as aligning Red Hat’s offerings to customer needs or use cases, to customers in straightforward terms

• Effective collaboration skills for working with internal and external associates; ability to manage internal and external communication and prioritize tasks according to their importance or urgency

• Experience with IT automation tools, preferably Red Hat Ansible Automation Platform

• Good experience with Ansible and its concepts (roles, collections, etc.)

• Knowledge of systems management and content management concepts (eg. Red Hat Satellite)

The following are considered a plus:

• Experience with customizing and deploying execution environments

• Knowledge or experience with OpenShift

• Experience with Ansible Automation Platform on Red Hat OpenShift

• Knowledge on how to troubleshoot PostgreSQL databases and apply performance tuning

• Hands on experience with Automation - especially in regards to automating the deployment of Automation tools (eg. AAP, or Red Hat Satellite)

• Experience in troubleshooting Ansible Modules

• Good understanding and experience with automation in enterprise environments

Learn about the real-life experience of one of our Technical Account Managers in this blog post (http://red.ht/Day_of_TAM) .