דרושים Strategic Key Account Manager - Fsi 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

In this role, you will drive the strategy, development, and execution of our sovereign platform offerings, ensuring they align with operational sovereignty, regulatory needs, and business demands of our customers. This role requires a deep understanding of on-prem infrastructure, hybrid cloud technologies, regulatory compliance, security frameworks, and market trends in sovereignty concerns. You will work closely with engineering, legal, compliance, and business teams to ensure our cloud solutions meet the highest standards of security, compliance, and performance. This is a great opportunity to develop our strategy for our sovereign cloud offering and work alongside some of the brightest minds in open source.

EMEA - UK and Ireland, Spain, Italy, Portugal, Israel

US - Raleigh, Boston are preferences or cities with good airplane connections

What you will do

• Define and execute the product roadmap for sovereign cloud solutions, ensuring alignment with multiple global data residency (e.g., AI Safety, DORA, CRA, FedRAMP, GDPR, CCPA, NIS2), security, and compliance requirements and regulations.

• Work with engineering and product teams to lead the design of scalable, secure, and compliant infrastructure and management capabilities and manage product lifecycles.

• Conduct in-depth market analysis to understand customer needs and feedback, competitive landscape, and industry trends, and collaborate with product and engineering stakeholders teams to implement features and enhancements following agile development practices.

• Partner with policy experts to engage with government agencies and regulatory bodies to align product offerings, and collaborate with legal and compliance teams to stay ahead of evolving regulations.

• Define security and compliance requirements and work with cybersecurity teams to ensure encryption, access controls, and data localization measures are in place.

• Support and coordinate audits, risk assessments, and certifications (e.g. ISO 27001, FedRAMP, SOC 2, NIST, SecNumCloud, etc.).

• Build strategic relationships with local infrastructure providers, technology partners, and regulators.

• Evangelize Red Hat’s sovereignty strategy and solution with customers, partners, analysts and media.

• Coordinate with marketing and sales teams to lead product releases, develop go-to-market strategies, manage strategic product positioning, and serve as the main point of contact for stakeholders, managing customer relationships, and feedback.

• Define pricing and business models for regulated infrastructure.

• Drive customer adoption and retention through value-driven product enhancements.

• Monitor key performance indicators (KPIs) to measure success and optimize offerings.

What you will bring

• 15+ years of experience in product management, cloud computing, or related fields.

• Deep understanding of cloud platforms (AWS, Azure, Google Cloud) and hybrid cloud environments.

• Strong knowledge of data sovereignty laws, security frameworks, and compliance requirements across multiple markets.

• Experience in regulated industries such as government, healthcare, finance, or defense.

• Proven track record of driving long-term product strategy, roadmaps, and market adoption.

• Ability to lead cross-functional teams across engineering, product, sales, and marketing, security, and legal teams.

• Strong analytical, problem-solving, and decision-making skills.

• Excellent communication and stakeholder management abilities.

• Experience with security certifications / standards (e.g. ISO 27001, FedRAMP, SOC 2, NIST, SecNumCloud, etc.).

• Experience or knowledge of US EAR/ITAR, EU/UK Dual Use Regulations, or similar laws.

• Knowledge of AI and edge computing in sovereign cloud environments.

• Familiarity with confidential computing and zero-trust security models.

• Familiarity with Red Hat’s portfolio is a plus.

• Willingness to travel up to 25 - 50%

What will you do?

• Lead the design, execution, and continuous enhancement of business, system, and process-based controls to minimize legal and compliance risks within partner activities.

• Navigate and optimize compliance across Red Hat's diverse partner ecosystem, including channel partners, technology integrators, ISVs, OEMs, and cloud providers.

• Act as a trusted advisor to senior leadership across Partner Ecosystem, Sales, Operations, and Finance, driving best practices that uphold regulatory compliance and corporate integrity.

• Develop ecosystem-wide compliance frameworks that scale across different partner types and business models.

• Oversee and optimize existing partner compliance processes and controls, leveraging data-driven insights to enhance efficiency and effectiveness.

• Map compliance requirements across the entire partner ecosystem lifecycle, from onboarding through contract renewal and termination.

• Coordinate compliance efforts across Red Hat's multi-tiered partner ecosystem, ensuring consistent standards.

• Design ecosystem-specific compliance training programs that address the unique risks and requirements of different partner segments and verticals.

• Foster cross-ecosystem collaboration on compliance initiatives, facilitating knowledge sharing and best practice adoption among partner communities.

• Collaborate with IT teams to drive the integration, implementation, and testing of compliance-related enhancements within CRM and PRM solutions.

• Ensure compliance tools and processes integrate seamlessly across Red Hat's partner ecosystem technology stack and third-party platforms.

• Manage the compliance exception review process, including regular assessments of process deviations and approvals.

• Supervise the Partner Quote Inspection program, ensuring ongoing compliance monitoring and risk assessment.

• Drive ecosystem-wide compliance metrics and reporting, providing visibility into partner compliance health across all business segments.

What will you bring?

• 5+ years of experience working in a compliance function (e.g., specialist, analyst, auditor)

• Deep understanding of partner ecosystem dynamics, including channel conflict resolution, partner tiering strategies, and multi-partner collaboration models.

• Proven track record of implementing compliance programs across complex partner ecosystems with diverse business models and geographic footprints.

• Understanding of the risks associated with corruption, bribery, and fraud.

• Exceptional organizational skills with the ability to juggle multiple simultaneous projects

• Familiarity with third-party vetting, pricing controls, and risk-based analysis.

• Knowledge of ecosystem partnership agreements, including technical integrations, go-to-market strategies, and joint business planning processes.

• Ability to work independently with a high degree of discipline and initiative

• Demonstrated ability to influence and drive compliance adoption across diverse ecosystem stakeholders with varying levels of technical and business sophistication.

• Experience collaborating with ecosystem development, partner marketing, and alliance management teams to embed compliance into business processes.

• Strategic mindset with the ability to balance ecosystem growth objectives with compliance and risk management requirements.

The salary range for this position is $117,560.00 - $194,070.00. Actual offer will be based on your qualifications.

Pay Transparency

● Comprehensive medical, dental, and vision coverage

● Flexible Spending Account - healthcare and dependent care

● Health Savings Account - high deductible medical plan

● Retirement 401(k) with employer match

● Paid time off and holidays

● Paid parental leave plans for all new parents

● Leave benefits including disability, paid family medical leave, and paid military leave

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

What you will do

• Be responsible for contributions in a technical environment, from coding to architecture.

• Work closely with members of our Engineering, Site Reliability Engineering (SRE), Quality Engineering (QE), Documentation, Product Security and Product Management teams

• Be responsible for our product quality, participate in peer code reviews, continuous integration (CI) and delivery (CD), respond to security threats

• Assist with the planning, fulfillment, and delivery of communicated goals

• Be an advocate for Red Hat solutions and technologies

• Work and communicate with a distributed team

• Publicize the team's work through blogs, web postings, and conference talks

What you will bring

• 5+ years of experience working in a Linux environment with at least one language like Golang, Python, Java, or C or C++ Experience with microservices architecture and concepts including APIs, versioning, monitoring, etc.

• Experience with container-related technologies (Kubernetes, OpenShift, etc.), virtualization, or distributed systems

• Experience with AWS, GCP or Azure

• Ability to examine various technological areas deeply and deliver solutions

• Great communication and collaboration skills, with a solid attention to detail

• Ability to quickly learn new technologies

• Proficient written and verbal English communication skills

• Bachelor's degree in computer science or equivalent working experience

• Familiarity with DevOps or SRE background

• Open source development experience