דרושים ב-Red Hat ב-Thailand, Bangkok

What you will do:

• Translate Red Hat’s sales strategy into a relevant account-level strategy for each customer

• Deliver on the account strategy to manage performance and customer success in key accounts, retaining and growing bookings through strategic account planning

• Apply knowledge of use cases and Red Hat’s key offering value proposition to identify and act upon opportunities to guide upsell, cross-sell, and renewals across the Red Hat portfolio while deepening penetration within accounts

• Orchestrate solution architects, specialist teams, Customer Success team, and industry experts to align Red Hat’s use cases to client needs, managing end to end sales to develop solutions that deliver business value

• Coordinate support from specialist solutions architects, sales solutions specialists, and industry experts to manage end to end sales and deliver customer value

• Cultivate relationships across customer organizations to position Red Hat as a key partner to their business

• Collaborate with the Customer Success team to co-develop success and growth plans, understanding how the customer derives value from Red Hat’s solutions to support expansion and retention and ensure that Red Hat meets or exceeds the customer success criteria

• Engage partners where appropriate to strengthen Red Hat’s customer value proposition

What you will bring:

• Excellent leadership and communication skills with the ability to engage a diverse set of stakeholders in a matrixed organization and guide accountability within the account team

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

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

• Ability to articulate the hybrid cloud story, the value of Red Hat’s solutions, and Red Hat’s differentiation in one-on-ones with key customer stakeholders

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

• Proven experience selling complex IT solutions to large organizations within the region and to multiple decision makers

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:

• 5+ 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

Red Hat South East Asia TAM team is looking for an experienced, enterprise-level engineer to join us as a Senior Technical Account Manager in Jakarta, Indonesia. 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 Enterprise Linux / OpenShift Container Platform / Red Hat JBoss. 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 to a resolution of such incidents. As a Senior 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 You Will 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 country or region

What You Will Bring

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

• 5+ years of expertise working on Red Hat Middleware Products, ie. JBOSS, Fuse, AMQ, Data Grid

• 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

• 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 Middleware

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

• 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 Middleware

• 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

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

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

For more information on the technical account manager role please refer to:

What you will do:

• Translate Red Hat’s sales strategy into a relevant account-level strategy for each customer

• Deliver on the account strategy to manage performance and customer success in key accounts, retaining and growing bookings through strategic account planning

• Apply knowledge of use cases and Red Hat’s key offering value proposition to identify and act upon opportunities to guide upsell, cross-sell, and renewals across the Red Hat portfolio while deepening penetration within accounts

• Orchestrate solution architects, specialist teams, Customer Success team, and industry experts to align Red Hat’s use cases to client needs, managing end to end sales to develop solutions that deliver business value

• Coordinate support from specialist solutions architects, sales solutions specialists, and industry experts to manage end to end sales and deliver customer value

• Cultivate relationships across customer organizations to position Red Hat as a key partner to their business

• Collaborate with the Customer Success team to co-develop success and growth plans, understanding how the customer derives value from Red Hat’s solutions to support expansion and retention and ensure that Red Hat meets or exceeds the customer success criteria

• Engage partners where appropriate to strengthen Red Hat’s customer value proposition

What you will bring:

• Excellent leadership and communication skills with the ability to engage a diverse set of stakeholders in a matrixed organization and guide accountability within the account team

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

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

• Ability to articulate the hybrid cloud story, the value of Red Hat’s solutions, and Red Hat’s differentiation in one-on-ones with key customer stakeholders

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

• Proven experience selling complex IT solutions to large organizations within the region and to multiple decision makers