דרושים Partner Sales Account Manager ב-Red Hat ב-United States, Greenwood

What You Will Do:

• Be responsible for customer account growth strategy regarding Red Hat Ansible Automation Platform solutions and use cases

• Collaborate with the Account team in the account planning process; analyze customers’ business drivers to create a narrative that positions Red Hat’s automation solutions as a key ingredient in delivering technology-fueled innovation and digital transformation

• Manage a complex sales cycle from prospecting to closing in collaboration with the account management team, solutions architects, and the professional services team

• Meet quantitative and qualitative performance expectations

• Use your leadership skills and extensive specialist experience in identifying transformation projects by engaging senior executives (C-Level decision makers) and winning their mindshare

• Capture compelling reasons for customers to undertake the project by illustrating the business impact of the Red Hat technology solutions

• Ensure Red Hat’s solutions are tailored to meet customer business requirements

• Ensure that the differentiated business value derived from the Red Hat solutions and Red Hat’s competitive advantages are understood and agreed upon by the customer decision makers

• Enable the Red Hat sales teams and partners so that they are also able to effectively communicate to the business the business value derived from Red Hat’s solutions

• Apply Red Hat’s journey-based service engagement programs and commercial buying programs to build long-term strategic relationships with customers

• Produce referenceable success stories for strategic solutions wins

What You Will Bring:

• 10+ years of experience selling automation and management software offerings, cloud services, or related technology offerings

• Value-based solutions selling experience; ability to translate customer business and transformation objectives to the value delivered by technology solutions

• Creative thinking, communication, and presentation skills

• Passion for open source technology and understanding of the Red Hat software subscription business model

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

• Balance of strategic, tactical, technical, and creative thinking skills

Specialist knowledge in the following domains:

• IT automation and management

• Business process automation

• Robotic process automation (RPA)

• IT security and compliance

• Artificial intelligence (AI) and operations

• DevOps, continuous integration (CI) and continuous delivery (CD), testing, software development life cycle (SDLC), agile methodology

• Hybrid cloud, public cloud, and private cloud

• Containers and Kubernetes

• Ability to present the business value of technology solutions

• Consumption pricing models; software subscriptions and licenses

• Understanding of Red Hat’s software portfolio and competitive offerings

About the job:

The Red Hat Consulting team is looking for a Technical Project Manager with 8-10 years to join us in New Delhi, India. In this role, you will manage complex projects from initiation through to delivery and completion. You'll coordinate with cross-functional teams to complete distinct projects on time and within budget. As a Technical Project Manager, you’ll need to be organized and detail-­oriented with substantial experience managing IT and software consulting projects, relying on traditional systems and software development methodologies. This is a position with regular travel(60-70%) to customer sites in India.

What will you do:

• Lead and manage multiple customer-facing projects simultaneously to success

• Manage project scope and customer expectations

• Manage project risks, actions, issues, and dependencies (RAID)

• Manage project budget and time frame

• Build content for project activities like project kickoff, project status, and project closeout

• Lead project meetings involving both customer and Red Hat’s consulting team members

• Coordinate with territory services managers and the Resource Management Office (RMO) to manage project staffing requirements

• Work with the territory services managers to ensure that financial forecast is up-to-date for their respective projects Support accounting activities as required, including obtaining copies of receipts for finance invoicing queries from customers

• Develop basic knowledge of Red Hat’s technologies to guide successful project management, including Red Hat OpenStack Platform, Red Hat OpenShift Container Platform, Red Hat Ansible Automation, Red Hat JBoss Enterprise Application Platform (JBoss EAP), Red Hat Enterprise Linux (RHEL), and Red Hat Satellite Maintain professionalism when solving problems and resolving issues

What will you bring:

• Knowledge of specific project management and software delivery methodologies like agile, scrum, Scaled Agile Framework (SAFe), and Project Management Institute (PMI)

• Practical experience using various agile development tools like Trello, Rally, Atlassian Jira, or project management tools like Microsoft Project

• 3+ years of experience working as a project manager or scrum master on IT or application development projects

• Ability to affect, inspect, and adapt to culture

• Demonstrated ability to motivate project team and individual contributors and to mediate conflicts

• Excellent customer­-facing and internal communication skills

• Great written and verbal communication skills

• Solid organizational skills; attention to detail and ability to work on multiple tasks at the same time

• Bachelor's degree in a related field or equivalent experience

• Willingness to travel up to 30% per year to be on-site at customer locations for project related activities

• Project management or scrum certifications are a plus

• Experience with managing Government, and banking, financial services and insurance (BFSI) customers is a plus

What will you do:

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

• Understand your customers' technical infrastructures, hardware, processes, and offerings

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

• Deliver key portfolio updates and assist customers with upgrades

• Manage customer cases and maintain clear and concise case documentation

• Create customer engagement plans & keep documentation on customer environments updated

• Ensure a high level of customer satisfaction with each qualified engagement through the complete adoption life cycle of our offerings

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

• Communicate how specific Red Hat product road-map align to customer use cases

• Capture Red Hat product capabilities and identify gaps as related to customer use cases through a closed-loop process for each step of the engagement life cycle

• Engage with Red Hat's product engineering teams to help develop solution patterns based on customer engagements and personal experience that guide platform adoption

• Contribute internally to the Red Hat team, share knowledge and best practices with team members, contribute to internal projects and initiatives, and serve as a subject matter expert (SME) and mentor for specific technical and process areas

• Travel to visit customers, partners, conferences, and other events as needed.

What will you bring:

• Bachelor's degree in science or a technical field; engineering or computer science

• Competent reading and writing skills in English

• Ability to effectively manage and grow existing enterprise customers by delivering proactive, relationship-based, best-in-class support

• Upstream involvement in open source projects is a plus

• Indian citizenship or authorization to work in India

• RHEL

• Proven & strong system administration and troubleshooting experience with Red Hat Enterprise Linux, other Linux platforms, or Unix in a production environment

• Experience in a support, development, engineering, or quality assurance organization

• RHOCP

• Experience in Red Hat OpenShift Container Platform (RHOCP) or Kubernetes or Dockers cluster management

• Understanding of RHOCP Architecture & different types of RHOCP installations

• Experience in RHOCP Troubleshooting and data/logs collection

• Strong working knowledge of Prometheus, Grafana, Gitops ArgoCD , ACS , ACM will be considered a plus

What will you do

• Develop strategic relationships with our customers to become a trusted adviser for Red Hat's offerings and solutions

• Demonstrate ownership of the technical relationships and technical sales cycle within a set of named accounts in your territory

• Ensure revenue and new business quotas/targets and service objectives are met while maintaining a high level of satisfaction among prospective and existing customer

• Provide presales technical support to our Enterprise Sales team

• Support evaluations of our offerings and technical proofs of concepts

• Respond to customer and partner inquiries, including requests for proposal (RFPs) and requests for information (RFIs)

• Provides pre-sales technical support for the development and implementation of complex solutions.

• Use in-depth domain & product knowledge to provide technical expertise to customers or partners through sales presentations, product demonstrations, workshop, evaluations and Proof of Concept/Technology (POCs/POTs)

• Assess potential application of company products to meet customer needs and prepare detailed product specifications for the development and implementation of customer solutions.

• Create detailed design and implementation specifications for complex products/applications/solutions.

• Provide consultation to prospective users/customers/partners on product capability assessment and validation

What will you bring

• 10+ years of experience in the IT industry

• 5+ years of experience working as a presales engineer, consultant, IT architect, or equivalent supporting partners and enterprises

• 5+ years experience working in BFSI industry

• 5+ years of experience with solutions design or implementation complex application systems, cloud, multi-datacenter, and modernizing application environments, as well as multi-product integration

• Experience in Application Modernization, Digital Transformation and understanding of modern methodologies like Kubernetes, Containers & Microservices Architecture, agile development, and DevSecOps and associated capabilities like automation, orchestration, and configuration management

• Ability to explain technical concepts to non-technical audiences

• Familiarity with enterprise solutions and architectures, including cloud, big data, virtualization, storage, middleware, clustering, and high availability

• Excellent presentation skills; ability to present to small and large groups of mixed business, technical, management, and leadership audiences

• Record of developing relationships at engineering, commercial, and executive levels throughout large enterprise IT organizations

• Understanding of complex enterprise solutions and architectures

• Ability to work well in a team environment and collaborate with others to provide the best solutions

• Knowledge of sophisticated sales motions

• Willingness to travel up to 50% of the time

• Record of working with partners, distributors, consultants, and service partners to create solutions propositions around Red Hat's solutions

• Expertise in one or more offerings from the Red Hat portfolio like OpenShift, Ansible, RHEL, JBOSS, Application Services/Middleware

The following are considered a plus:

• Ability to handle multiple priorities and manage multiple large transactions between multiple organizations

• Experience working as an enterprise architect and strategizing with C-level users regarding technologies and roadmaps

• Red Hat Certified Architect (RHCA), Red Hat Certified Engineer (RHCE), VMware Certified Professional (VCP), or Information Technology Infrastructure Library (ITIL) certifications

What you will do:

• Provide timely presales technical support to the sales team through the development of compelling proposals and target architectures that solve customer business problems

• Use your Red Hat solutions knowledge to provide technical expertise to sales staff, customers, and partners through sales presentations, customer workshops, demonstrations of our offerings, evaluations, and proofs of concepts (PoCs)

• Research and write the responses to technical sections of RFIs, RFPs, and RFQs

• Demonstrate ownership of the technical relationships and technical sales cycle within a set of named accounts in your territory

• Communicate value, progress, and status of sales opportunities to all stakeholders

• Ensure revenue and new business quotas and service objectives are met while maintaining a high level of satisfaction among prospective and existing customer

What you will bring

• 6+ years of experience in complex presales & solution processes

• Excellent presentation skills; ability to present to small and large groups of mixed business, technical, management, and leadership audiences

• Record of developing relationships at engineering, commercial, and executive levels throughout large enterprise IT organizations

• Understanding of complex enterprise solutions and architectures

• Knowledge across Red Hat’s solutions categories in order to appropriately support aligned customers or domains

• Demonstrated ability to interpret technology and market trends as a foundation for the roadmaps for our offerings and technologies

• Presales and sales experience in consultative selling

• Excellent written and verbal communication skills in English

• Willingness to travel occasionally to deliver on customer expectations

• Knowledge of sophisticated sales motions

• Understanding of modern methodologies like Containers, agile development, and DevSecOps and associated capabilities like automation, orchestration, and configuration management

• A bachelor's or master's degree is a plus.

The following are considered a plus:

What you will do:

• Ensure that P&L targets are met or exceeded

• Develop and execute longer-term strategy and make the optimal trade-offs between achieving short-term goals vs. making the investments required to build the foundation for future success

• Identify, attract, develop, and retain top talent in India

• Build a positive team culture including rewards and recognition that align individuals’ focus with Red Hat’s company goals and values

• Foster a culture of continuous learning and development for the team to build their skills

• Coach and mentor the team, strengthening the effectiveness of each member

• Establish an effective sales management process for the team, including account planning, deal execution, performance assessment, follow-up, and closing

• Be an involved and strategic team leader who plays an active role in helping the team succeed

• Lead cross-functional teams as part of an integrated go-to-market approach for India

• Work closely with the Marketing team, Operations, and regional Services department to develop a holistic sales, marketing, and services strategy for the region, including value-selling, bundled sales, and up-selling

• Instill strong discipline and manage and report on projected targets, forecasts, and team results

• Engage executive leadership in creative solutions for driving maximum revenue

• Manage key customer relationships and advocate for the India customer market within Red Hat

• Be an open source champion within key customer relationships and help make them be successful with long-term engagements, optimizing their strategic relationship with Red Hat

• Be a solution building champion (as a coach and mentor to the sales teams) in solving customer problems with the wide array of products and services in the Red Hat portfolio and partner ecosystem

• Embody and drive the brand of Red Hat in the local markets with customers, analysts, media representatives, and more

• Embody Red Hat’s values of freedom, courage, commitment, and accountability

• Build a sense of community where customers and associates feel strongly connected to the mission and value of open innovation

What you will bring:

• 5+ years of GM or 10+ years of VP-level direct/indirect sales/JV experience in enterprise technology

• Success in implementing short and long-term focused strategies to grow revenue within a region

• Track record of ownership over personal and team revenue targets, forecasting sales accurately and identifying critical sales pipeline indicators

• Experience working in a global technology company, with a track record of contributing to the broader region's business success

• Bilingual, fluency in English (written, reading and presentation)

Critical Leadership Capabilities

• Driving Results

• Acts to surpass goals, seizing opportunities to push the envelope.

• Sets continually higher goals that are ambitious but realistic for self and team, geared to organizational objectives.

• Focuses on new business opportunities that enable business development targets to be exceeded.

• Leading People

• Delegates roles thoughtfully to free themselves to work at a more strategic level

• Collaborates and openly debates with the team to manage projects, solve problems, discuss challenging issues, or learn more about the critical issues as a group.

• Collaborates with each employee to establish clear, challenging performance goals and metrics for the year.

Strategic Thinking

• Thinks 2-3 years ahead and make the right investments and change direction if needed

• Explains specifically how changes in Red Hat’s competitors, clients, and market segments affect its own business.

• Translates broad corporate strategies into clear, specific objectives and plans for units and individuals.

What you will do:

1. Channel Strategy Development:

Identify and onboard new distributors and resellers to expand market reach.

1. Reseller and Distributor Management:

Build and maintain strong relationships with key distributors, resellers, and channel partners.

Provide training, enablement, and support to partners to ensure successful sales execution.

Monitor partner performance and implement corrective actions as needed.

1. Revenue Growth:

Drive revenue growth through effective channel management and sales execution.

Collaborate with partners to develop joint business plans and achieve sales targets.

1. Market Analysis:

Provide feedback to internal teams to refine product offerings and go-to-market strategies.

1. Collaboration with Internal Teams:

Ensure seamless communication and coordination between Red Hat and its partners.

1. Compliance and Reporting:

What you will bring:

• 10+ years of experience in distribution management, channel business development, and reseller management.

• Proven track record of building and managing high-performing distribution networks.

• Experience in software sales or the IT industry is highly preferred.

• Sales experience in growing & building new businesses would be preferred

• Strong understanding of the Indian distribution and channel ecosystem.

• Excellent negotiation, communication, and relationship-building skills.

• Strategic thinker with the ability to execute plans effectively.

• Results-driven with a focus on achieving revenue targets.

• Masters degree in Business Administration or Engineering is preferred