דרושים Sales Specialist Ansible 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

What will you do

As a Specialist Solution Architect, you will focus on the Red Hat OpenShift, Application Services, and OpenShift AI product portfolio. Your role will involve delivering presentations, demos, proofs of concepts, and workshops to showcase Red Hat's solutions. Additionally, you will partner with sales, account architects, and the extended Red Hat teams to help customers make informed investments, ensuring their systems are scalable, flexible, and high-performing. Your ability to manage relationships and work with minimal supervision will be essential in helping customers achieve success.

• Collaborate with Red Hat account teams to present technical solutions and develop sales strategies.

• Gather requirements, analyze solutions architecture, and design, as well as present solutions to meet customer needs through workshops and other supporting activities.

• Research and respond to technical sections of RFIs and RFPs.

• Build strong relationships with customer teams, including technical influencers and executives.

• Serve as a technical advisor, leading discussions and guiding the implementation of cloud-native architectures.

• Stay updated on industry trends and continuously enhance your skills.

• Contribute to the team effort by sharing knowledge, documenting customer success stories, helping maintain the team lab environment, and participating in subject matter expert team initiatives.

• Willingness to travel up to 50%.

What will you bring

• Proficiency in Kubernetes and cloud-native architectures like containers, service mesh, and GitOps etc

• Experience with development tooling used to refactor, migrate, or develop applications, and understanding of application development methodologies and frameworks.

• Understanding of virtualization technologies such as KVM and VMware.

• Experience with infrastructure activities like installation, configuration, hardening, and components like networking, security, and high availability.

• Strong problem-solving abilities.

• Excellent communication and presentation skills, with the ability to explain complex technical concepts to both technical and non-technical audiences.

• Minimum of 3 years in a customer-facing role; pre-sales experience is an added advantage.

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