דרושים Account Executive ב-United States, Florida, Venice

What you will do:

• Become a Red Hat technical ambassador, working closely with a small number of customers using Middleware technologies; 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

• Collaborate with third-party hardware and software vendors

What you will bring:

• 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.)

• Native level Spanish Language skills and excellent verbal and written communication skills in 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

• Interest in developing technical skills and future development into OCP/ Ansible/ RHEL direction

Middleware TAM Technical Skills

• Knowledge of the JEE/Jakarta platform

• Experience analyzing and troubleshooting large-scale Java application issues through configuration, log analysis, thread stack, heap dump analysis, and JVM analysis; ability to set up an action plan based on this data

• Practical experience with Java middleware technologies and offerings like application servers, messaging, integration, etc.

• Java coding and development experience

The following are considered a plus:

• Experience with API management systems like Red Hat 3Scale API Management

• Event streaming tools like Kafka or similar

• Professional Java coding and development experience

• Practical experience with JBoss EAP and JBCS HTTP server

• Openshift general knowledge

• Maven experience

• Experience automating Middleware using Ansible

• Experience with Single Sign on software, especially with Keycloak.

What you will do:

• Accountable to drive customer revenue and solution success through partner impact

• Deliver and integrate partner expertise into sales cycle activities, and to account teams and customers, to facilitate solution selling

• Drive partner attach and partner pipeline development through bi-directional opportunity sharing

• Qualifying and landing inbound partner co-sell opportunities with v-team (pod) of assigned customers

• Connecting resources and programs to support partner co-sell pipeline velocity and alleviating any friction points

• Create and drive connections between Red Hat sellers and partners, and partner to partner, to deliver solutions to end customers

• Facilitate match-making within the partner ecosystem to drive opportunities and customer success

• Identify and integrate partners into account/territory plans

What you will bring:

• 5+ years of experience working in a solutions sales role

• Background in partner management and consultative customer engagement with a middleware software provider

• Sales experience with Software technologies

• Excellent written and verbal communication skills; ability to present to executives at large companies

• Ability to sell solutions in a multiproduct environment

• Proven ability to work with cross-functional teams and achieve success for customers

• Comfortable presenting webinars, events, and training

• Exceptional written and verbal communication skills in English, Spanish and Portuguese

• Willingness to travel up to 40%

What you will do:

• Be accountable for carrying out Red Hat’s sales strategy and managing performance and customer success in assigned set of accounts, retaining and growing bookings through partners

• Apply knowledge of use cases and strategic offering value proposition to win new business and identify and act upon opportunities to motivate upsell, cross-sell, and renewals across Red Hat’s portfolio, deepening penetration within accounts

• Cooperate with partner sales executive to motivate partner-centric customer engagement, aligning Red Hat’s use cases to customer needs and developing solutions with partners that deliver business value

• Provide customer continuity and account expertise to sales pod for accounts, guiding sales performance and positioning Red Hat as a key partner on modernization journeys and digital transformation

• Apply knowledge on AI Use cases to accelerate enterprise AI adoption of both predictive and gen AI models across hybrid cloud environments.

• Collaborate with pod team to achieve success together within the territory

• Collaborate with partners and Customer Success team to understand how customer derives value from Red Hat’s solutions, support expansion and retention, and ensure that customer meets success criteria outlined in the value and success plan

What you will bring:

• Excellent leadership and communication skills, with the ability to engage a diverse set of stakeholders in a matrixed organization

• Build and maintain strategic relationships with C-level customers and partners to drive business success

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

• Understanding of ecosystem landscape and how to engage with partners to create a “better together” value proposition for customers

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

• Ability to articulate the hybrid cloud story, the value of Red Hat solutions, and Red Hat’s differentiation with key customer stakeholders and partners

• Record in delivering effective and engaging presentations to a variety of audiences

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

• Exceptional written and verbal communication skills in English and Spanish

• Willingness to travel up to 25%