דרושים Account Manager 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.

• Handles relationship management activities with new and/or existing clients in a book of business to grow sales, revenue and market share with relevant sales goals. Typically works with clients with basic levels of risk and complexity of needs. Generally works with higher degree of supervision.
• With direction, acquires and/or expands and retains client relationships to generate revenue and deepen share of wallet. Handles the origination, financial analysis, negotiation and documentation of credit and non-credit products and services.
• Manages risk/return and drives quality for new and/or existing clients. Actively identifies and mitigates different types of risk, such as regulatory, reputational, operational and credit risks.
• Focuses on client opportunities by providing ideas and insights based on an understanding of the client's needs and their financial well-being. Focuses on increasing client engagement and loyalty.
• Builds an effective network of internal and external relationships, such as community and industry relationships, to actively acquire new clients and/or expand existing clients and enhance the client experience. Focuses on bringing entire bank to the client by presenting the full range of PNC's products and services. Leverages reporting and sales tools to proactively identify and successfully convert sales opportunities.
• As defined with the business, demonstrates ability to analyze, evaluate and mitigate credit risk by utilizing knowledge of credit fundamentals and internal credit policies.

PNC Employees take pride in our reputation and to continue building upon that we expect our employees to be:

• Customer Focused - Knowledgeable of the values and practices that align customer needs and satisfaction as primary considerations in all business decisions and able to leverage that information in creating customized customer solutions.
• Managing Risk - Assessing and effectively managing all of the risks associated with their business objectives and activities to ensure they adhere to and support PNC's Enterprise Risk Management Framework.

Successful candidates must demonstrate appropriate knowledge, skills, and abilities for a role. Listed below are skills, competencies, work experience, education, and requiredneeded to be successful in this position.

This position is subject to the requirements of Section 19 of the Federal Deposit Insurance Act (FDIA) and, for any registered role, the Secure and Fair Enforcement for Mortgage Licensing Act of 2008 (SAFE Act) and/or the Financial Industry Regulatory Authority (FINRA), which prohibit the hiring of individuals with certain criminal history.

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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%