Your Role and ResponsibilitiesAs a Red Hat Digital Sales Specialist, you will be responsible for driving the strategy, sale, and deal closing for offerings within an assigned territory. This year, the team will focus on:
- Account Management:Take ownership of assigned accounts, cultivating relationships, negotiating and closing substantial deals, and implementing strategies to enhance the adoption of Red Hat products and technology within these accounts.
- Territory Management:
In addition to the existing responsibilities, your role will now encompass:
- Working with various sources, you will identify, develop, and expand on new sales opportunities and be responsible for driving them to closure.
- Differentiating customers within client segmentation to effectively target market opportunities – install, new logo, competitive.
- Aiding in opportunity identification from the install base and creating upsell/cross-sell opportunities.
- Facilitating joint account planning sessions with business partners covering the same territory, working together effectively to find the right solutions for clients.
- Collaborating with tech reps to help design use cases and respond to client POCs and RFIs.
- Understanding the customer’s buying cycle to effectively forecast the likely closure of opportunities.
- Achieving revenue objectives based on territory assignment.
- Continuously developing personally to become a subject matter expert and acting as an influencer and trusted advisor for clients.
Your adeptness in account and territory management will serve as pivotal assets in fostering long-term partnerships, driving revenue growth, and amplifying the presence of Red Hat within the market landscape.
Required Technical and Professional Expertise
- Understand the Digital End-to-End Processes – strong working knowledge of digital processes from marketing to consumption and renewals along with ability to make changes when needed
- Prospecting Skills (Hunter Skills) – confidence in prospecting strategies to identify new opportunities within existing territory and new logos
- Execute the digital sales strategic mission – understands the critical sales plays and value proposition of the organization
- Agility / Adaptability – ability to work as part of a cross functional team and able to adapt to constantly changing markets/client needs
- Communications – (Video Engagement, Oral & Written)- sellers must be able to create engaging videos; ability to write an effective in-mail/email with internal teams, clients and business partners
- Digital Research – develop business acumen by understanding buyer personas, influencing factors affecting industries/clients and analyzing social media interactions, and competitive insights
Digital Networking & Content Curation – leverage seller connections / social presence, by knowing what content to share, how often and to whom; creating blogs, posts, and articles to elevate seller to subject matter expert status
Preferred Technical and Professional Expertise
- 8+ years in a software sales role with a consistent track record of achieving personal targets
- Proficient at using both digital & relevant sales tools & be confident in engaging peers and making connections
- Candidates with experience in selling SAAS, knowledge on platform/ IT infrastructure/Application modernization , Automation, hybrid cloud, opensource platforms will be preferred.
- Excellent communication, negotiation and presentation skills and focus on client satisfaction
- Strong personal integrity and an affinity with technology