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What you will do:
Accountable for executing Red Hat sales strategy and driving 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 execute opportunities to drive upsell, cross-sell, and renewals across Red Hat portfolio, deepening penetration within accounts
Collaborate with partner ecosystem team to drive partner-centric customer engagement, aligning Red Hat use cases to client needs and developing solutions with partners that deliver business value
Provide customer continuity and account expertise to sales pod for accounts, driving sales performance and positioning Red Hat as a strategic partner
Collaborate with pod team to achieve success together within territory
Collaborate with partners and customer success team to understand how customer derives value from Red Hat solutions, support expansion/ retention, and ensure customer meets success criteria outlined in the Value/Success Plan
Engage Specialist Sales and Specialist Solutions Architect, industry experts, and other specialists to drive end to end sales and deliver customer value as needed
What you will bring:
Excellent leadership and communication skills, with ability to engage a diverse set of stakeholders in a matrix organization
Understanding of ecosystem landscape and how to engage with partners to create a “better together” value proposition for customers
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)
Excellent understanding of customers’ 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
Willingness to travel across the region, following Red Hat’s guidelines
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