Key skills
Sales strategy executionCustomer relationship managementValue proposition articulationStrategic orientationLeadership skillsCommunication skillsLong-term relationship cultivationPresentation skillsLeadershipCommunicationCustomer SuccessSales
About this role
Red Hat is the world’s leading provider of enterprise open source software solutions, and they are seeking a Commercial Account Executive to join their sales team. In this role, you will manage relationships with commercial accounts, helping customers with business and IT transformations while driving sales performance and customer success.
Responsibilities:
- 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
- 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 Solutions Architect, Sales Solutions Specialists, industry experts, and other specialists to drive end to end sales and deliver customer value as needed
Requirements:
- Excellent leadership & communication skills, with ability to engage a diverse set of stakeholders in a matrixed 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 client needs and build business cases around ROI/TCO
- Strong understanding of client's business, industry trends, competitive landscape, and Red Hat differentiators/ value proposition
- Ability to articulate the value of Red Hat solutions, and Red Hat's differentiation with key client stakeholders and partners
- Track record in delivering effective and engaging presentations to a variety of audiences
- Ability to cultivate long-term relationships and develop internal advocates across client org, including IT and business functions