Sales Account Manager

Red Hat is the world’s leading provider of enterprise open source software solutions, using a community-powered approach to deliver high-performing technologies. The Commercial Account Executive will handle relationships with commercial accounts, drive sales performance, and engage with partners to promote Red Hat’s solutions, ensuring customer success and business transformation.

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 our Partner and Ecosystem, 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
• Problem solver that can work with data analytics to drill down into what customers are solving for to build business value
• Understanding of ecosystem landscape and how to engage with partners early 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
• Comfortable selling at various levels of the organization, inclusive of the c-level
• Successful track record at meeting and exceeding sales targets
• Great communication and time management skills to ensure driving efficiency within the portfolio you are managing