Senior Director, North America Accounts and Industry Verticals

2 months ago(11/9/2017 6:29 AM)
Job ID
Alliance or Partner Sales, Field Sales

Company description

At Red Hat, we connect an innovative community of customers, partners, and contributors to deliver an open source stack of trusted, high-performing solutions. We offer cloud, Linux, middleware, storage, and virtualization technologies, together with award-winning global customer support, consulting, and implementation services. Red Hat is a rapidly growing company supporting more than 90% of Fortune 500 companies.

Job summary

The Red Hat Sales team is looking for a Senior Director to join us in Westford, MA. In this role, you’ll report directly to the senior vice president (SVP) of North America Commercial Sales. You will be responsible for implementing and guiding the Global Accounts program for Red Hat’s top North American (NA) customers and develop targeted industries to provide additive growth for the NA region. Your target industries will include FSI and healthcare, retail, automotive, and energy in subsequent phases. As these industries are preparing to undergo fundamental transformations of key aspects in their business models in the very near future, you’ll help us become the company they turn to and participate in this transformation. You will develop an understanding of our top customers’ industry context to apply Red Hat's portfolio in enabling their digital transformation strategies. We’ll also expect you to guide Red Hat's participation with the supporting ecosystem players in these industries to become the infrastructure software provider of choice in targeted solutions and service providers and ISV's.

Primary job responsibilities

  • Lead Red Hat’s North America Global Accounts and development of targeted vertical industries providing regional account program leadership and strategy to manage these accounts with excellence, delivering on customer success and growing strategic relationships
  • Provide industry context to map our portfolio to serve as the enabler of business services innovation to guide customers’ digital transformation agenda, spanning the spectrum of delivering hybrid cloud infrastructure as a service and our robust application development portfolio along with Platform-as-a-Service (PaaS)
  • Develop and lead the regional industry growth and ecosystem strategy, enabling the supporting digital ecosystems, including ISVs, SIs, and other platform players that provide software and services to these industries
  • Guide the programmatic support, the account deployment, and resource strategy regionally
  • Provide content leadership in the industry context and ecosystem strategy to support the region in building our position in specific industries
  • Collaborate with the Product and Marketing teams to build industry specific initiatives
  • Collaborate with Services team to tailor industry specific consulting and training

Required skills

  • 10+ years in a leadership or management role leading high performance front office teams in industry solution, services, and ecosystem development, e.g., a segment leader from a top SI
  • Exceptional business acumen, analytical and problem-solving skills and ability to apply strategic and quantitative approach to engage business leaders on business terms and deliver business solutions
  • Combined background of services and sales or sales support experience
  • Solid customer focus and passion for growth; deep financial and operational understanding of value drivers in recurring revenue business models
  • Ability to deliver multiple priority projects with high customer satisfaction in a rapidly changing environment
  • Outstanding verbal and written communication skills with excellent presentation skills
  • Bachelor's degree in technology or analytical discipline; master’s degree in management preferred
  • Demonstrated ability to create, build, sustain, and improve high-performing teams with the ability to empower your team, present an overarching vision, and maintain extremely high standards of delivery
  • Ability to achieve or exceed individual objectives while working collaboratively with other leaders for mutual success
  • High level of integrity with the inspire trust and confidence to sustain a positive attitude within the team

Red Hat is proud to be an equal opportunity workplace and an affirmative action employer. We review applications for employment without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, citizenship, age, uniformed services, genetic information, physical or mental disability, medical condition, marital status, or any other basis prohibited by law.

Red Hat does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract between Red Hat and the recruitment agency or party requesting payment of a fee.


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