SEA Compliance Specialist

Location US-NC-Raleigh
Posting date 2 months ago(12/18/2017 1:58 AM)
Job ID
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

Come work with us on one of Red Hat's most important customer and partner facing programs – Subscription Education and Awareness (SEAP).The Red Hat Sales team is looking for a SEA Compliance Specialist to join us in Raleigh, NC. In this role, you will be responsible for administering the Red Hat Subscription Education and Awareness Program (SEAP) initiatives and sales engagement within the Mid Market business of North America (NA). You'll work directly with sales teams, partners, and end customers, to build awareness and spread the Red Hat's subscription model. As a SEA Compliance Specialist, you will be collaborating cross-functionally with NA commercial sales representatives and Sales leadership, Finance, Legal, and Business executives teams. You'll focus on growing sales through identification, education, and remediation for customers whose consumption of Red Hat's software is not appropriately matched with Red Hat subscriptions.

Primary job responsibilities

  • Directly affect sales revenues through the education and application of Red Hat's subscription model
  • Serve as a subject matter expert for sales and customers on the Red Hat Subscription Business model, terms and conditions in support of our model, and application of the model to a given customer's use of Red Hat's software
  • Reconcile subscription deficits between customer use of Red Hat's software and customer active subscriptions to Red Hat's offerings and services
  • Mentor the Sales team on Red Hat subscription model and requirements
  • Provide continuous education to sales teams
  • Ensure appropriate behavior is understood and followed by Red Hat's associates and end customers
  • Work directly with customers when appropriate to resolve contractual concerns
  • Track, measure, and enforce compliance related opportunities, including timelines for resolution and escalation; provide metrics to Global Subscription Education and Awareness (SEA) team
  • Identify, report, and correct methods of subscription abuse identified within the target region
  • Document and distribute best practices for subscription management and subscription optimization to regional sales teams
  • Create and distribute regionally specific marketing and messaging for the program
  • Identify regional external compliance standards that are applicable to the Red Hat value proposition
  • Educate regional sales teams on external compliance standards
  • Use internal reporting to identify accounts with compliance risk
  • Take responsibility for the reviews of software use within all public sector accounts

Required skills

  • 2-5 years of technology, software, or consulting selling experience
  • Bachelor's degree
  • Ability to accurately forecast and track sales linked to SEA efforts within the assigned territory
  • Experience with BusinessObjects (BOBJ) and creation and analysis of customer data reports
  • High level of motivation, initiative, and understanding
  • Good judgment in potentially sensitive or difficult situations
  • Detail and process-oriented
  • Solid written and verbal communication skills
  • Good commercial skills related to managing programs and projects, developing proposals, and performing data analytics
  • Sales and marketing skills
  • Ability to effectively negotiate with internal and external parties
  • Ability to use and track revenue generation using and SAP BOBJ reporting
  • Fundamental understanding of Red Hat's subscription business model and ability to describe in convincing fashion the value generated for customers in this model
  • 2-5 years of direct experience in software license compliance management is a plus

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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