Senior Director Sales - Mid Market, North America

Location US-NC-Raleigh
Posting date 2 months ago(1/16/2018 9:28 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

Be a regional leader, guiding the fastest growing segment of Red Hat’s business - the mid market. The Red Hat Sales team is looking for a Senior Sales Director to join us in North America. In this role, you will focus on building and implementing a mid market small and medium-sized businesses (SMBs) cross-route strategy across the North America (NA) region. You’ll need to have solid persuasion and matrix management skills to create and implement a mid market strategy. You’ll use your business insight, vision, and persuasion skills to align the regional sales and channel teams, original equipment manufacturers (OEMs), and cloud and other partners to accomplish excellent customer experience for companies in the mid market. Your success will be measured against continuously growing bookings target and net-new customer acquisition. As a Senior Sales Director, you will work closely with the sales and partner teams to ensure optimal customer and territory coverage while pushing expenses down through partner leverage. You’ll need to have broad knowledge of sales, channel development, and of leading cross-functional teams to deliver sales objectives. Successful applicants must reside in a state where Red Hat is registered to do business.

Primary job responsibilities

  • Define and carry out the NA mid market strategy in close cooperation and engagement with our regional and country managers and other associates
  • Review and align the sales model, fitting the needs of our diverse markets
  • Review and improve relevant sales mechanisms, reporting with the supporting associates
  • Engage with the Marketing team on a marketing strategy; review lead management and demand generation processes and optimize them based on the sales model and needs
  • Cooperate and coordinate with the Marketing team to build and use key marketing programs to stimulate demand in the mid market segment
  • Identify and prioritize key partner initiatives that align with and extend Red Hat in the mid market segment
  • Support the countries in identifying and engaging with key partners, guiding accelerated mid market customer engagement
  • Align with Red Hat’s global mid market SMB team to ensure coordinated implementation of key activities and initiatives
  • Develop key metrics for success including bookings and net-new customer acquisition
  • Engage on market development funds (MDF) budget planning to optimize key levers for growing value for Red Hat
  • Work with the extended Planning and Advisory (P&A) team across geographical regions to coordinate strategic activities and be part of the virtual team
  • Establish training and enablement plans for inside sales, territory sales, and key partners
  • Guide adoption of our technology solutions across the entire solutions portfolio, working with the Red Hat product teams to determine optimal technology alignment to this market segment

Required skills

  • Demonstrated record of successful enterprise software sales, preferably in the mid market
  • Demonstrated solid business insight and experience in defining and implementing go-to-market strategies
  • 10+ years of related experience including several years of experience in a quota carrying management role within a country or across a region
  • Experience managing a team
  • Solid background in working in and accomplishing goals through a matrixed organization
  • Proven persuasion skills to manage associates without direct authority over them
  • Solid business insight in an enterprise vendor environment, including multiple partner types, solutions providers, distributors, OEMs, service providers, etc.
  • Understanding of multi-tier channel programs and of how software vendors engage, develop relationships, and promote business and sales with and through partners

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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