• Business Development Manager, Open Innovation Labs - East Coast

    Location US-VA-Remote
    Posting date 2 months ago(10/5/2018 2:34 AM)
    Job ID
    Remote base
  • 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 Open Innovation Labs team is looking for a Business Development Manager to join us. In this role, you will specifically focus on consulting sales opportunities across North America (NA) related to the recently launched Red Hat Open Innovations Labs. You'll need experience with and knowledge of how to position solutions in DevOps, Agile or Scrum development, Continuous Integration (CI) and Continuous Delivery (CD), Infrastructure as Code, including the software, training, and consulting that support those areas. You’ll be accountable for sales bookings, including pricing negotiations, contract development, and order fulfillment, as well as for using Red Hat’s resources, including consulting managers, sales engineering, and technical support issues. You’ll need to be comfortable working with partner sales account executives and the services organizations, as well as IT and business executives, and have extensive experience developing and carrying out sales plans. Your success will be measured by your ability to meet quantitative and qualitative performance goals and set high standards for articulation and presentation of key messages and the Red Hat Open Innovation Labs value proposition.

    Primary job responsibilities

    • Sell services solutions, including consulting, training, and enterprise software subscriptions, in the high-growth potential market of emerging technology, with a focus on DevOps, Agile and Scrum-based application development, CI and CD, Container Platforms, and more
    • Build relationships with technical, business, and executive-level audiences by clearly positioning Red Hat's consulting solution offerings, and by articulating their value relative to your clients' specific needs
    • Qualify incoming sales leads, to ensure the team's valuable time is spent on the right opportunities
    • Create and continuously improve a sales plan to properly manage and advance a sales opportunity pipeline, optimizing for bookings, revenue, margin, and fit for purpose with the solution offering portfolio
    • Perform opportunity research to build a substantial, useful understanding of the client organization, roles, strategic needs, pain points, key players, their history of interaction with Red Hat, and position relative to Red Hat's offerings
    • Manage alliances and partner relationships
    • Enable field sales team on how to identify, position, manage, and close consulting solutions offerings
    • Maintain a target quota based on yearly bookings

    Required skills

    • Demonstrated record of sales excellence
    • 5-7 years of sales experience with a demonstrated history of success, preferably in the enterprise software consulting sales industry
    • Bachelor's degree, preferably in computer science
    • Knowledge of enterprise software consulting practices and solutions offerings, preferably in application development, cloud computing, middleware, and infrastructure
    • Excellent communication skills, with the ability to articulate comprehensive business value propositions based on technological strategies to a wide range of decision makers within an organization, including technical, business, and executive-level audiences
    • Desire to work in an adaptive selling model; strategic and critical-thinking skills with the ability to interpret research data and customer feedback to develop selling strategies
    • Demonstrated initiative and resourcefulness
    • Great interpersonal communication and presentation skills
    • Ability to manage large workloads and prioritize to meet sales goals

    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, veteran status, 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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