• Client Innovation Advocate - Open Innovation Labs, East Coast and Remote Based

    Location US-VA-Remote
    Posting date 2 months ago(12/21/2018 6:19 AM)
    Job ID
    Alliance or Partner Sales, Consulting, Field Sales
    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 Client Innovation Advocate to lead sales efforts for the federal government and commercial accounts on the East Coast of U.S. In this role, you will focus on solution selling across North America (NA) related to our Red Hat Open Innovations Labs. You'll need experience leading complex sales cycles and positioning solutions using DevOps, Agile, and other modern development practices. You'll be accountable for sales bookings, including pricing negotiations, contract development, and order fulfillment. As a Client Innovation Advocate, you'll need to be comfortable working with partner sales account executives, services organizations, and information technology (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 by your ability to set high standards for articulation and presentation of key messages and value proposition of the Red Hat Open Innovation Labs. Successful applicants must reside in a state where Red Hat is registered to do business.

    Primary job responsibilities

    • Sell and position holistic services solutions, including all of Red Hat's consulting services, trainings, and enterprise software, using DevOps, Agile, continuous integration (CI) and delivery (CD), containers, microservice, and other modern development practices
    • Build key relationships both internally with our customer-facing teams and externally with technical, business, and C-level audiences
    • Qualify incoming sales lead to ensure that the team spends its time on the right opportunities
    • Create and continuously improve a sales plan to properly manage and advance a sales opportunity pipeline, optimizing for bookings, revenue, and margin
    • Perform opportunity research to build a substantial and useful understanding of the customer organizations, roles, strategic needs, issues, and key people of their organizations, as well as their history of interaction with Red Hat and their position relative to Red Hat's offerings
    • Enable sales teams to identify, position, manage, and close complex solutions offerings
    • Maintain a target quota based on yearly bookings

    Required skills

    • Demonstrated record of sales excellence
    • 5+ years of sales experience with a demonstrated history of success, preferably in the enterprise software consulting sales industry
    • 3+ years of experience selling modern software development solutions like DevOps, Agile, Lean, etc.
    • 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 C-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
    • Ability to travel up to 50%
    • Experience selling to the federal government 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, 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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