• SEA Compliance Specialist

    Location US-NC-Raleigh
    Posting date 2 weeks ago(5/9/2018 6:23 AM)
    Job ID
    Legal, Operations
  • 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 is looking for a Subscription Education and Awareness (SEA) Compliance Specialist to join us in Raleigh, NC. In this role, you’ll be responsible for administering the SEA Program initiatives and sales engagement within North America Commercial Southeast region. You will work directly with customers, partners, and sales teams in the Southeast Commercial region to build awareness and promote the Red Hat subscription model. This is a cross-functional role interfacing with North America Commercial sales representatives and Sales leadership, Finance, Legal, and business executives. The focus of the role is to lead sales through identification, education, and remediation for customers whose consumption of Red Hat software is not appropriately matched with Red Hat subscriptions.

    Primary job responsibilities

    • Clearly communicate Red Hat’s business model to customers and be able to interpret the customers use of Red Hat Subscription Services to the corresponding subscription configuration
    • Directly sales revenues through the education and promotion of Red Hat's subscription model
    • Be the 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 customers use of Red Hat Software
    • Reconcile Subscription deficits between customer use of Red Hat software and customer active subscriptions to Red Hat solutions and services
    • Mentor Sales on Red Hat subscription model and requirements
    • Provide continuous education to sales teams
    • Ensure appropriate behavior is understood and followed by Red Hat 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; provide metrics to Global SEA team
    • Identify, report, and correct methods of subscription abuse identified within target region
    • Document and distribute best practices for subscription management, subscription optimization to regional sales teams
    • Create and distribute regionally specific marketing and messaging for program
    • Identify regional external compliance standards that are applicable to Red Hat value proposition
    • Educate regional sales teams on external compliance standards
    • Use internal reporting to identify accounts with compliance risk

    Required skills

    • 5-10 years of technology, software, and consulting selling experience
    • High level of initiative and motivation
    • Good judgment in potentially sensitive or difficult situations
    • Detail and process-oriented
    • Solid written and verbal communication skills
    • Good commercial skills managing programs and projects, developing proposals, data analytics
    • Possess sales and marketing skills
    • Ability to effectively negotiate with internal and external parties
    • Ability to use and track revenue generation using Salesforce.com, Business Objects 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
    • 3-5 years of direct experience in Software License Compliance management is a plus
    • Bachelor’s degree
    • Ability to accurately forecast and track sales linked to SEA efforts within territory assigned
    • Experience with Business Objects, Salesforce.com, to create and analyze customer data reports

    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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