• Head of Telco Vertical Sales, NA

    Location US-TX-Plano
    Posting date 1 month ago(9/7/2018 3:05 AM)
    Job ID
    Business Development, 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

    Create and present a cohesive, coherent face of our brand to our Telco customers as we rapidly introduce and expand our solution offerings. The Red Hat Sales team is looking for a Head of the Telco Vertical to join us in Plano, TX. In this role, you’ll report directly to the SVP of  North America (NA) and will lead and grow the business within the Telco Vertical across NA through direct sales and close collaboration with our channel organization. You will oversee the NA part of our globally focused Service Provider (Telco) Vertical team. The Telco team contains industry experts in business development, marketing, partner management, technical architects, solutions sales specialists as well as dedicated Sales and Pre-Sales teams in key locations across NA. As a Head of Telco Vertical, you’ll be tasked with accelerating development and implementation of a multiyear strategy to rapidly grow revenue within the global Telco industry vertical in NA. In order to do so, you will collaborate closely with the Global Telco Vertical Lead to shape the global go-to-market strategy and guide the implementation in NA. Together, you will develop and implement a go-to-market strategy to build and measure the success of the Red Hat Telco sales and services teams.

    Primary job responsibilities

    • Serve as Red Hat’s recognized leader for its NA Telco sales activity with specific focus on Global Service Providers, Network Equipment Providers (NEP’s), ISV Partners and Global System Integrators (GSI’s) within NA
    • Lead and manage a team of sales account managers and solutions architects across NA, as well as business development management, marketing, and specialists
    • Lead partner and alliance managers, inside sales representatives, and other support resources on NA level in matrix reporting lines for the Telco vertical
    • Be directly responsible for vertical revenue and expense targets
    • Develop a Telco go-to-market strategy in close alignment with Global Telco Vertical Lead and key stakeholders of PnT Organization, Regional Sales Executives, Global Services and Partner team; develop strategy that delivers consistent and focused field fulfillment including key wins across the targeted Global Service Providers and identified partners
    • Continue to evolve the NA Telco vertical organization from a structure and talent perspective
    • Foster mindset and orientation that ensures growth in deal size; be an expert adviser on commercial arrangements and frameworks that ensure Red Hat’s ongoing sales success, especially on key opportunities
    • Partner with other NA departments like Marketing and Operations to continuously guide internal processes and standards forward
    • Provide organizational vision and identify areas for expansion to build on the current success at Red Hat and lead continued growth of 20%

    Required skills

    • Exceptional industry experience, acumen to lead an NA-wide business in alignment with global strategy
    • Intellectual strength and flexible work ethic
    • 10+ years of experience within the IT industry, within progressive roles in sales and sales management; successful record of results for customers, teams, and products
    • Demonstrated track record of managing and growing a business vertical across a region with experience in working with matrix structures and demonstrated success in shaping corporate support functions and business units
    • 7+ years of sales management experience, leading sales teams across NA; demonstrated success in leading and managing senior sales managers with diverse backgrounds and experience levels to achieve success in remote and dispersed locations
    • Outstanding leadership skills and ability to inspire, motivate, and provide vision to a broad and remote organization to achieve strategic growth goals, as well as annual and quarterly revenue targets
    • Demonstrated strategic planning, business development, operational sales management, sales awareness, and partner and alliance team management experience within software, hardware and professional services
    • Experienced and innovative, with great vision of the Telco industry
    • Experience in the Global Telco Industry and a comprehensive network of executive-level industry contacts are 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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