• Senior Manager, Specialist Sales

    Location US-VA-Mclean
    Posting date 1 month ago(10/30/2019 4:29 AM)
    Job ID
    74148
    Category
    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

    The Red Hat Sales team is looking for a Senior Manager to lead the team of sales specialists in the North American public sector. In this role, you will support Red Hat's strategy to promote the sharing and adoption of our emerging technology portfolio, hybrid cloud infrastructure, automation, and application platform (middleware) solutions. You and your team will work with Red Hat's largest public sector accounts, enabling customers to define, develop, and deploy modern hybrid cloud, automation, and cloud-native application strategies. As the leader of the specialist sales team, you'll work as part of a matrixed leadership structure, engaging on a daily basis with peers who lead the field marketing, account executive, and solutions architect teams in the region. Preferred location for this position is McLean, VA, but we will consider experienced remote candidates. Successful applicants must reside in a state where Red Hat is registered to do business.

    Primary job responsibilities

    • Motivate, coach, and mentor sales and account teams to both grow existing accounts and capture new business throughout the global landscape by developing effective and industry-specific customer engagement strategies
    • Guide the creation of strategic sales plans via competitive analysis, customer segmentation, penetration plans, and thoughtful positioning of our offerings
    • Evangelize and embed a rigorous qualification and management process through the development and maintenance of C-level and senior-level customer relationships with our regional sales leadership and account teams
    • Achieve success as a key leader to direct and channel go-to-market teams and internal product business teams
    • Provide disciplined, ethical, and focused leadership to the team that will foster success based on a culture of respect for customers, employees, and Red Hat’s values
    • Play a direct role in the field team by maintaining a personal presence and by being highly visible through key market, tipping customer engagements in the field
    • Participate directly in closing deals at key accounts and guiding business initiatives for future success within our regional sales team
    • Guide a regional team of sales specialists in meeting quarterly and annual growth targets by establishing sales goals, monitoring performance, and implementing improvement plans where necessary
    • Coach and collaborate with team members in the development of effective sales strategies to ensure success in sales pursuits
    • Motivate, coach, and mentor the sales team to both grow existing accounts and capture net-new business throughout the region
    • Guide sales specialists as they design strategic sales plans using competitive analysis, customer segmentation, market expansion plans, and thoughtful positioning of our offerings
    • Collaborate on day-to-day operational tasks with extended teams of product managers and business development, field marketing, sales, and solutions architecture leadership
    • Participate in closing deals at key accounts and implementing business initiatives for future success within the region
    • Work with peers on the leadership team to develop organizational, compensation, and go-to-market plans in your territory

    Required skills

    • 5+ years of leadership responsibility experience with a software sales organization demonstrating success in achieving sales targets
    • Record of delivering annual sales targets in excess of $40 million; proven experience developing sales organizations that consistently deliver 25% year-over-year increases in revenue
    • 5+ years of selling middleware solutions with experience building sales processes and solutions selling strategies in the middleware marketplace
    • Planning, financial, and analytical skills; ability to apply these skills with good business insights to complex situations with competing priorities
    • Bachelor's degree in business administration, marketing, or a technical discipline; MBA is a plus
    • Extensive industry sales, sales leadership, and business development experience and insight to guide the global strategy
    • Advanced strategic thinking, leadership, and problem-solving capacity for the FSI sector in a matrixed environment and across multiple geographies
    • Proven ability to inspire multiple internal teams to achieve increased total addressable market-driven opportunities
    • Demonstrated record of managing and growing a business vertical in the government sector with experience working with matrixed structures
    • Proven success in engaging corporate support functions and business teams; ability to inspire diverse communities internally and externally
    • Proven success guiding and persuading senior account managers with diverse backgrounds and experience levels to achieve success in remote and distributed locations
    • Demonstrated past experience in achieving sales, revenue, and profit targets and achieving goals in both direct and channel routes to market within the FSI segment
    • 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
    • Proven ability to build credibility with partner executives, industry analysts, and associates, combined with a reputation for developing successful global partner relationships
    • Proven background in strategic planning, business development, sales leadership, and partner management experience within software, hardware, and professional services
    • Ability to contribute to broader business conversations beyond your functional area of expertise
    • Demonstrated ability to think creatively and design novel approaches that balance local customer needs with corporate guidelines and philosophies


    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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