• Business Development Manager

    Location US-VA-Mclean
    Posting date 3 weeks ago(11/21/2019 4:12 AM)
    Job ID
    Business Development
  • 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 Business Development Manager to join us in Tysons Corner, VA. In this role, you will work with assigned federal system integrators (SIs) to identify and qualify federal program pursuits. You’ll develop and expand existing relationships at all levels of each assigned SI partner. As a Business Development Manager, you will create a Red Hat practice within each assigned federal SI partner.

    Primary job responsibilities

    • Support and manage individual federal SIs
    • Provide technical support and sell Red Hat’s solutions and value
    • Manage an extended support team, including solutions architects, support service providers (SSPs), and the Operations team
    • Own the relationships at all levels within the SI
    • Arrange program management meetings and training
    • Schedule executive-to-executive meetings
    • Schedule executive briefing center meetings
    • Prepare and deliver quarterly business reviews (QBRs)
    • Promote SI attendance on the Summit and all Red Hat-sponsored events
    • Support speaking engagements
    • Provide presentations and support sponsorships for each assigned SI
    • Maintain current SI profiles and document SI organization charts
    • Build a one-on-one relationship with program managers, the CIO, and executives at each assigned SI
    • Work programs across the U.S. Department of Defense (DoD), civilian, and independent contractors as the SIs present them to you (understanding all major programs identified by the Capture team), including indefinite delivery/indefinite quantity (IDIQ) and governmentwide acquisition contracts (GWACs)
    • Prepare non-disclosure agreements (NDAs), teaming agreements, letters of intent (LOIs), memoranda of understanding (MOUs), and the bid win strategy
    • Work with solutions architect to respond to RFIs
    • Work through acquisition process with partners
    • Work closely with the Capture and Sales teams to help them navigate the SIs
    • Guide the acquisition process with partners

    Required skills

    • Excellent business insight
    • Impeccable interpersonal skills
    • Comprehensive understanding of federal procurement practices and policies
    • Outstanding written and verbal communication skills
    • Solid relationships with assigned federal SIs
    • Technical skills, including basic computer and office automation software
    • 10+ years of successful federal business development experience working with federal SI partners
    • Bachelor’s degree; master’s degree 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, uniformed services, 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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