Business Development Manager

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.

The Red Hat Public Sector Business Development team is looking for a Business Development Capture Manager to lead the sales efforts for the U.S. State and Local Government and Education (SLED) in the Central region. In this role, you will focus on solutions selling, targeting the largest states and state agencies. You'll need to have experience leading complex sales cycles and positioning solutions using Red Hat's entire portfolio of offerings and services. You'll be accountable for sales bookings, contract development, and insuring order fulfillment. As a Business Development Manager, you'll need to be comfortable working with sales account executives, system integrator (SI) partners, services organizations, and IT and business executives. In addition, you’ll need to 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. Successful applicants must reside in a state where Red Hat is registered to do business.

• Sell and position Red Hat’s solutions, including all of Red Hat's services, trainings, and enterprise software
• Build key relationships internally with our customer-facing teams and externally with technical, business, and C-level SLED audiences and with Red Hat's SI partners
• Qualify incoming sales leads 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 it for bookings and revenue
• Perform opportunity research to build a substantial and useful understanding of 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 and sales
• Maintain a target quota based on yearly bookings

• 10+ years of sales experience in SLED with a demonstrated history of success
• 3+ years of experience selling modern software development solutions
• Bachelor's degree in a related field
• Knowledge of enterprise software practices and solutions offerings, preferably in application development, cloud computing, middleware, and infrastructure
• Solid relationships with SLED C-level executives
• Understanding of SLED sales and business development processes
• Excellent interpersonal and 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
• Ability to manage large workloads and prioritize to meet sales goals
• Ability to travel up to 50%

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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.