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 Telco Global Sales team is looking for a Principal Architect with a record of successfully delivering business results in the telecom network ecosystem to join us. In this role, you will primarily be responsible for promoting incremental revenue through technical and architectural alignment between Red Hat and our key industry verticals including telecom operators, large enterprise customers in the area of transportation, mining, automotive, energy, and healthcare for Edge applications, infrastructure, and services. You will need to be highly technical to succeed in this customer-facing position with significant knowledge and experience in deploying cloud and virtualization technologies and Red Hat's offerings and capable of architecting full stack of end-to-end solutions including partner solutions. You will also need to have solid leadership, technical, and executive engagement skills to promote alignment across a wide range of Red Hat's offerings and ecosystem stakeholders while representing Red Hat's global industry vertical business including telecom sector in support of Red Hat Sales, partner, and customer business needs. You'll need to have experience in technical selling, a competitive outlook, an understanding of the sales process, and an extensive technical understanding of network architectures, Edge, and 5G deployment models. The role is based in the Boston, MA area, but candidates in other locations will also be considered if suitably qualified.
Primary job responsibilities
Provide advanced technical presales support and architect solutions that include Red Hat's offerings and consulting and training services, aligned with those of our network ecosystem of partners on Edge and core infrastructure
Promote engaging conversations, customer relationships, and architected solutions that result in sales growth; support customer meetings through presentations, e.g., whiteboarding or formal presentations, demonstrations, and explanations of the value of Red Hat's technologies, open platforms, and architected solutions
Build trusted relationships with customers and partners to gain an in-depth understanding of the customer or partner business, network infrastructure, IT, and applications environments, allowing the sales team to best match Red Hat's offerings and solutions with those of our ecosystem of partners to address customer business needs and requirements
Develop cross industry solutions and architectures with Red Hat and partner solutions to apply Red Hat's technologies and offerings to build synergy across industry verticals in IoT, telecom managed services, and cloud and virtualization technologies for Edge solution architecture and delivery
Actively collaborate with regional and global teams to align on technology strategy and use case development, participation in customer proof of concept (PoC), and industry forum engagements
Represent Red Hat and the partnership as a spokesperson and presenter at internal and external industry forums and open source community events; coordinate with globally distributed partner-specific technical engagement resources in tandem with partner alliance teams
Develop executive relationships and alignment, coordinated tightly with Red Hat's offering leadership to ensure design win pursuits fit with Red Hat's overall market, business strategy, and commercial models
Maximize overall sales results including bookings with our network ecosystem partners and joint bookings with end user accounts globally, implementing against mutually agreed account plans
Communicate progress, status, and lessons learned from sales pursuits to all internal stakeholders and customers as applicable
Demonstrate the ability to interpret technology and market trends as a foundation for solution and technology roadmaps
10+ years of experience working in networking, telecommunications, and software industry; extensive understanding of Red Hat's platforms, open source, and customer issues in delivering on the promise of business and network transformation
5+ years of experience in industry vertical solutions such as healthcare, automotive, and energy involving cloud and virtualization technologies
5+ years of technical experience with large or global accounts; demonstrated excellence in delivering results against an aggressive growth plan
Excellent verbal and written communication skills and the ability to work with diverse senior
executives and program owners
Highly collaborative work style with proven ability to gather consensus and get support for
decisive and timely action
Advanced computer science or engineering degree with specialties in networking or communications and extensive engagement in open source communities and industry forums is a plus
Extensive travel of up to 60% is a requirement, including international travel
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