Sales

About the job

With the Digital Transformation changing the Financial Services Industry, Red Hat is focusing on the adoption of Open Source and Cloud Technologies within the Insurance Market to help our customers in their Resilient Modernisation Journey.

We are looking for a Global Insurance Sector Lead, North America based, with responsibility to develop and drive our overall global strategy for the Insurance sector. This role will shape our go to market strategy with our Insurance customers that includes jointly developed solutions for the Insurance market with our Partner Ecosystem.

You will use your business acumen and deep knowledge of the Insurance Industry to enable our joint go to market: from building out partner-enabled Insurance-specific offerings, which we call Insurance Business Pursuits, that leverages Red Hat's portfolio of products coupled with one or more Software Vendors that are aligned with one or more Global or Regional System Integrators. Your goal is to position Red Hat as the platform of choice within the Insurance community to support customers' Modernisation Journeys.

As the Global Insurance Sector Lead, you will also identify other opportunities to grow Red Hat's Insurance business to accelerate the adoption and success of our emerging technology offering.

What you will do

• Expert knowledge of and proven track record in the Insurance Industry, ideally within an operational function or business department as well as in IT. An additional experience in selling or implementing Financial Services software solutions would be beneficial.

• Motivate, coach, and mentor sales teams to grow existing accounts and capture new business by developing effective and Insurance specific sales strategies.

• Design strategic sales plans through competitive analysis, customer segmentation, and thoughtful product positioning that will outline Red Hat's Go To Market Strategy.

• Provide disciplined, ethical, and focused leadership to the Sales teams that will foster success based on a culture of respect for customers, partners, associates, and Red Hat values.

• Evangelize and embed a thorough sales qualification that includes expanding executive and senior-level client relationships at key accounts.

• Play a practical role within the Field Sales teams by maintaining a personal presence and being highly visible through direct customer and paretner engagements in the field

• Coordinate with other FSI Industry Sector Leads and with specialists in corporate headquarters to ensure best practices and shared programmes for the sales engagement process are developed and executed upon.

• Promote the adoption of Red Hat infrastructure, cloud and automation technologies within the Insurance market.

• Identify and develop strategic partnerships in cooperation with relevant Red Hat Partner managers that create Insurance Business Pursuits and the relevant Go To Market plans.

• Qualify, establish, and maintain high awareness of Red Hat value propositions to all Insurance Sector customers and partners.

• Help in the enablement of Insurance focused associates in the field sales and partner organizations.

What you will bring

• Bachelor's degree in business administration, liberal arts or a technical discipline is required; a Masters or other Advanced degrees are preferred.

• Deep understanding of the Insurance Industry, its product offerings, key business challenges and regulatory requirements is required with prior experience in the emerging "transformation" space being beneficial.

• 15-20 years of solid Insurance experience at a leadership level that would ideally include prior experience in a technology sales organization (software is highly preferred), with demonstrated business development success in supporting and achieving sales targets and implementing in both direct and channel routes-to-market.

• Visionary and deeply aware of new insurance related technologies, transformative product and regulatory trends.

• Excellent planning, financial, and analytical skills and proven ability to apply these skills to complex situations with competing priorities.

• Outstanding communication skills combined with strong customer orientation. Being recognized as an Insurance Industry Thought Leader would be important.

• Ability to partner with senior business leaders to understand needs and deliver Insurance solutions that exceed client expectations.

• Demonstrated ability to think creatively and design novel approaches that balance local customer needs with corporate guidelines and philosophies

• Background in positioning Technology, Process Change, Financial solutions and services within the Insurance Sector

• Ability to articulate and evangelize the vision and positioning of both Red Hat and open source technology within the Insurance Sector, and secure long-term customer commitments.

• Experience building and developing successful relationships within Insurance Sector, system integrators, product vendors and partners.

• Demonstrated experience in supporting closing deals at key insurance accounts and promoting business initiatives for future success within the region.

The salary range for this position is $309,760- $526,360 OTE (inclusive of base pay + target incentive compensation). Actual offer will be based on your qualifications