Red Hat Inc. parlier , CA 93648

Posted 2 months ago

About the job

The Red Hat sales team is looking for a Director based in California to lead our West Region sales specialist unit. In this role, you will support Red Hat's strategy to promote the sharing and adoption of our emerging technology portfolio, including Red Hat Ansible Automation Platform, hybrid cloud, and application platform middleware solutions. You and your team will work with Red Hat's largest enterprise accounts, enabling customers to define, develop, and deploy modern hybrid cloud, automation, and cloud native application strategies. As Director of Specialist Sales, you'll work in a sales overlay role as part of a matrixed leadership structure, engaging on a daily basis with associates who lead the field marketing, account executive, and solutions architecture teams in your region. Although this is a remote position, you will lead a customer-facing team and will be required to interface with clients and travel within the Western United States.

What you will do

  • Manage a regional team of 10-14 sales specialists in meeting quarterly and annual revenue and growth targets by establishing sales goals, monitoring performance, and implementing improvement plans where necessary

  • Provide disciplined, ethical, and focused leadership to the team that will foster success based on a culture of respect and inclusiveness for customers, employees, and Red Hat's values

  • 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

  • Motivate, coach, and mentor the specialist sales team to grow existing accounts and capture net-new business throughout the region by developing effective and industry-specific customer engagement strategies

  • Guide sales specialists as they design strategic sales plans using competitive analysis, customer segmentation, market penetration plans, and thoughtful positioning of our offerings

  • Collaborate on day-to-day operational tasks with extended teams of product managers, business development associates, field marketers, sales associates, and solutions architects

  • Play a direct role in the field team by maintaining a personal presence and 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

  • Work with peers on the sales leadership team to develop organizational, compensation, and go-to-market plans in your territory

What you will bring

  • 7+ years of leadership and people management experience within a software sales organization, demonstrating success in achieving sales targets and leading a team of sales representatives

  • 5+ years of experience selling cloud solutions and middleware, with experience building sales processes and strategies

  • Record of delivering annual sales targets in excess of $40 million in both direct and channel routes to market

  • Proven experience developing sales organizations that consistently deliver 25% year-over-year increases in revenue

  • Planning, financial, and analytical skills; ability to apply these skills with good business insights to complex situations with competing priorities

  • Proven success in guiding and persuading sales specialists with diverse backgrounds and experience levels to achieve success in remote and distributed locations

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

  • Passionate, high-energy, and growth mindset

  • Bachelor's degree in business administration, marketing, or a technical discipline

The following are considered a plus:

  • Experience with Open Source hybrid cloud software solutions and services, including Kupernetes technologies and containerized platforms

  • Experience with consumption models and hybrid committed spend

  • Experience working in matrixed governance environments

  • MBA degree

Note, we do not expect you to check off all of these areas to join our team. Instead, we prefer to build around your strengths and provide opportunities for you to grow your skills.


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