Sales Account Manager

3 days ago

Canberra, ACT, Australia Red Hat Full time

The Red Hat Sales team is looking for a Commercial Account Executive to join us in Canberra, Australia. In this role, you will handle relationships with our commercial accounts within a variety of verticals (government sector), helping our customers make business and IT transformations using our services and solutions through engaging with our partner ecosystem. You'll build new commercial relationships and expand and improve the business with existing customers. As a Commercial Account Executive, you will also gain understanding of customer processes, needs, and challenges, promoting the value of Red Hat's solutions and how they can address customer needs.

What You Will Do

  • Accountable for executing Red Hat sales strategy and driving performance and customer success in assigned set of accounts – retaining and growing bookings through partners
  • Apply knowledge of use cases and strategic offering value proposition to win new business and identify and execute opportunities to drive upsell, cross-sell, and renewals across Red Hat portfolio, deepening penetration within accounts
  • Collaborate with partner ecosystem team to drive partner-centric customer engagement, aligning Red Hat use cases to client needs and developing solutions with partners that deliver business value
  • Provide customer continuity and account expertise to sales pod for accounts, driving sales performance and positioning Red Hat as a strategic partner
  • Collaborate with pod team to achieve success together within territory
  • Collaborate with partners and customer success team to understand how customer derives value from Red Hat solutions, support expansion/ retention, and ensure customer meets success criteria outlined in the Value/Success Plan
  • Engage Specialist Sales and Specialist Solutions Architect, industry experts, and other specialists to drive end to end sales and deliver customer value as needed

What You Will Bring
  • Excellent leadership and communication skills, with ability to engage a diverse set of stakeholders in a matrix organisation
  • Understanding of ecosystem landscape and how to engage with partners to create a "better together" value proposition for customers
  • Strategic orientation and value engineering skills to position and sell solutions to customer needs and build business cases around return on investment (ROI) and total cost of ownership (TCO)
  • Excellent understanding of customers' business, industry trends, competitive landscape, and Red Hat differentiators and value proposition
  • Ability to articulate the hybrid cloud story, the value of Red Hat solutions, and Red Hat's differentiation with key customer stakeholders and partners
  • Record in delivering effective and engaging presentations to a variety of audiences
  • Ability to cultivate long-term relationships and develop internal advocates across customer organization, including IT and business teams
  • Willingness to travel across the region, following Red Hat's guidelines

About Red Hat

Red Hat is the world's leading provider of enterprise open source software solutions, using a community-powered approach to deliver high-performing Linux, cloud, container, and Kubernetes technologies. Spread across 40+ countries, our associates work flexibly across work environments, from in-office, to office-flex, to fully remote, depending on the requirements of their role. Red Hatters are encouraged to bring their best ideas, no matter their title or tenure. We're a leader in open source because of our open and inclusive environment. We hire creative, passionate people ready to contribute their ideas, help solve complex problems, and make an impact.

Inclusion at Red Hat

Red Hat's culture is built on the open source principles of transparency, collaboration, and inclusion, where the best ideas can come from anywhere and anyone. When this is realized, it empowers people from different backgrounds, perspectives, and experiences to come together to share ideas, challenge the status quo, and drive innovation. Our aspiration is that everyone experiences this culture with equal opportunity and access, and that all voices are not only heard but also celebrated. We hope you will join our celebration, and we welcome and encourage applicants from all the beautiful dimensions that compose our global village.

Equal Opportunity Policy (EEO)

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, veteran status, 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.

Red Hat supports individuals with disabilities and provides reasonable accommodations to job applicants. If you need assistance completing our online job application, email application-assistance@redhat.com. General inquiries, such as those regarding the status of a job application, will not receive a reply.

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