Technical Services Manager

2 months ago

Canberra, Australia Red Hat Software Full time

About the job:
The Red Hat Global Professional Services team is looking for a Consulting Services Account Specialist to join us in Sydney, Australia. In this role, you will participate in strategic account planning sessions, territory reviews, and deal-specific account calls to identify how Red Hat can increase large journey based solution wins and help customers achieve their business and technology transformation objectives. You'll need a good foundation of technical knowledge, understanding of and ability to articulate enterprise transformation and solution journeys, with expertise in project and scope management. As a Consulting Services Account Specialist, you will create forecasts and plans for your region's consulting sales in close collaboration with the services and sales management in the territory or region. You’ll develop a Consulting Services business pipeline for large, journey based solution deals and jointly manage sales cycles to closure in collaboration with sales and presales. You’ll seek out new opportunities with existing customers to land, guide adoption, and expand Red Hat solutions and services.

What you will do:

- Manage and construct technology and services sales, coordinate services team responses, and create proposals for customers
- Work closely with the account managers, solutions architects, consulting and service delivery managers, and global system integrator (GSI) and system integrator (SI) partners to maximize project value
- Engage enterprise leaders (CxO) to understand business problems and priorities
- Articulate Red Hat capability, experience, and offerings to support enterprise transformation
- Provide expertise and vision and a point of view to inspire enterprise strategy
- Conduct or coordinate discovery sessions working with presales architects and consultants as needed
- Construct technology journey and high level project approach
- Negotiate rates, project costs, terms, and statements of work in collaboration with the regional services manager or service delivery managers
- Provide sales booking forecasts
- Ensure that appropriate delivery resources are involved in validating scope of engagements with your local services delivery manager
- Participate in account strategy sessions for target services accounts
- Meet or exceed assigned targets including sales, revenue, and margin

What you will bring:

- 8-10- years of enterprise technology solutions sales experience with 4-5 years in a senior level role selling to CxO level; these could be obtained in customer-facing position as a professional services architect, enterprise architect, or consultant or in a related sales position
- Experience with a professional services organization and an understanding of a variety of consulting delivery models
- Preference for background in the financial sector, utilities, public sector and/or any major Enterprise environment
- Thorough experience selling services strategies and developing proposals, contracts, close plans, and statements of work for professional services
- Excellent cross-functional communication skills, consultative selling and presentation skills
- Industry transformation vision and the ability to explain technical topics
- Established sustainable network of customer relationships

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