Enterprise Account Manager

4 weeks ago

Melbourne, Victoria, Australia Red Hat Asia-Pacific PTY. LTD. Full time

About the Role

Red Hat Asia-Pacific PTY. LTD. is seeking an Enterprise Account Manager to join our team in Melbourne, Australia. As an Enterprise Account Manager, you will be responsible for retaining and growing sales within enterprise accounts in the VIC market, helping our customers and partners make business and IT transformations using Red Hat services and solutions.

Key Responsibilities

  • Translate Red Hat's sales strategy into a relevant account-level strategy for each customer.
  • Execute on the account strategy to drive performance and customer success in key accounts, retaining and growing bookings through strategic account planning.
  • Apply knowledge of use cases and Red Hat's strategic offering value proposition to identify and execute opportunities to drive upsell, cross-sell and renewals across the Red Hat portfolio while deepening penetration within accounts.
  • Orchestrate Solution Architects, specialist teams Customer Success and industry experts to align Red Hat use cases to client needs, driving end-to-end sales to develop solutions that deliver business value.
  • Cultivate relationships across client organizations to position Red Hat as a strategic partner to their business.
  • Collaborate with the Customer Success team to co-develop Success and Growth Plans, understanding how the customer derives value from Red Hat's solutions to support expansion/retention and ensure Red Hat meets or exceeds the customer's success criteria.

Requirements

  • Excellent leadership and communication skills with the ability to engage a diverse set of stakeholders in a matrixed organization and drive accountability within the account team.
  • Strategic orientation and value engineering skills to position and sell solutions to meet the client's needs and build business cases around ROI/TCO.
  • Strong understanding of client's business, industry trends, competitive landscape and Red Hat differentiators/value proposition.
  • Ability to articulate the hybrid cloud story, the value of Red Hat solutions and Red Hat's differentiation in one-on-ones with key client stakeholders.
  • Ability to cultivate long-term relationships and develop internal advocates across the client org, including IT and related business functions.
  • Proven experience selling complex IT solutions to large organizations within the region/geo and to multiple decision makers.
  • Willingness to travel across the region/geo, as needed.
  • Excellent communication skills in English.

About Red Hat

Red Hat is the world's leading provider of enterprise software solutions, using a community-powered approach to deliver high-performing Linux, cloud, container, and Kubernetes technologies. Spread across 40+ countries, our associates have the flexibility to choose the work environment that suits their needs from in-office to fully remote to office-flex. 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. Opportunities are open. Join us.

Diversity, Equity & 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 diverse 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 of diversity 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.

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