Senior Enterprise Solutions Executive

2 weeks ago

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

Red Hat Asia-Pacific PTY. LTD. is seeking an exceptional Senior Enterprise Solutions Executive to join our Melbourne, Australia team.

About the Role:

We are looking for a highly skilled and experienced executive to lead the growth and retention of sales within enterprise accounts in the VIC market. As a key member of our sales team, you will be responsible for developing and executing account strategies that drive performance and customer success. You will work closely with cross-functional teams to identify and execute opportunities to drive upsell, cross-sell, and renewals across the Red Hat portfolio.

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.
  • 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.
  • Orchestrate Solution Architects, specialist teams, 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.

What We're Looking For:

  • 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.

Estimated Salary: $120,000 - $180,000 per annum, depending on experience.

Benefits: Competitive salary, bonus structure, comprehensive health insurance, flexible work arrangements, professional development opportunities, and a dynamic work environment.

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