Commercial Account Manager

3 days ago

Melbourne, Australia redhat Full time

**About the job**:

- The Red Hat Sales team is looking for a Commercial Account Manager to join us in Melbourne, Australia. In this role, you will handle relationships with our commercial accounts within the finance, resources and utilities sectors, 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 Manager, 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
- Collaborate with Partner Sales Executive 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
- Request support from Inside Sales Rep. to help engage Specialist Solutions Architect, Sales Solutions Specialists, industry experts, and other specialists to drive end to end sales and deliver customer value as needed

**What you will bring**:

- Excellent leadership & communication skills, with ability to engage a diverse set of stakeholders in a matrixed organization
- 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 client 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 with key client stakeholders and partners
- Track record in delivering effective and engaging presentations to a variety of audiences
- Ability to cultivate long-term relationships and develop internal advocates across client org, including IT and business functions
- #LI-RZ2

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