Commercial Account Manager

5 days ago

Perth, Australia Red Hat Software Full time

About the job: The Red Hat Sales team is looking for a Commercial Account Manager to join us in Perth, Australia. In this role, you will handle relationships with our commercial accounts within the resources, government, 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 customers’ processes, needs, and challenges, promoting the value of Red Hat's solutions and how they can address customer needs. What you will do: - Be accountable for delivering on Red Hat sales strategy and increasing performance and customer success in assigned set of accounts; retain and grow bookings through partners - Collaborate with Partner Sales Executive to lead partner-centric customer engagement, aligning Red Hat use cases to customers’ needs and developing solutions with partners that deliver business value - Provide customer continuity and account expertise to sales pod for accounts, increasing 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 or retention, and ensure customer meets success criteria outlined in the Value and Success Plan - Request support from inside sales representative to help engage specialist solutions architect, sales solutions specialists, industry experts, and other specialists to manage 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 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 customers’ 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 org, including IT, and business functions LI-EG1

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