Territory Sales Account Manager

4 days ago

Melbourne, Australia Red Hat Software Full time

About the job:
The Red Hat Sales team is looking for a Sales Account Manager to join us in Melbourne Australia. In this role, you will handle relationships with our commercial accounts within VIC/SA/WA across multiple industries, 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 both new and existing customers. As a Sales 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 approximately 250 accounts - retaining and growing bookings through our trusted partners
- Collaborate with the Partner Sales Executive (PSE) 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 Representative 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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