Sales Account Manager

5 days ago

Melbourne, Australia Red Hat Software Full time

About the job:
The Red Hat Enterprise Sales team is looking for a Sales Account Manager to join us in Melbourne, Australia. In this role, 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. As a Sales Account Manager, you will gain an understanding of our customers’ processes, needs, and challenges, promoting the value of Red Hat's solutions and how they can deliver value to the customer.

What you will do:

- Translate Red Hat's sales strategy into a relevant account-level strategy for each customer
- Steer on the account strategy to increase performance and customer success in key accounts, retaining and growing bookings through strategic account planning
- Coordinate solutions architects, specialist teams, Customer Success, and industry experts to align Red Hat use cases to customer needs, managing end-to-end sales to develop solutions that deliver business value
- Coordinate support from specialist solutions architects, sales solutions specialists, and industry experts to lead end-to-end sales and deliver customer value
- Cultivate relationships across customer 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 and retention and ensure Red Hat meets or exceeds the customer's success criteria
- Engage partners, where appropriate, to strengthen Red Hat's customer value proposition

What you will bring:

- Excellent leadership and communication skills with the ability to engage a diverse set of stakeholders in a matrixed organization and promote accountability within the account team
- Strategic orientation and value engineering skills to position and sell solutions to meet the customer needs and build business cases around return on investment (ROI) and total cost of ownership (TCO)
- Excellent understanding of customer’s 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 in one-on-ones with key customer stakeholders
- Ability to cultivate long-term relationships and develop internal advocates across the customer organization, including IT and related business teams
- Proven experience selling complex IT solutions to large organizations within the region and to multiple decision makers
- Willingness to travel across the region, as needed, following Red Hat’s COVID-19 guidelines
- Excellent communication skills in English

LI-IM2

About Red Hat:

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