Federal Government Sales Specialist

6 days ago

Canberra, ACT, Australia Red Hat Full time $120,000 - $180,000 per year

The Red Hat Sales team is looking for a passionate and innovative Ansible Sales Specialist to join us in Canberra. In this role, you will manage the adoption of the Red Hat Ansible Automation software solutions and related services for our customers across ANZ. You will work in a matrix structure and own the overall outcome for cloud platforms and Red Hat Application Services solutions business by selling with and through the Account Sales team. As an Automation Sales Specialist, you will manage strategic and transformational sales opportunities in customer accounts and ensure that Red Hat's technical and business value proposition is established with key decision makers in the most compelling manner.

What You Will Do:

  • Be responsible for customer account growth strategy regarding Red Hat Ansible Automation Platform solutions and use cases
  • Collaborate with the Account team in the account planning process; analyze customers' business drivers to create a narrative that positions Red Hat's automation solutions as a key ingredient in delivering technology-fueled innovation and digital transformation
  • Manage a complex sales cycle from prospecting to closing in collaboration with the account management team, solutions architects, and the professional services team
  • Meet quantitative and qualitative performance expectations
  • Use your leadership skills and extensive specialist experience in identifying transformation projects by engaging senior executives (C-Level decision makers) and winning their mindshare
  • Capture compelling reasons for customers to undertake the project by illustrating the business impact of the Red Hat technology solutions
  • Ensure Red Hat's solutions are tailored to meet customer business requirements
  • Ensure that the differentiated business value derived from the Red Hat solutions and Red Hat's competitive advantages are understood and agreed upon by the customer decision makers
  • Enable the Red Hat sales teams and partners so that they are also able to effectively communicate to the business the business value derived from Red Hat's solutions
  • Apply Red Hat's journey-based service engagement programs and commercial buying programs to build long-term strategic relationships with customers
  • Produce referenceable success stories for strategic solutions wins

What You Will Bring:

  • 10+ years of experience selling automation and management software offerings, cloud services, or related technology offerings
  • Value-based solutions selling experience; ability to translate customer business and transformation objectives to the value delivered by technology solutions
  • Creative thinking, communication, and presentation skills
  • Passion for open source technology and understanding of the Red Hat software subscription business model
  • Proven ability to work seamlessly with global, cross-functional teams to achieve success on behalf of customers
  • Balance of strategic, tactical, technical, and creative thinking skills

Specialist knowledge in the following domains:

  • IT automation and management
  • Business process automation
  • Robotic process automation (RPA)
  • IT security and compliance
  • Artificial intelligence (AI) and operations
  • DevOps, continuous integration (CI) and continuous delivery (CD), testing, software development life cycle (SDLC), agile methodology
  • Hybrid cloud, public cloud, and private cloud
  • Containers and Kubernetes
  • Ability to present the business value of technology solutions
  • Consumption pricing models; software subscriptions and licenses
  • Understanding of Red Hat's software portfolio and competitive offerings

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