Strategic Accounts Manager

Yesterday

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Red Hat

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Red Hat is the world's leading provider of enterprise open source solutions, including Linux, cloud, container, and Kubernetes platforms. With its robust portfolio of hybrid cloud infrastructure and application services, Red Hat aids enterprises in deploying IT services across diversified infrastructures rapidly and cost-effectively. Trusted by more than 90% of companies in the U. S. Fortune 500, Red Hat offers products like Red Hat Enterprise Linux, OpenShift, and the Ansible Automation Platform, facilitating advancements in areas such as AI, edge computing, and IT automation. The company leverages open source communities to drive innovation and ensure enterprise-ready software solutions that are stable, secure, and reliable across any platform.

cloud computing • hybrid cloud management • Linux • open source • virtualization

10,000+ employees

Founded 1993

🏢 Enterprise

☁️ SaaS

💰 Corporate Round on 1999-03

📋 Description

• Sell the complete Red Hat portfolio of solutions within the assigned account(s) across all LOBs and at all levels of the organization. • Managing a dedicated client/account(s) and defining, confirming, and communicating the differentiated value of Red Hat’s technology at both the technical and business level. • Manage complex software sales cycle/process from prospecting to closing, maintaining sustainable revenue growth across technologies/BUs and ensuring delivery against KPIs. • Promote Red Hat’s value proposition to prospective customers within a highly competitive market; develop new business and expand existing ones. • Using your solution-selling expertise you’ll be identifying and engaging decision makers and influencers, qualifying business opportunities, and responding to clients’ needs to create strategic, long-term partnerships. • Understand and effectively articulate the customer's business, the problem they are trying to solve, the objectives they are trying to reach, their unique ecosystem, constraints and technical requirements, the broader industry challenges; and accordingly create compelling solutions/value propositions in collaboration with internal overlay support teams and external ecosystem partners (SIs, ISVs, etc). • Work collaboratively with the broader Red Hat Sales ecosystem: Red Hat account solutions architects and overlay structures, business units/engineering/CTO office, marketing, finance, legal etc. to develop the right solution for the client, to build sales campaigns and incremental pipeline. • Create and maintain strategic account plans/business plans in collaboration with cross-functional team members and deliver on those. • Accurately manage pipeline, forecast, MEDDPICC, Value Based selling (developing business cases, ROI, payback models etc.), account reviews, deal reviews, close plans and close sales in accordance with company goals, processes and systems.

🎯 Requirements

• 10+ years of experience as the primary owner/leader of the account (not in an overlay support role), selling complex software solutions to large global banks and global Financial Services Institutions (FSIs) with multiple decision-makers and influencers. • Understanding of the financial services and technical market, landscape, partners, solutions, architectures. • Understanding of the complex decision making process in large, global banks, FSIs. • Ability to articulate complex value propositions, business cases and comprehensive technological strategies tailored to a wide range of decision-makers within an organization, including technical/engineering, business, and C-level audiences. • Candidates for consideration will bring a proven track record of exceeding sales quota, and territory/account development and will have experience as the primary contact for clients for all sales and related issues. • Excellent communication and technical skills to develop relationships at engineering, commercial, and executive levels throughout customer organizations. • Excellent analytical and problem solving skills.