Vice President - Telco Sales EMEA

November 21

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Red Hat

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

10,000+ employees

Founded 1993

🏢 Enterprise

☁️ SaaS

💰 Corporate Round on 1999-03

Description

• Serve as Red Hat’s recognized leader for its APAC and EMEA Telco sales organization with a focus on Global Service Providers, Network Equipment Providers (NEP’s), ISV Partners and Global System Integrators (GSI’s) within the geographies. • Lead and manage a team of Telco Sales Managers, Sales Account Executives, Account Solution Architects, Specialist Solution Architects, Sales Specialists and Inside Sales Representatives within APAC and EMEA. • Grow revenue and expense targets. • Continuously review and evolve the APAC and EMEA Telco business, structure and talent to deliver on business goals and objectives. • Foster a “Big Deal” mindset and orientation that ensures expansive growth in deal size. This will be underpinned by being an expert advisor on commercial arrangements and frameworks, evaluating the business value to ensure Red Hat’s ongoing sales success, especially on key opportunities. • Partner with other global and geo functional partners, to include Marketing, Finance and Sales Operations to continuously drive compliance to internal processes and standards. • Partner with Sales Enablement to develop programs that continually enhance and improve upon the industry knowledge and solution selling skills in support of not only the APAC and EMEA Telco teams but also the Global Telco organization.

Requirements

• 15+ years experience within the Telco and IT industries, having held progressive roles in sales and sales management leading teams across APAC and EMEA. • Must have proven success in leading and managing senior sales managers with diverse backgrounds and experience, to achieve success in remote and dispersed locations. • 10+ years working in APAC and EMEA based roles developing an understanding of local markets and cultures. • Demonstrated ability to provide organizational vision and identify areas for expansion to build on the current success at Red Hat and drive continued growth. • Must possess the requisite industry experience and acumen to drive APAC and EMEA wide business in alignment with the global Red Hat strategy. • Solid intellectual awareness, aptitude and dynamic work ethic that aligns to the core values of Red Hat and what it means to be a leader in the organization. • Demonstrated track record of managing and growing business across a region with experience working in matrixed reporting structures with proven success in influencing corporate support functions and business units. • Excellent leadership skills and ability to inspire, motivate and provide vision to a broad, diverse and remote organization to achieve strategic growth goals, as well as annual and quarterly revenue targets. • Relationship driven with a strong executive presence and proven ability to build credibility with executives, industry analysts and associates, combined with an extensive network and a solid reputation for developing and driving successful relationships. • Proven strategic planning, business development, operational sales management and sales awareness within software, hardware and professional services. • Must be capable of contributing to broader business conversations beyond the functional area of expertise. • Must be strategic and creative as well as possess strong execution and deal making capabilities, which are critical for success. • Ample demonstrated experience in successfully managing teams of professional staff, in addition to developing and coaching a team. • Proven track record of thought leadership, building great teams and galvanizing teams to achieve exceptional performance. • Must be a team player with an open management style and a record of setting high team standards, championing team-centered activities and delivering team results. • A comprehensive network of Executive level industry contacts is a plus.