Job Description
The Cloud Strategic Sales Account Manager is a key sales responsible for driving revenue opportunities with public cloud providers within an assigned geographic region. These accounts are targeted providers that can advance Red Hat's position in the cloud market and impact the long-term success of Red Hat. You will be responsible to develop and execute against an account plan in order to architect and sell Red Hat products and services under a cloud partnership agreement. On an ongoing basis, you will maintain a successful relationship with assigned cloud providers and ensure the success of their business with Red Hat.
As the ideal candidate you have a strong technical background consisting of many years working with a variety of technologies performing roles ranging from software development to project management and sales. Having experience like starting and running your own company is considered a significant plus for this position as it requires entrepreneurial instincts combined with technical expertise gained in the IT industry.
Primary Responsibilities:
• Develop and implement the technical Cloud sales strategies to help ensure Red Hat sales objectives are met. Ensure quota, cloud deployment and service objectives are achieved.
• Employ value-based selling to better understand the assigned account's business model. Create an accompanying account plan that aligns Red Hat offerings and solutions to the provider's corporate goals.
• Manage complex enterprise sales campaigns and lengthy sales cycles while working with a diverse set of partners and other subject matter experts within the same accounts.
• Establish strong CXO level executive relationships with the help of the Red Hat APAC management team as well as functional relationships with the provider's cloud team that will elevate Red Hat to a more strategic position within the account.
• Maintain all aspects of the cloud account relationship with assigned cloud providers on an on-going basis. Effectively communicating customer needs to Red Hat Product Management and Engineering Groups, and work to resolve customer issues satisfactorily in a timely manner.
• Lead the creation of customer presentations and briefings. Use knowledge of competitive offerings and overall cloud market to favourably position Red Hat offerings. Support and drive cloud agreement negotiations to successful closure with the cloud providers.
• Act as technical point of contact for prospects, customers and the sales team within the assigned account. Develop and implement the technical Cloud sales strategies to help ensure Red Hat's objectives are met.
Desired Skills & Experience
• Minimum 8 years of experience in related software industry with at least 5 years in a sales role.
• Proven track record of success selling in a highly competitive environment.
• Excellent written and verbal presentation skills combined with strong interpersonal skills required.
• Proven organization and planning skills strongly desired.
• Prior experience selling to or working with public cloud providers a plus. Experience in selling operating system, middleware or virtualisation technology preferred.
• Ability to thrive in a dynamic, changing environment and make personal connections with technically-oriented business leaders as well as a C-level audience.
• Strong communication skills in English (oral and written).
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