As Senior Director, Enterprise Sales, NAPS, you will report to the Americas VP of Enterprise Sales and will be part of the NAPS leadership team, acting as a strategic partner to the NAPS Regional and Country Managers. In this role, you will help drive the execution of the Americas Enterprise go-to-market strategy within the NAPS organization. Your primary area of focus will be pipeline generation and your key measures will be the size, quality and conversion of the NAPS Enterprise pipeline. Other areas of focus will fall under the global Enterprise charter, including adherence to sales methodology, account planning, large deal support, promotion of best practices and other activities that will enhance the execution of our overall sales mission.
Collaboration will be essential in this role. You will partner closely with the global Enterprise Organization, Marketing, Tech Sales, Services and other key functions as well as with the country and regional management teams. You will also be a contributor to the development of our GTM strategy and will be counted on for field and market insights, which can be considered in charting our course. The successful candidate will be a results oriented leader with a strong customer, partner and revenue oriented mindset with strong executive presence. This person should be comfortable leading in a matrixed organization and being a true team player. This leader will be critical to support the acceleration of Red Hat as a diverse, inclusive, and customer centric world-class leader in open source innovation. As a senior leader with Red Hat this person must exude Red Hat’s core values, be inspirational, and be capable of contributing to the overall success of the Americas Geo.
What you will do:
Lead the success of the Enterprise Segment by ensuring a size, quality and conversion of pipeline each quarter which yields achieved ACV and respective ARR.
Ensure top-notch skills and enablement are available to deliver the most knowledgeable and competitive field organization in the industry.
Shape global Enterprise initiatives, customized to NAPS and ensure they are executed effectively in each Enterprise market.
Drive pipeline development to maintain solid revenue growth and out quarter performance. This includes direct sales tactics and actions as well as GTM and marketing plans, documented in a short and long term aligned business plan.
Work locally and on-site with each region team to understand local market requirements, socialize Enterprise initiatives and ensure programmatic execution.
Drive and leverage end-to-end co-sell partner engagements to maximize leads, opportunities and joint revenue potential.
Align account coverage to criteria developed by Enterprise leaders with ability to flex assignments within predefined limits based on needs of the geography.
Maintain a high performing geo management system, implementing globally consistent operational and financial key performance indicators, holding associates accountable for results.
Serve as the point of escalation for all Enterprise account approvals and conflicts across the segment including pricing approvals, prioritization of resource allocation to accounts.
Collaborate with Global Segment and Function leaders to ensure Red Hat associates affiliate both locally and within their function to maintain Red Hat’s standards of performance and excellence.
Proactively partner to leverage skills, offerings, influence and reach into the Red Hat Ecosystem community.
What you will bring:
10+ years of experience selling software or service infrastructure solutions into large enterprise organizations through a partner led sales motion
Exceptional business acumen, analytical and problem-solving skills and ability to apply strategic and quantitative approach
Demonstrated track record of building and leading high-performing, geographically-dispersed, multifaceted teams
Proven ability to perform in a consultative manner and foster trust and cooperation with colleagues and stakeholders
Experience leading sales in an organization where the solution set requires a solid understanding of the broader technology ecosystem and the complexity of effective architecture/integration of solutions
Must have the technical ability to understand Red Hat’s solution portfolio and help shape solution strategy and development
Demonstrated ability to surpass goals, seizing opportunities to push the envelope and define new opportunities to serve customers through partners and drive results
Demonstrated ability to execute on the sales strategy and value proposition for Enterprise organizations within their respective geo ensuring alignment with broader organizational/product strategies
Must be able to challenge assumptions and conventional wisdom with specific, supported, reasoned proposals, and lead the organization forward to new ways of doing business
Demonstrated ability to lead an organization by engaging, developing and motivating team members
Strong communication skills used to articulate long-term direction and collaborate with the team on how to reach it
Demonstrated ability to hold oneself and associates accountable for commitments, providing clarity and outlining clear and shared expectations for success
Pay Transparency
Red Hat determines compensation based on several factors including but not limited to job location, experience, applicable skills and training, external market value, and internal pay equity. Annual salary is one component of Red Hat’s compensation package. This position may also be eligible for bonus, commission, and/or equity. For positions with Remote-US locations, the actual salary range for the position may differ based on location but will be commensurate with job duties and relevant work experience.
About Red Hat
Red Hat is the world’s leading provider of enterprise open source software solutions, using a community-powered approach to deliver high-performing Linux, cloud, container, and Kubernetes technologies. Spread across 40+ countries, our associates work flexibly across work environments, from in-office, to office-flex, to fully remote, depending on the requirements of their role. Red Hatters are encouraged to bring their best ideas, no matter their title or tenure. We're a leader in open source because of our open and inclusive environment. We hire creative, passionate people ready to contribute their ideas, help solve complex problems, and make an impact.
Benefits
● Comprehensive medical, dental, and vision coverage
● Flexible Spending Account - healthcare and dependent care
● Health Savings Account - high deductible medical plan
● Retirement 401(k) with employer match
● Paid time off and holidays
● Paid parental leave plans for all new parents
● Leave benefits including disability, paid family medical leave, and paid military leave
● Additional benefits including employee stock purchase plan, family planning reimbursement, tuition reimbursement, transportation expense account, employee assistance program, and more!
Note: These benefits are only applicable to full time, permanent associates at Red Hat located in the United States.
Diversity, Equity & Inclusion at Red Hat
Red Hat’s culture is built on the open source principles of transparency, collaboration, and inclusion, where the best ideas can come from anywhere and anyone. When this is realized, it empowers people from diverse backgrounds, perspectives, and experiences to come together to share ideas, challenge the status quo, and drive innovation. Our aspiration is that everyone experiences this culture with equal opportunity and access, and that all voices are not only heard but also celebrated. We hope you will join our celebration, and we welcome and encourage applicants from all the beautiful dimensions of diversity that compose our global village.
Equal Opportunity Policy (EEO)
Red Hat is proud to be an equal opportunity workplace and an affirmative action employer. We review applications for employment without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, citizenship, age, veteran status, genetic information, physical or mental disability, medical condition, marital status, or any other basis prohibited by law.
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