The Red Hat Telco Global sales organization is seeking a Senior Solution Architect for our Telco, Media and Entertainment partner ecosystem solution architects team with a track record of successfully delivering business results. In this role, the candidate will be primarily responsible for driving incremental revenue through technical and architectural alignment between Red Hat and our key industry verticals including Telecom Operators, large enterprise customers in the area of Transportation, Mining, Automotive, Energy and Healthcare for Edge applications, infrastructure and services for private 5G and RAN. Candidates must be highly technical to succeed in this customer-facing position with significant knowledge and experience in deploying Cloud and Virtualization technologies and Red Hat products, and capable of architecting a full stack of end-to-end solutions including partner products. Strong leadership, technical and executive engagement skills are a must to drive alignment across a wide range of Red Hat products and ecosystem stakeholders while representing Red Hat’s global Industry vertical business including Telecom sector in support of Red Hat Sales, partner, and customer business needs. To effectively perform these responsibilities, experience in technical selling, competitive outlook and understanding of the sales process is required, as well as a deep technical understanding of network architectures, Edge and 5G deployment models is required.
What you will do:
Provide advanced technical pre-sales support and architect solutions that include Red Hat products, consulting services, and training, aligned with those of our network ecosystem of partners on Edge and Core Infrastructure
Drive engaging conversations, customer relationships, and architect solutions that result in sales growth. Support customer meetings through presentations (e.g., whiteboarding or formal presentations), demonstrations, and explanations of the value of Red Hat technologies, open platforms and architected solutions
Build trusted relationships with customers and partners to gain an in-depth understanding of the customer's / partner’s business, network infrastructure, IT and applications environments, allowing the sales team to best match Red Hat products and solutions with those of our ecosystem of partners to address the customer’s business needs and requirements
Develop cross industry solutions and architectures with Red Hat and partner products to apply Red Hat technologies and products to build synergy across Industry verticals in IoT, Telecom Managed services and Cloud and Virtualization technologies for Edge solution architecture and delivery
Actively collaborate with regional and global teams to align on technology strategy, use case development, as well as participation in customer POC and industry forum engagements
Represent Red Hat and the partnership as a spokesperson and presenter at internal and external industry forums and open source community events. Coordinate with globally distributed partner-specific technical engagement resources in tandem with partner alliance teams
Develop executive relationships and alignment, coordinated tightly with Red Hat’s product leadership to ensure design win pursuits fit with the overall Red Hat market, business strategy, and commercial models
Maximize overall sales results, including bookings with our network ecosystem partners and joint bookings with end-user accounts globally, executing against mutually agreed account plans
Communicate progress, status, and lessons learned from sales pursuits to all internal stakeholders and customers as applicable. Demonstrate the ability to interpret technology and market trends as a foundation for product and technology roadmaps
What you will bring:
10+ years experience in networking, telecommunications, and software industry, with a deep understanding of Red Hat platforms, open source, virtualization and AI, and customer issues in delivering on the promise of business and network transformation
5+ years large / global account technical experience, with demonstrated excellence in delivering results against an aggressive growth plan Excellent verbal and written communication skills and the ability to work with diverse senior executives and program owners
2+ years demonstrated skillset in Artificial Intelligence (AI) and Machine Learning (ML) in software or hardware platform
Highly collaborative work style with proven ability to gather consensus and get support for decisive and timely action
Advanced Computer Science and/or Engineering degree with specialties in networking / communications and extensive engagement in open source communities and industry forums preferred
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