The Red Hat Sales team is looking for a Telco Key Account Manager to join us in Philippines. In this role, you will represent Red Hat as the vendor of choice to the carrier telecommunications market in Philippines. You'll own the customer relationship and increase the business to achieve quarterly and annual revenue and growth targets by establishing and closely monitoring every aspect of the sales process and ensuring sales targets are achieved. As a Key Account Manager, you will also identify various opportunities to develop Red Hat's carrier telecommunications business in PH and accelerate the adoption and success of our emerging products, including Red Hat Cloud Infrastructure, Red Hat Cloud Suite, Red Hat Enterprise Virtualization, Red Hat OpenStack Platform, Red Hat Storage Server, and Red Hat OpenShift, Red Hat's Platform-as-a-Service (PaaS) product suite.
What you will do:
Focus on an assigned set of accounts jointly agreed with direct manager managing pipeline and strategic initiatives to deliver multi year bookings results
Collaborate with Marketing in order to generate leads for mid-term business in the defined solutions areas
Work directly with multiple business units inside the customer organization to understand pain points and develop value propositions that exceed those of our competitors
Develop C-level (budget owners) relationships who will validate our value proposition and commit budget for a decision in a specific time-line once the solution is validated via proof of concept, customer reference visit, or other means as may be needed
Coordinate directly with potential partners to achieve the described goals, in collaboration with Red Hat´s Ecosystem team when they cover the partners in consideration
Work internally with the rest of the Sales team, including Presales, Consulting, and other Red Hat teams as needed
Collaborate internally with our Global Telco Vertical associates, in order to capture relevant experience from elsewhere, and contribute our experience and knowledge from Asia Pacific (APAC)
Produce weekly Current, Quarter+1, and Quarter+2 opportunities reporting; proactively work with Ops to create these reports if not in place already
What you will bring:
Bachelor's degree in business administration, marketing, or a technical discipline; MBA is a plus
Solid understanding and experience in selling telecommunication carrier software solutions, preferably with prior experience in the emerging Network Function Virtualization (NFV) space
10+ years of solid leadership skills in a technology sales organization, with demonstrated success achieving sales targets and delivering in direct and channel routes-to-market; experience in software sales is a big plus
Successful record of delivering annual sales targets in excess of $10 to $15M
Proven experience developing sales organizations that consistently deliver double digit year-over-year increases in revenue
Excellent planning, financial, and analytical skills and proven ability to apply these skills to complex situations with competing priorities
Good customer orientation and presentation skills
Ability to partner with senior business leaders to understand needs and deliver solutions that meet expectations
Demonstrated ability to think creatively and design novel approaches that balance local customer needs with corporate guidelines and philosophies
Background in positioning and selling network and network services in the telecommunications marketplace
Ability to articulate and represent the vision and positioning of Red Hat and open source technology, and secure long-term customer commitments
Experience building and developing successful relationships within telecommunications carriers, service integrators (SIs), independent software vendors (ISVs), and partners
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