Territory Services Manager - Telco - EMEA
The Red Hat Services team is looking for a Territory Services Manager to join us in Southern Europe, leading our services business at Telco operators in the Southern Europe, Middle East, and Africa (EMEA) region.
In this role, you will work closely with the account team, providing leadership for services-led business opportunities and positioning consulting and training services as part of the wider Red Hat offerings. You'll serve as the main end-to-end point of contact for the customer and the account stakeholders, while also paying attention to the project delivery. The delivery activities will be performed by the EMEA telecommunications (telco) GTM team, local and regional delivery centers, and partners.
As a member of the Red Hat telco consulting team, you will also contribute to the evolution of the wider telecommunications services business and participate in the ongoing process of growing and industrializing our telco services offerings.
What you will do:
As part of the account team, develop relationships with key customer stakeholders to grow services bookings and revenue within your nominated accounts
Actively participate in account planning and strategy sessions and reviews with the wider account team
Closely work with strategic business partners to complement solutions and maximize customer value
Work with the delivery teams, including go to market managers, project managers, architects, and consultants, on getting the right offerings scoped to solve customer business needs
Negotiate Services pricing, project costs, and terms
Be responsible for and have the ownership of the bookings forecast for the assigned group of accounts or sectors
Lead Services offerings in specific customer opportunities; call for and guide the formation of opportunity teams (services participation) together with the account manager
Collaborate with business development managers, solutions practices, the Partners and Alliances and Marketing teams, and other territory services managers on wider strategic initiatives and business development activities
Capture best practices in the sales and delivery process for reuse and sharing with the EMEA and Global Solutions Practice teams to evolve the Red Hat Services solutions portfolio
What you will bring:
Experience with consultative selling and delivery of complex telecommunications solutions in either digital network (4/5G and Open-RANRAN), digital operations (OSS or BSS), or digital client experience
Good knowledge of Red Hat’s or competitive technologies
Ability to engage and build trust with customer stakeholders at different levels
Experience working in customer-facing roles like, architect, project manager or consultant or in a related presales or services sales role
Services selling experience, including development of statements of work (SoWs), RFIs and RFPs, pricing, large-scale proposal development, and customer journeys
Experience leading and working in virtual and cross-functional teams
Proven record of closing complex solutions-led deals worth millions of dollars
Excellent written and verbal communications skills in English and French, Spanish or Italian
Willingness to participate in regular business travel for customer and internal meetings
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.
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