Senior Account Executive

The Red Hat Sales team is looking for a Senior Account Manager/Senior Account Executive to join us in DC area.  In this role you'll develop and maintain relationships at all levels within the account(s), understand their needs, earn their trust and demonstrate how Red hat’s solutions, products and technologies will solve their challenges and deliver business value. You will work closely with Red Hat’s internal and external partners to develop compelling value propositions and solutions to meet the client’s needs. You will ensure customer satisfaction and manage booking/sales numbers. We’re passionate about success. If this role is right for you, then your achievements will mean that your career is flourishing and our clients are thriving. 

To help ensure this win-win outcome, a ‘day-in-the life’ of this role may include, but not be limited to:

What you'll do:

Sell the complete Red Hat portfolio of solutions within the assigned account(s) across all LOBs and at all levels of the organization.. Managing a dedicated client/account(s)  and defining, confirming, and communicating the differentiated value of Red Hat’s technology at both the technical and business level.

Manage complex software sales cycle/process  from prospecting to closing, maintaining sustainable revenue growth across technologies/BUs and ensuring delivery against KPIs

Promote  Red Hat’s  value proposition to prospective customers within a highly competitive market; develop new business  and expand existing ones.  

Using your solution-selling expertise you’ll be identifying and engaging decision makers and influencers, qualifying business opportunities, and responding to clients’ needs to create strategic, long-term partnerships.

Understand and effectively articulate the customer's business, the problem they are trying to solve,the objectives they are trying to reach,  their unique ecosystem, constraints and technical requirements, the broader industry challenges; and accordingly create compelling solutions/value propositions in collaboration with internal overlay support teams and external ecosystem partners ( SIs, ISVs, etc).   

Work collaboratively with the broader Red hat Sales ecosystem: Red Hat account solutions architects and overlay structures, business units/engineering/CTO office, marketing, finance, legal etc. to develop the right solution for the client, to build sales campaigns and incremental pipeline.

Create and maintain strategic account plans/business plans  in collaboration with cross-functional team members and deliver on those. 

Accurately manage pipeline , forecast, MEDDPICC, Value Based selling ( developing business cases, ROI, payback models etc.),  account reviews, deal reviews,  close plans and close sales  in accordance with company goals, processes and systems.

 

What you'll bring:

10+ years of experience as the primary owner/leader of the account ( not in an overlay support  role), selling complex software solutions to large global banks and global Financial Services Institutions (FSIs) with multiple decision-makers and influencers.

Understanding of the financial services and technical market, landscape, partners, solutions, architectures. 

Understanding of the complex decision making process in large, global banks, FSIs. 

Ability to articulate complex value propositions, business cases and comprehensive technological strategies tailored to a wide range of decision-makers within an organization, including technical/engineering, business, and C-level audiences 

Candidates for consideration will bring a proven track record of exceeding sales quota, and territory/account development and will have experience as the primary contact for clients for all sales and related issues. 

Excellent communication and technical skills to develop relationships at engineering, commercial, and executive levels throughout customer organizations.

Excellent  analytical and problem solving skills. Bachelor degree in Engineering or Commerce. MBA is strongly preferred.

The salary range for this position is $258,240.00 - $426,240.00 (inclusive of base pay + target incentive compensation). Actual offer will be based on your qualifications.

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.

Red Hat does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract between Red Hat and the recruitment agency or party requesting payment of a fee.

Red Hat supports individuals with disabilities and provides reasonable accommodations to job applicants. If you need assistance completing our online job application, email application-assistance@redhat.com. General inquiries, such as those regarding the status of a job application, will not receive a reply. 

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