Territory Services Manager - Southern California

About The Job

The Red Hat Consulting Services team is adding a Services Manager in the Western United States. In this role, you will develop, cultivate, and manage relationships within key industry customer accounts. You will oversee the successful sales of critical consulting services projects, learning and technical account management services portfolio and collaborate with the delivery organization to ensure successful delivery of projects under your management from kickoff to closeout in support of future sales. The selling process includes but is not limited to pipeline generation through customer and account team engagement along with determining scope details and pricing alongside account team, services pre-sales, and architect teams. The ongoing sales process also requires leadership and partnership with delivery to monitor project progress and ensure that it conforms to customer expectations and contractual agreements for extensions, x-sell, and upsell. You’ll also help identify and qualify new services business opportunities and work with Red Hat’s sales organization to formulate account strategies that promote revenue growth. As a Territory Services Manager, you will partner with Red Hat’s account sales representatives to guide consulting sales opportunities from qualification to closing while managing all assigned projects and resources while meeting revenue, margin, and booking goals. You’ll need to have a good foundation of technical knowledge as well as sales skills and sales process experience to team with the account account executive and, as well as project and scope management expertise to assure delivery team collaboration and to establish the technical and non-technical enablement services needs for the Consulting team in support of ongoing sales.

What You Will Do

• Cover a territory consisting of primarily Southern California industry accounts
• Sell Red Hat's services and solutions using the business requirements of your customers to create unique technical offerings
• Grow your territory and pipeline through the development of internal business partnerships with the field sales team and alliance and partner programs
• Design and implement effective, high-impact technical and business solutions for Red Hat's customers with a focus on core Red Hat technologies including OpenShift, Ansible AAP, OpenShift AI, RHEL, and others
• Accurately and consistently provide revenue and booking forecasts for your territory; know your book of business day to day and be able to communicate that book of business both with account sales teams and services teams
• Manage booking goals across all practices; meet revenue and margin use targets
• Ensure successful delivery of all projects in partnership with the delivery team towards ongoing sales opportunities
• Coordinate with delivery teams, project teams and customer managers who manage consultants, fostering a culture of collaboration within your team

Within 12 months, you will be expected to do the following:

• Sell and manage complex, multi-product solutions across core IT and lines of businesses
• Grow your revenue base on a quarterly basis to meet targets
• Manage escalations without supervision
• Assist with negotiating Red Hat’s master services agreements and statements of work with the customers and the legal team

What You Will Bring

• Passionate, persistent, proactive and positive selling experience with proven results
• Knowledge of technical or business consulting practices
• Experience working with high demand customers with successful results
• Experience in project delivery towards more comprehensive and holistic selling
• Experience with internal and or external sales
• Ability to architect complex solutions using multiple offerings and technologies to deliver requested business value
• Experience with proven selling and project methodologies within project teams
• Knowledge of key customer needs like application development and cloud solutions creation and delivery
• Experience in and willingness to speak with customers daily, engagement with account teams at account exec and management level and to be willing to share successes at public conferences and meetups in support of selling motions

#LI-REMOTE #LI-AL2

The salary range for this position is $134,600.00 - $208,710.00 (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. 

Apply