Strategic Account manager
At a glance
Manager-level Account Management role at Red Hat. Mumbai · full-time.
Pay not stated Account Management salary
growthroles summary, based on the employer's posting.
What you'll do
- Turn the sales direction into a plan for each enterprise account, then manage results, retention and growth against it
- Find upsell, cross-sell and renewal opportunities across the portfolio, using customer use cases and solution value
- Bring architects, specialists, customer success and industry experts together to shape solutions and manage sales through delivery
- Build relationships across customer organizations and work with Customer Success on plans for customer value, retention and expansion
- Engage partners when they can strengthen the value offered to customers
What you bring
- You have sold complex IT solutions to large organizations in the region, working with multiple decision-makers
- You understand financial services, its industry trends and competitors, and how Red Hat stands apart
- You can build customer-focused business cases using return on investment and total cost of ownership
- You can explain the hybrid cloud proposition and solution value to senior customer stakeholders
Who this fits
This role suits an enterprise seller who can shape account strategy, build long-term customer relationships and coordinate a matrixed team. The position is based in Mumbai, India, with a hybrid work arrangement.
From the employer
About the Job:
The Red Hat Enterprise Sales team is looking for an Strategic Account Manager to join us in India. In this role, you will be responsible for retaining and growing sales within Enterprise accounts, helping our customers and partners make business and IT transformations using Red Hat services and solutions. As an Strategic Account Manager, you will gain an understanding of our customers processes, needs, and challenges, promoting the value of Red Hat’s solutions and how they can deliver value to the customer.
What you will do:
- Translate Red Hat’s sales strategy into a relevant account-level strategy for each customer
- Deliver on the account strategy to manage performance and customer success in key accounts, retaining and growing bookings through strategic account planning
- Apply knowledge of use cases and Red Hat’s key offering value proposition to identify and act upon opportunities to guide upsell, cross-sell, and renewals across the Red Hat portfolio while deepening penetration within accounts
- Orchestrate solution architects, specialist teams, Customer Success team, and industry experts to align Red Hat’s use cases to client needs, managing end to end sales to develop solutions that deliver business value
- Coordinate support from specialist solutions architects, sales solutions specialists, and industry experts to manage end to end sales and deliver customer value
- Cultivate relationships across customer organizations to position Red Hat as a key partner to their business
- Collaborate with the Customer Success team to co-develop success and growth plans, understanding how the customer derives value from Red Hat’s solutions to support expansion and retention and ensure that Red Hat meets or exceeds the customer success criteria
- Engage partners where appropriate to strengthen Red Hat’s customer value proposition
What you will bring:
- Excellent leadership and communication skills with the ability to engage a diverse set of stakeholders in a matrixed organization and guide accountability within the account team
- Strategic orientation and value engineering skills to position and sell solutions to meet the customer needs and build business cases around return on investment (ROI) and total cost of ownership (TCO)
- Solid understanding of FSI business, industry trends, competitive landscape, and Red Hat differentiators and value proposition
- Ability to articulate the hybrid cloud story, the value of Red Hat’s solutions, and Red Hat’s differentiation in one-on-ones with key customer stakeholders
- Ability to cultivate long-term relationships and develop internal advocates across the customer organization, including IT and related business functions
- Proven experience selling complex IT solutions to large organizations within the region and to multiple decision makers
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.
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 different 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 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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