Strategic Account Manager - Telco

The Red Hat Sales team is looking for a Strategic Account Manager for Telco to join us in Melbourne, Australia. In this role, you will represent Red Hat as the vendor of choice to the carrier telecommunications market in Australia, with a focus on Melbourne. 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 an Account Manager, you will also identify various opportunities to develop Red Hat's carrier telecommunications business in ANZ and accelerate the adoption and success of our emerging products, including Red Hat Cloud Infrastructure, Red Hat Cloud Suite, Red Hat Enterprise Linux OpenStack Platform, 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

• Manage and execute account strategies with minimal supervision, focusing on customer success and retention.

• Resolve moderately complex issues related to customer accounts, escalating as needed.

• 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 Key stakeholder 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, client reference visit, or other means as may be needed.

• Coordinate directly with potential partners with whom we can collaborate 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

• Manage forecasts and pipeline, record sales activities and schedule follow-up activities as needed; and track customer data using the company-standard CRM tool to drive pipeline growth aligned to strategic account plans.

• Collaborate internally with our Global Telco Vertical resources, in order to capture relevant (to the opportunity) experience from elsewhere, and also contribute our experience and knowledge from Asia Pacific (APAC)

• Own account planning for assigned accounts, ensuring alignment with customer needs and business objectives.

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

• Good understanding and sales experiences in areas like Cloud, Automation and AI.

• 10+ years of solid leadership skills in a technology sales organization, with demonstrated success achieving sales targets and executing 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 $10m

• 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 within 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

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)
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