• Solutions Sales Specialist – Middleware & DevOps

    Location IN-Mumbai
    Posting date 2 months ago(2/14/2018 4:30 AM)
    Job ID
    53989
    Category
    Business Development, Field Sales, PreSales, Solution Architecture
  • Company Description

    At Red Hat, we connect an innovative community of customers, partners, and contributors to deliver an open source stack of trusted, high-performing solutions. We offer cloud, Linux, middleware, storage, and virtualization technologies, together with award-winning global customer support, consulting, and implementation services. Red Hat is a rapidly growing company supporting more than 90% of Fortune 500 companies.

    Job summary

    The Red Hat Sales team is looking for a Middleware Solutions Sales Specialist to grow and develop our JBoss Middleware business in Mumbai, Bangalore or Delhi, India. In this role, you will work closely with new and emerging customers to promote middleware solutions that meet their unique needs. You'll break into large enterprises that have no or a very limited JBoss footprint, and position and sell consulting services as the key driver for a fast adoption of our technology. We'll need you to have a combination of customer-facing consulting skills and in-depth technical knowledge of enterprise middleware. You will also collaborate with Red Hat sales team, overachieve goals, accurately forecast pipeline.

    Primary job responsibilities

    • Manage middleware solutions sales in the software or services industry
    • Communicate the value proposition to customers, gained through a thorough understanding of the products and offerings
    • Meet quantitative and qualitative performance expectations and set high standards for articulation and presentation of key messages and value proposition to customer executives
    • Work with Enterprise Sales Account teams to build account strategies and lead implementation of the overall Middleware strategy within the defined set of enterprise accounts; ensure that Red Hat's JBoss middleware solutions get used in production environments and that our middleware offerings become the choice for our most strategic customer
    • Build strategic relationships with the C-level and key business line leaders to deliver Red Hat's JBoss portfolio of middleware solutions which will include open source middleware for application development, application and service hosting, business rules management, business process management, content aggregation, data federation, and service integration, on premises or in the cloud
    • Attain "trusted adviser" status with senior IT and business executives within key accounts with the goal of creating a long-term partnership with customers and ensure that these strategic relationships result in customers becoming a public reference
    • Maintain a high level of business development activity, e.g. 100 calls per week with customers and prospects
    • Work with an ecosystem of business partners and influencers in the territory to assist with the sales process
    • Enter and maintain all customer and sales details in Salesforce.com 

    Required skills

    • Solid background in selling complex customer solutions in a rapidly evolving technology domain
    • 8+ years of solution sales experience, with at least 4 of those years specifically focused on enterprise middleware, and a proven track record of working closely with customers to deliver solutions that exceed their technical and business expectations
    • 12+ years of experience in a solution sales role with at least 6 of those years focused on enterprise middleware (e.g. Red Hat JBoss, IBM WebSphere, Oracle WebLogic, etc.)

    • Background in consultative customer engagement with either a major provider of Middleware software or within the sales division of a middleware software reseller
    • Broad and deep technical experience with enterprise middleware technologies (e.g. Red Hat JBoss, IBM WebSphere, Oracle WebLogic, etc.)

    • Outstanding verbal and written communications skills, including extensive experience presenting to C-level executives at large firms
    • Solutions sales mentality in an environment with multiple products and services.
    • Proven ability to work seamlessly with global cross-functional teams to achieve success on behalf of customers
    • Balance of strategic and tactical skills, with a high level of intellectual agility and capacity for original thought
    • MBA or equivalent is highly preferred


    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, uniformed services, 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.

     

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