• Sales Account Manager - Central Government

    Location IN-New Delhi
    Posting date 3 weeks ago(3/28/2018 8:40 AM)
    Job ID
    Field Sales
  • 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

    Build and maintain strategic customer relationships and sell Red Hat's complete portfolio of solutions. The Red Hat Sales team is looking for a Sales Account Manager to join us in New Delhi, India. In this role, you will oversee public sector accounts in the Indian government, which represent a big part of Red Hat's revenue in India. You'll ensure Red Hat's continued success in the majority of mission mode projects (MMPs), central government ministries, state government, and urban local bodies (ULB) initiatives.

    Primary job responsibilities

    • Sell the complete portfolio of Red Hat's solutions, including professional services for the senior bureaucracy of the country, across platform and infrastructure, middleware, virtualization, storage, and cloud technologies
    • Communicate the value of Red Hat's solutions to prospective and existing assigned public sector customers in a highly competitive market
    • Guide an extended sales team to maximize revenue growth
    • Manage complex sales cycle from prospecting to closing, maintaining sustainable revenue across technologies
    • Maintain and develop new strategic customer relationships within the assigned accounts
    • Excel in a fast-paced, dynamic organization
    • Create and deliver on strategic and tactical sales plans
    • Accurately forecast and close sales in accordance with company goals
    • Support the efforts to achieve open source as the preferred software solution across the Indian public sector
    • Work at the policy level with the senior government leaders to promote the adoption of open source

    Required skills

    • 15+ years of direct selling experience in the IT software space to the enterprise sector
    • 5+ years of experience working in the public sector or defense services in India, preferably in a leadership role
    • Experience selling in both direct and partner-led models
    • Solid record of exceptional quota attainment
    • Ability to articulate comprehensive technological strategies to a wide range of decision-makers within an organization, including technical, business, and C-level audiences
    • Familiarity with cloud, virtualization, and datacenter solutions
    • Existing executive relationships within public sector accounts
    • Demonstrated understanding of companies and opportunities that exist within the assigned territory or market
    • Proven record of top sales performance selling in health, education, and urban development accounts
    • Prior success selling in central government accounts with significant impact on upcoming opportunities in state government
    • Ability to work in a position based in Delhi and willingness to travel up to 50%

    The following are considered a plus


    • Solid relationships with sales peers managing the assigned territory within a system integrator (SI) for projects within eGovernance, Infra development, Digital India, skill development, smart cities, etc.
    • Good working relationships with consultants focused on government projects
    • Knowledge of UNIX or Linux operating systems and passion for open source

    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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