• Territory Services Manager, FSI

    Location CA-Toronto
    Posting date 2 weeks ago(1/10/2019 4:03 AM)
    Job ID
  • 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

    Promote business development activities for the Consulting Services team. The Red Hat Financial Services Consulting team is looking for a Territory Services Manager to join us. In this role, you will work in a designated sales territory and collaborate with the area sales manager and Red Hat’s sales representatives. You'll be responsible for presales through to project delivery, including guiding sales cycles and preparing project approach documents and proposals that include business and technical requirements as well as the appropriate solutions, schedules, delivery times, and costs. As a Territory Services Manager, you will also work with Red Hat’s sales representatives to guide consulting sales opportunities from qualification to closing while managing all assigned projects and resources and meeting revenue, margin, and booking goals. You'll need to be able to learn our services and solutions quickly. One month of training will be offered with your choice of sales or technical training, depending on your skills and related to our offerings in the cloud, platform, and application development. Within three months, you will be working in the field, managing your own book of business while being assigned a mentor which will be one of your peers in the region. This position should be ideally based in Toronto, Canada or New York, NY.

    Primary job responsibilities

    • Grow your territory through the development of internal business partnerships with the Field Sales team and alliance and partner programs
    • Accurately and consistently provide revenue and booking forecasts for your territory
    • Design and implement effective, high-impact technical and business solutions for Red Hat's customers with focus on our middleware technologies, specifically Red Hat OpenShift
    • Manage revenue and booking goals across all practices; meet margin and use targets
    • Ensure successful delivery of all projects
    • Sell Red Hat's solutions using your customers' business requirements to create unique technical offerings, including Open Innovation Labs engagements
    • Coordinate customer managers who manage consultants, fostering a culture of collaboration within your team

    Within a year, you will be expected to do the following:


    • Sell and manage complex, multi-product solutions using the Scaled Agile Framework (SAFe) methodologies
    • Grow your revenue base on a quarterly basis
    • Manage escalations without supervision
    • Assist with negotiating Red Hat master services agreements and statements of work (SOWs) with the customers and Red Hat’s Legal team


    Required skills

    • Experience with internal or external sales
    • Knowledge of technical or business consulting practices
    • Project delivery experience
    • Solid people management skills
    • Experience adhering to agile methodologies within project teams
    • Knowledge of application development or cloud solutions creation and delivery
    • Experience with and ability to speak at public conferences and meetups
    • Ability to architect complex solutions using multiple offerings and technologies to deliver requested business value

    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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