• Middleware Business Development Leader - APAC

    Location SG-Singapore
    Posting date 2 months ago(5/4/2018 2:31 AM)
    Job ID
    63125
    Category
    Business Development
  • 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 Business Development Leader to join us in Singapore. In this role, you will manage the adoption of Red Hat's Middleware and Container platform solutions for our enterprise customers across the Asia Pacific (APAC) region. You will work in a matrix structure and own the overall outcome for Red Hat Middleware sales adoption by selling with and through the Enterprise Sales team. You’ll also be responsible for producing reference-able success stories internally around key strategic project wins. We'll need you to have excellent leadership skills, as well as extensive experience transforming sales organizations and commercial exposure to system and configuration management solutions.

    Primary job responsibilities

    • Sell subscriptions for Red Hat JBoss Middleware, 3Scale by Red Hat, and OpenShift solutions and services
    • Manage the sales and sales capability of Red Hat's Middleware solutions for our enterprise customers across the APAC region
    • Work in a matrix structure and own the overall outcome for Middleware sales adoption by selling with and through the Enterprise Sales team
    • Produce reference-able success stories internally around key strategic project wins
    • Sell Red Hat's Middleware solutions portfolio by scoping, defining, and acquiring new business opportunities and tailoring a compelling narrative around them
    • Develop strategies and plans for the APAC region to develop in country capability to sell, and  create larger pipeline and participate in strategic, tactical, and forecasting planning
    • Promote Red Hat's value proposition to prospective customers within a highly competitive market
    • Manage and coach others to manage complex sales cycles from prospecting to closing of Middleware solutions in combination with the account managers for the customer
    • Meet quantitative and qualitative performance expectations and set high standards for articulation and presentation of key messages to C-level executives, both internally and externally

    Required skills

    • 15+ years of experience in vendor IT sales
    • 3+ years of experience in a competitor middleware environment like Oracle WebLogic, IBM Websphere, Tibco, etc.
    • Good communication and technical skills that enable client relationship development at engineering, commercial, and executive levels
    • Excellent product and technical understanding, with the ability to understand customers' business pain points and technology requirements
    • Ability to produce a narrative to customers around a broad portfolio of solutions that meet their wider business objectives
    • Knowledge of the program development approaches and technologies, middleware, application integration, and container platform systems, along with a passion for open source technology
    • Experience with complete sales cycle management, from prospecting to closing enterprise subscription agreements
    • Willingness to travel 50-60% across the APAC region
    • Excellent leadership skills, as well as extensive experience transforming sales organizations and commercial exposure to middleware, application development and container platform solutions


    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.

     

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