• Manager - Business Development

    Location IN-Mumbai
    Posting date 1 month ago(10/16/2018 2:46 AM)
    Job ID
    Business Development, Program Management
  • 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

    Focus on growing the training business through Red Hat channels and leading the Inside Sales efforts. The Red Hat Asia Pacific (APAC) Training team is looking for a Business Development Manager to join us in India. In this role, you will be responsible for growing the Red Hat Training business through the channel ecosystem by establishing new partnerships, leveraging existing partnerships to promote incremental revenue. You’ll work with colleagues from corporate sales to apply global best practices from other markets to grow the channel business using the Inside Sales Engine, which is a critical growth lever for the Training team. As a Business Development Manager, you will be responsible for managing the Red Hat Inside sales team in India and helping build and manage the end-to-end process from leads to sales. You’ll play an important role in supporting the India Training team in meeting their Sales targets. You’ll have to work in close collaboration with the Inside Sales team and marketing to build solid pipelines to support sales growth. You’ll also manager the Red Hat Learning Subscription (RHLS) support team based in India. You’ll ensure that the team supports RHLS for APAC customers is meeting their service-level agreements (SLAs) and quality metrics. This is an opportunity to work as part of a high-growth, award-winning, innovative team within Red Hat that achieves significant financial contribution while increasing customer retention.

    Primary job responsibilities

    • Create and carry out programs for growing the India Training business through Red Hat’s channel partners
    • Work on creating promos and bundles to achieve the highest possible revenue and bookings for the business in the channel space
    • Collaborate with the India Channels team to understand their priorities and dovetail Training solutions into their sales motions to partners and customers
    • Work with the Global Sales Enablement team to create partner-specific enablement programs using regional and global best practices
    • Provide timely forecast on quarterly sales through Salesforce.com (SFDC)
    • Work with Training Sales and Marketing teams in India and APAC to create promotions that will help increase the pipeline for Training business
    • Partner on lead generation opportunities like Red Hat Forum and key technical events in the region
    • Integrate into account-based marketing initiatives to ensure that training business is represented well
    • Work closely with the Insides Sales team to ensure they have adequate addressable pipeline to close business
    • Develop and optimize the end-to-end sales process from marketing campaigns to leads to inside sales
    • Work with the Marketing team to create necessary reports to ensure realtime visibility of forecast from leads generated
    • Work closely with the RHLS activation, onboarding, and consumption teams to ensure timely follow ups with customers resulting in the highest levels of customer satisfaction; enhanced customer experience will lead to better renewal rates, which is why you’ll also be responsible for renewals in APAC

    Required skills

    • Sales experience selling training services or professional services
    • Process-oriented with experience managing projects or programs
    • Great interpersonal skills; ability to engage management decision-makers and inspire at any level
    • Outstanding written and verbal communication skills
    • Motivated with an engaged approach to generating new business
    • High attention to detail and good organizational skills; ability to remain consistent with processes and daily tasks
    • Ability to work with many sales channels and sales teams
    • Knowledge of and experience with SFDC is a plus
    • Excellent language skills in English; knowledge of additional languages is a plus

    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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