• Director - Telco Ecosystem Team, EMEA

    Location GB-London
    Posting date 3 weeks ago(11/22/2018 10:38 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

    The Red Hat Sales team is looking for a Director to manage the Europe, the Middle East, and Africa (EMEA) Telco Ecosystem team. In this role, you will be responsible for our relationships with network equipment manufacturers (NEPs) and relevant independent software vendors (ISVs) and system integrators (SIs) in their telco divisions across EMEA. In this role, you will work as part of the EMEA Telco Vertical management team with close links with the Global Telco Ecosystem team, in order to impact and then align with the company strategy in regards to our telco ecosystem. You’ll collaborate closely with other teams and your success will be linked to theirs. As a Director, you will also set objectives for, motivate, coach, and mentor your own team to grow Red Hat’s business in the telco industry, either selling directly to our ecosystem partners, or selling with or through them to the end digital service providers (DSPs). This will often include deep collaboration with the account teams covering these DSPs and require mutual trust and sense of achievement among the different teams. You’ll need to have the motivation and passion to guide a team in a fast-growing, fast-paced, very complex environment. You’ll also need to have experience selling complex software solutions, including many different layers and partnerships, specifically in the telco industry. This role can be located anywhere within EMEA. Successful applicants must reside in a country where Red Hat is registered to do business.

    Primary job responsibilities

    • Ensure quarterly inflow of royalties with our partners
    • Develop new solutions and design wins to augment our presence with our partners and cooperate with other team across the company who are doing the same
    • Work with our partners on sell-with and sell-through routes
    • Keep growing our embedded business by helping our global alliance executives establish these and by helping our end customer account teams better partner with our ecosystem
    • Keep growing our sell-to business for the internal needs of our partners
    • Coach and help the team grow for the future, providing disciplined, ethical guidance to the sales team that fosters healthy ambition and success based on a culture of teamwork and respect for customers and employees
    • Develop and maintain relationships with executives and senior-level associates at key partners within the telco vertical

    Required skills

    • Leadership experience working in a technology sales organization with partners; software and technology services sales experience is a big plus
    • Direct people management of geographically distributed and virtual teams
    • Cooperate across teams through persuasion, inspiration, respect, and trust
    • Capacity to persuade others, but then accept and align with the decided upper team strategy
    • Ability to perform value chain management
    • Proven experience developing sales organizations that consistently deliver more than 30% year-over-year increases in revenue
    • Familiarity with subscription models
    • Experience and knowledge of the telco industry, both on the network and IT side
    • Excellent planning, financial, and analytical skills; ability to apply these skills to complex situations with competing priorities using excellent business insight
    • Solid customer orientation and presentation skills
    • Ability to partner with senior business leaders to understand their needs and deliver solutions that meet customer expectations
    • Excellent language skills in English

    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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