• Director, Consulting Services Telco EMEA

    Location GB-Remote
    Posting date 1 week ago(1/14/2019 3:53 AM)
    Job ID
    Remote base
  • 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 Consulting team is looking for a Head of Consulting Services to lead our Europe, the Middle East, and Africa (EMEA)-wide telecommunication services practice. In this role, you will work closely with other regional sales managers to strategically position the Red Hat Consulting team using a solutions-­led sales model. You'll help implement strategies across the region in cooperation with the leaders of the telecommunications vertical and the services leadership team. As a Head of Consulting Services, you’ll also own regional profit and loss (P&L) statements, manage revenue, bookings, margin, and utilization goals across all practices, and be responsible for all projects and resources under management. This position can be located worldwide in any city with a Red Hat Office. Successful applicants must reside in a country where Red Hat is registered to do business.

    Primary job responsibilities

    • Support the sales team and work with vertical management to ensure financial targets are achieved, including subscriptions for Red Hat’s offerings
    • Work with telecommunication sales management, services management, and architects to define and agree on a strategy for business development and growth
    • Establish and maintain good relationships with key customers by building deep knowledge of customer business priorities, challenges, and initiatives
    • Implement and carry out account focus, system integrator (SI) and partner collaboration, and multi-offering strategies
    • Lead services opportunities, ensure proper scoping for services solutions, and manage and supervise deliveries
    • Handle rates, project costs, and terms and conditions of work and contracts, as well as other commercial factors
    • Support and promote accurate revenue recognition and provide regular financial reports with forecasting for revenue and bookings
    • Ensure that common and consistent operational standards and procedures are in place and enforced; review and improve them as needed to optimize workflow and the team for efficiency and scalability
    • Monitor and track the quality of service for external and internal customers
    • Maintain a hiring plan for the fiscal year with the services management and make sure open positions are filled on time
    • Set up and maintain a capacity plan for skills needed; develop the skills of your team and partner network to ensure high quality support for business needs and for existing and upcoming technologies
    • Support and promote knowledge sharing and related initiatives
    • Establish and maintain good relationships with key customers in your area, including partners, SIs, and original equipment manufacturers (OEMs); establish and expand the partner network for services deliveries for infrastructure, cloud, and middleware
    • Develop and improve joint go-to-market strategies with key partners and relevant SIs for your business area; work to align the strategy with internal Red Hat partners and SI-facing teams

    Required skills

    • Record of successfully holding a leadership position within an international services organization and a record of working with a focus on the telecommunications industry
    • Demonstrated experience developing and leading a cross-functional, region-wide organization; experience with management in a matrix environment
    • Deep understanding of the software business professional services model, including P&L responsibility and margin and utilisation goals, with the ability to operate in a rapidly growing environment
    • Ability to handle sensitive, one-on-one conversations with tact and communicate sensitive or debateable messages effectively
    • Understanding of the relationship between the consulting team and other teams like sales, engineering, or support
    • Comfortable guiding and conducting presentations for customers, general public, and for internal audiences
    • Effective communication skills with the ability to maintain Red Hat’s style of messaging and perspective

    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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