Key Account Manager UK - Public Sector

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.

The Red Hat Sales team is looking for a Key Account Manager to join us in London, U.K. In this role, you will own relationships with select customers in U.K. public sector sales vertical and uncover new opportunities to sell Red Hat's technologies and services, including Red Hat Enterprise Linux (RHEL), Red Hat Virtualization, Red Hat Middleware, Red Hat Consulting, and cloud solutions. You will be responsible for strategic planning and engaging with a small number of U.K. public sector bodies, as well as for identification, and development of new business opportunities within these organizations, while building sustainable and productive relationships between the customers, appropriate partners, and Red Hat. You will coordinate a virtual team of inside, specialist, and services sales, alliance management, and delivery and solution architects to build and demonstrate value-based propositions to deliver on customer business needs.

• Research customer business drivers, challenges, and needs down to IT program and project level
• Develop and test Red Hat value propositions to map on to funded customer projects
• Develop a plan of implementation to position Red Hat value propositions with respect to funded customer projects; carry on sales engagements within that plan
• Position Red Hat to capture spontaneous customer opportunities
• Research and identify partners engaged with customers who can have an impact on customer projects
• Develop plan to engage with partners aligned with customer projects and opportunities and carry on sales engagements with these partners
• Lead Red Hat engagement in your virtual team of inside sales, partner management, specialist sales, services sales, and delivery and presales architects
• Report on and manage accounts and opportunities in Salesforce.com (SFDC) and other tools in a timely fashion as directed by management
• Keep an up-to-date knowledge of the industry and of Red Hat's competitive position within it
• Focus on acquiring new customers and projects, as well as managing existing customer relationships

• Experience selling to U.K. public sector organizations while seeking to add value to their program delivery
• Solid understanding of complete sales cycle management from prospecting to closing
• Demonstrated success in a similar technology or software sales position in either outside, inside, phone, or channel sales of software, hardware, or services
• Proven record of achieving or exceeding sales targets
• Motivated and goal-oriented with a positive outlook and clear focus on delivering high-quality service to our customers
• Ability to build long-term relationships with customers through trust and credibility on the phone
• Excellent time management and organizational skills
• Comfortable with cold calling and focusing on lead generation
• Experience using a customer relationship management (CRM) system like Salesforce.com (SFDC)

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.