• Territory Account Manager - UKI

    Location GB-London
    Posting date 2 weeks ago(4/2/2019 9:09 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 United Kingdom and Ireland (UKI) Sales team is looking for a Territory Account Manager focused on small and medium-sized businesses (SMB) to join us in London, U.K. In this role, you will focus on supporting our partners and internal demand generation teams on new customer acquisition and growth, taking a leading role in customer-facing selling. You’ll be responsible for selling Red Hat’s solutions, including the full family of Red Hat software. As a Territory Account Manager, you will identify, nurture, and close opportunities with new and less mature existing customers while working with internal and external partners to improve business and create solutions that serve the best interests of both our customers and Red Hat. While this position consists primarily of office-based planning of customer and partner field visits, you will be a key part of identifying new business projects and developing solid customer relationships.

    Primary job responsibilities

    • Generate new business
    • Work directly by phone to identify, qualify, and close opportunities and organize field visits to expand key opportunities and relationships
    • Map sales approach to specific customer needs and professional engagement with presales, partner, services, and renewals teams to win projects
    • Work with marketing to run demand generation campaigns within your territory
    • Answer sales queries and process leads in accordance with Red Hat's service-level agreements (SLAs); manage forecasts, record sales activity, and track customer data using customer relationship management (CRM) tools
    • Meet and exceed assigned sales quotas
    • Host customer or partner meetings at Red Hat's offices
    • Engage with partners, end users, and distribution on a daily basis to develop and close both new and existing opportunities
    • Send proposals and quotes of specific solutions to gain new customers and upsell and cross-sell into existing accounts; be responsible for all administration activities within your customer base
    • Keep an up-to-date knowledge of the industry, as well as of Red Hat's competitive position within it

    Required skills

    • Customer-facing experience with a record of guiding and closing sales opportunities, preferably alongside business partners
    • Solid understanding of the complete sales cycle management from prospecting to closing
    • Demonstrated success in a similar technology or software sales position, e.g., outside, inside, phone, or channel sales
    • Demonstrated record of achieving or exceeding sales targets
    • Motivated and goal-oriented; positive outlook and clear focus on delivering high-quality services to our customers
    • Ability to build relationships with customers through trust and credibility over the phone
    • Excellent time management and organizational skills
    • Comfortable cold calling and focusing on lead generation
    • Experience closing small to mid-sized deals
    • Experience using a CRM system like Salesforce.com (SFDC)
    • Focus on acquiring new customer and projects, as well as managing existing customer relationships

    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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