• Telco Business Development Manager - Global System Integrators, EMEA

    Location DE-Grasbrunn
    Posting date 1 month ago(1/21/2019 11:42 AM)
    Job ID
    Alliance or Partner 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

    Help Red Hat partner with global system integrators (GSIs) to allow digital service providers to accelerate and add more value in the transformation process. The Red Hat Sales team is looking for a Telco Business Development Manager to join us. In this role, you will focus on GSIs and SIs to join us in the Europe, the Middle East, and Africa (EMEA) region. You’ll establish the credibility of Red Hat with the telco arms of large, global SIs, leading to trust-based relationships and ultimately joint projects. You’ll work to gain understanding of the needs of end customers and digital service providers, as well as of how Red Hat’s technologies and services can help meet those needs in combination with the added value from your assigned GSIs. As a Telco Business Development Manager, you will be part of our Telco Ecosystem team in EMEA, but you’ll also keep ties with our general SI team in the region and our Global Telco Ecosystem team, to ensure alignment and collaboration across our matrixed organization. Your success will be measured by pipeline growth with your assigned GSIs, as well as by end customer satisfaction on projects delivered by the GSIs with our technologies. Successful applicants must reside in a country where Red Hat is registered to do business.

    Primary job responsibilities

    • Develop trust-based relationships across the telco arms of your assigned top GSIs
    • Establish joint business plans with the assigned GSIs
    • Coordinate with your assigned GSIs to create joint value propositions for our end customers, which should be aligned with the solutions areas that Red Hat has established as targets for repetitive sales and market share domination
    • Ensure the defined value propositions use our technology and services’ capabilities and those of our preferred ecosystem
    • Ensure that there are solid technical architectures backing-up the defined value propositions
    • Link our GSIs’ trusted partners with our account teams covering end customers and help establish good collaboration among them
    • Pursue end customer success and adoption of our technologies, rather than initial sales success, as the ultimate goal; promote repetitive business over time
    • Team up with the Red Hat EMEA GSI and SI generalist partner team and leverage (and contribute to) their programs and general work with the GSIs
    • Team up with the Red Hat Telco Global GSI team and other functions, including Sales, Presales, Marketing, Consulting, and other teams as needed
    • Be highly visible through direct customer engagements in the field, promote new business initiatives, and participate in closing deals in support of your assigned GSIs

    Required skills

    • Expert knowledge of and proven record in the telco space, specifically in networking, DevOps, application development and integration, middleware, and containers
    • Background in networking and IT architecture
    • Ability to work in a matrixed organization
    • Ability to form trust-based alliances involving multiple partners to ultimately service our company strategy and end customer success
    • Outstanding communication skills combined with solid customer focus

    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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