• EMEA Global Accounts Lead

    Location GB-Farnborough
    Posting date 1 week ago(2/13/2019 8:03 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

    This role can be based in any Red Hat Europe, the Middle East, and Africa (EMEA) location with good global transport links. The Red Hat EMEA Sales and Business Development team is looking for an EMEA Global Account Lead to join us. In this role, you will focus on 30-50 selected worldwide customer accounts which are the largest and most strategic international Red Hat’s customers and market leaders, located mainly in North America and Europe, but who conduct business globally. You’ll oversee global account managers who work with the Red Hat Sales teams in the countries where the accounts are located and who are responsible for them. You’ll help us continue to grow these highly strategic customers and offer them the dedicated attention and experience they deserve as part of the Global Account Program. As an EMEA Global Account Lead, you will lead the Global Account Program and virtually lead the EMEA global account managers, providing them with exclusive internal support to be successful in their roles.

    Primary job responsibilities

    • Serve as a point of contact for global accounts in EMEA, both for global accounts headquartered in EMEA, but also for global accounts headquartered outside of EMEA that have some activity in EMEA
    • Master the Global Account Program and serve as a contributor for the enhancement and development of the program
    • Collaborate with Red Hat’s global account leaders from other regions, as well with the Global Account Sales Operations team
    • Educate global account managers and other local country sales teams on the Global Account Program specifics
    • Virtually manage and support the EMEA global account managers, have regular calls with them, share info and best practices, etc.
    • Lead the EMEA Global Account Planning and Budget teams
    • Align and collaborate with the sales managers and country managers who directly manage global account managers, as well as sales managers from the country with an inbound global account sales representative (sales representative managing the regional sites of global accounts)
    • Measure and report the pipeline, forecast, and achievement of the global accounts in EMEA across the world
    • Ensure close and positive communication and collaboration between the global account managers and the Red Hat Sales representatives in all other countries who are developing global accounts in the other regions
    • Manage potential conflict between regions and sales teams
    • Enable the global account managers to network and share best practices, wins, references, reference architectures, etc.
    • Identify and develop opportunities for global account managers to develop their business with their customers via other sales teams like global system integrators (GSIs), independent software vendors (ISVs), solutions providers, Certified Cloud and Service Providers (CCSPs), etc., and align with industry vertical leaders like telco, financial services industry (FSI), automotive, oil and gas, etc.

    Required skills

    • 10+ years of experience in IT sales with an exceptional record
    • 10+ years of leadership responsibility with a global software sales organization
    • Demonstrated success in achieving sales targets and developing large customers
    • Personal experience as a global account manager
    • Experience with sales management
    • Experience coordinating teams across countries and regions with an international context and environment
    • Solid planning, financial, and analytical skills; proven ability to apply these skills with business knowledge to complex situations with competing priorities
    • Good understanding of the enterprise market and partner ecosystem
    • Fluent written and verbal communication skills in English
    • High ethical standards and integrity
    • Willingness to travel extensively

    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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