• Global Lead - Telco Partner Technology

    Location GB-Remote
    Posting date 3 weeks ago(1/28/2019 5:41 AM)
    Job ID
    Solution Architecture
  • 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 Telco Global Sales team is looking for a Global Lead with a record of successfully delivering business results in the telecom network ecosystem to join us. In this role, your primary responsibility will be to increase incremental revenue through technical alignment between Red Hat and our telecom network ecosystem. To succeed in this customer-facing position, you’ll need to be technical and sales-focused with significant knowledge and experience in deploying Red Hat’s and ecosystem partner solutions, as well as capable of architecting full stack of end-to-end solutions. You must have solid leadership, technical, and executive engagement skills to guide alignment across a wide range of Red Hat’s and ecosystem stakeholders while representing Red Hat's global telco business in support of Red Hat’s sales, partner, and customer business needs. To effectively perform these responsibilities, you’ll need to be experienced in both strategic alliances and direct sales and have a deep technical understanding of network ecosystem and related business models. Ideally, this role will be based in Europe, but we will consider candidates in other locations, if suitably qualified. This position requires extensive travel. Successful applicants must reside in a country where Red Hat is registered to do business.

    Primary job responsibilities

    • Provide advanced technical presales support and architect solutions, including Red Hat’s offerings, consulting services, and training, aligned with those of our network ecosystem of partners
    • Maintain engaging conversations, customer relationships, and architected solutions that result in sales growth
    • Support customer meetings through whiteboarding or formal presentations, demonstrations, and explanations of the value of Red Hat’s technologies, open platforms, and architected solutions
    • Build trusted relationships with the customers and partners to gain an in-depth understanding of the customer and partner businesses, network infrastructures, and IT and applications environments while allowing the sales team to best match Red Hat’s offerings and solutions with those of our ecosystem of partners to address customer business needs and requirements
    • Actively collaborate with regional and global teams to align on technology strategies, use cases development, as well as participation in customer proofs of concepts and industry forum engagements
    • Represent Red Hat and Red Hat’s partnerships as a spokesperson and presenter at internal and external industry forums and open source community events
    • Coordinate with globally distributed partner-specific technical engagement associates in tandem with partner alliance teams
    • Develop executive relationships and alignment, coordinated tightly with Red Hat's product leadership, to ensure that the design-win pursuits fit with the overall Red Hat’s market, business strategy, and commercial models
    • Maximize overall sales results, including bookings with our network ecosystem partners and joint bookings with end-user accounts globally, performing towards mutually agreed account plans
    • Communicate progress, status, and lessons learned from sales pursuits to all internal stakeholders and customers as applicable
    • Demonstrate the ability to interpret technology and market trends as a foundation for roadmaps of offerings and technologies

    Required skills

    • 10+ years of experience in networking, telecommunications, and software industry, with a deep understanding of Red Hat’s platforms, open source, and customer issues that arise when delivering business and network transformation
    • 5+ years of experience with a large, or global technical account and a demonstrated excellence in delivering results against an aggressive growth plan
    • 5+ years of experience with partner and alliance management, with a focus on developing large strategic partners
    • Excellent verbal and written communication skills and the ability to work with diverse senior
    • executives and program owners
    • Highly collaborative work style with a proven ability to gather consensus and get support for
    • decisive and timely action
    • Advanced computer science or engineering degree with specialization in networking or communications industry; extensive engagement in open source communities and industry forums


    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.



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