• Territory Account Manager

    Location AU-Perth
    Posting date 2 months ago(2/11/2019 5:55 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 Sales team is looking for a Territory Account Manager to join us in Australia. In this role, you will lead sales activities involving our entire portfolio of offerings. You'll be responsible for uncovering new sales opportunities within your assigned territory in Western Australia. You will develop and maintain relationships with customers and channel partners to ensure that they have the knowledge and tools at their disposal to build a business based on Red Hat’s bookings. You’ll have an opportunity to sell our entire suite of offerings across Red Hat Enterprise Linux (RHEL), Red Hat Virtualization, Red Hat Middleware, Red Hat Services, and our cloud solutions. As a Territory Account Manager, you’ll need to be able to explain how open source delivers value to our customers and how we make it work in our critical environments. You'll identify, nurture, and close opportunities with customers, manage sales forecasts on a weekly basis against quarterly targets, and track customer data. You'll also work cooperatively with internal and external partners to improve business and create solutions that serve the best interests of both our customers and Red Hat. This is a great opportunity to participate in internal sales training and certification programs so that you can maintain a high knowledge and proficiency in Red Hat’ offerings and industry trends.

    Primary job responsibilities

    • Acquire new business by building and carrying out plans to meet assigned sales quotas
    • Manage renewals and cross-sell opportunities
    • Sell the company's offerings and services directly to end user customers and through channel partners, calling on prospective customers and identifying potential opportunities with partners
    • Create and guide account plans with internal channel sales account managers and relevant partners that accelerate Red Hat's multi-product strategies
    • Provide presentations and proposals to customers and partners
    • Manage forecasts, help partners close deals, and track customer opportunities using company-standard customer relationship management (CRM) tools

    Required skills

    • 5+ years of successful record in enterprise and solutions sales in the software industry; demonstrated success achieving or over-achieving your own quota
    • Good understanding of the complete sales cycle management from prospecting to closing Tenacity to not only identify, but also close new business
    • Ability to build executive relationships within your sales territory
    • Solid business insight; ability to understand the roles, processes, and functions of customer businesses and industries
    • Proven success working with and through partners to carry out sales strategies and achieve scalability in delivering Red Hat’s solutions
    • Good written and verbal communication skills, including giving presentations, proposal writing, executive summaries, meeting follow-ups, and next steps
    • Solid ability to learn and adapt to evolving customers and solutions

    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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