Job summary
The Red Hat Global Professional Services team is looking for a Consulting Services Account Specialist to join us in Canberra, Australia. In this role, you will participate in strategic account planning sessions, territory reviews, and deal-specific account calls to identify how Red Hat can increase large journey based solution wins and help customers achieve their business and technology transformation objectives. You'll need a good foundation of technical knowledge, understanding of and ability to articulate enterprise transformation and solution journeys, with expertise in project and scope management.
As a Consulting Services Account Specialist, you will create forecasts and plans for your region's consulting sales in close collaboration with the services and sales management in the territory or region. You’ll develop a Consulting Services business pipeline for large, journey based solutions deals and jointly manage sales cycles to closure in collaboration with sales and presales. You’ll seek out new opportunities with existing customers to land, guide adoption of, and expand Red Hat solutions and services in these accounts.
Roles & Responsibilities
Manage and construct technology and services sales, coordinate services team responses, and create proposals for customers
Work closely with the account managers, solutions architects, consulting and service delivery managers, and global system integrator (GSI) and system integrator (SI) partners to maximize project value
Engage enterprise leaders (CxO) to understand business problems and priorities
Articulate Red Hat capability, experience, and offerings to support enterprise transformation
Provide expertise and vision and a point of view to inspire enterprise strategy
Conduct or coordinate discovery sessions working with presales architects and consultants as needed
Construct technology journey and high level project approach
Negotiate rates, project costs, terms, and statements of work in collaboration with the regional services manager or service delivery managers
Provide sales booking forecasts
Ensure that appropriate delivery resources are involved in validating scope of engagements with your local services delivery manager
Participate in account strategy sessions for target services accounts
Meet or exceed assigned targets including sales, revenue, and margin
Requirements:
8-10- years of enterprise technology solutions sales experience with 4-5 years in a senior level role selling to CxO level; these could be obtained in customer-facing position as a professional services architect, enterprise architect, or consultant or in a related sales position
5 years or more experience with a professional services organization and an understanding of a variety of consulting delivery models
Preference for background in the financial sector, utilities, public sector and/or any major Enterprise environment
Familiarity with enterprise architecture, cloud technologies, application development, and infrastructure
Thorough experience selling services strategies and developing proposals, contracts, close plans, and statements of work for professional services
Ideal candidate will have project management experience
Excellent cross-functional communication skills, consultative selling and presentation skills
Industry transformation vision and the ability to explain technical topics
Established sustainable network of customer relationships
About Red Hat
Red Hat is the world’s leading provider of enterprise open source software solutions, using a community-powered approach to deliver high-performing Linux, cloud, container, and Kubernetes technologies. Spread across 40+ countries, our associates work flexibly across work environments, from in-office, to office-flex, to fully remote, depending on the requirements of their role. Red Hatters are encouraged to bring their best ideas, no matter their title or tenure. We're a leader in open source because of our open and inclusive environment. We hire creative, passionate people ready to contribute their ideas, help solve complex problems, and make an impact.
Inclusion at Red Hat
Red Hat’s culture is built on the open source principles of transparency, collaboration, and inclusion, where the best ideas can come from anywhere and anyone. When this is realized, it empowers people from different backgrounds, perspectives, and experiences to come together to share ideas, challenge the status quo, and drive innovation. Our aspiration is that everyone experiences this culture with equal opportunity and access, and that all voices are not only heard but also celebrated. We hope you will join our celebration, and we welcome and encourage applicants from all the beautiful dimensions that compose our global village.
Equal Opportunity Policy (EEO)
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.