Job Description
Join the Red Hat Sales Team as a Sales Specialist in Melbourne, Australia! We are seeking a technically proficient professional who can bridge the gap between complex technical solutions and business goals. In this role, you will drive the sales of Red Hat Enterprise Linux software subscriptions and services to both prospective and current customers. Your ability to understand customer needs and challenges, and effectively align them with Red Hat Linux offerings, will be crucial. You will play a key role in generating sales opportunities through strategic demand‐generation efforts, collaborating closely with account teams to grow both new and existing customer accounts. If you are passionate about technology and have a knack for translating technical benefits into business value, we want to hear from you.
What you will do
* Own the development of new strategic sales opportunities.
* Lead critical customer presentations and sessions around business problems, Red Hat solutions, business value, competitive positioning and product capabilities and roadmaps.
* Maintain relevant and detailed knowledge about products in your domain (features, updates, success stories, etc.) and general knowledge of the Red Hat portfolio.
* Maintain knowledge and enable account teams on current Plays and Tactics in your domain (ISVs, use cases, solution blueprints, Red Hat Sales Plays, etc.).
* Advise on and speak to forecasts for appropriate products, services and training.
* Guide strategy based on deep knowledge of industry or speciality.
* Position right‐sized solutions (subs, services, partners) in the context of addressing the customer's challenges or problems in their environment.
* Drive growth beyond initial sale and deployment to scale and expand to other relevant products.
* Coordinate with other technical sellers on the delivery of the proposed business value/solution.
What you will bring
* 10+ years sales or delivery experience for an enterprise software, SaaS, cloud provider or consulting organization.
* 5+ years technology experience working in either a business‐focused Solution Architect, Technical Leader, Product Manager, Big Six Consultant, Specialist, App Dev delivery, start‐up AE, etc.) with the ability to translate product capabilities into business value.
* Possess a challenger mentality with demonstrated persuasiveness skills.
* Passion and curiosity about technology, the market and its future demonstrated by what you read, follow, subscribe to, listene to, etc.
* Strategic thinker who sees beyond selling an individual product to a single need, building long term customer relationships.
* Entrepreneurial spirit with a motivation to run your own business within the role.
* Highly effective orchestrator and collaborator with the ability to lead a cross‐functional team (internal and partner ecosystem) through a complex sales cycle.
* Compelling presenter of business and technical topics, capable of delivering demos for your domain.
* C‐Suite presence: charismatic, outgoing and able to own the room to connect, individually.
* Relevant experience in one or more of the following: territory, vertical and/or account selling.
* Experience with Hyperscalers and expertise in Cloud consumption models.
* Extensive knowledge of the Linux market, use cases, competitors and value.
* Solid understanding and a minimum of two years of hands‐on production experience with Red Hat Enterprise Linux and competitive Linux offerings.
* Prior experience with Linux administration and a solid understanding of the full life cycle of managing server operating systems at scale.
* Hands‐on administrative experience and understanding of the full life cycle of managing Linux, preferable RHEL, in a production environment.
* Ability to conceive and lead delivery of complete solutions (inclusive of ISVs) and orchestrate multi‐vendor cycles.
* Expert level knowledge of the principles and processes of open source technology.
* Execute on strategic plans developed to support product transitions and migrations, partnering with operations staff, developers, marketing, region and partner sales, both within and outside of Red Hat.
* Consult with PnT and Marketing for the build‐out of sales tactics and complementary enablement.
* Mentor broader technical sales organization to increase competitive advantage in the GTM's area.
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.
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