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About the Role
Drives the commercial success of the Red Hat AI portfolio within the Australia & New Zealand markets, helping enterprises bridge the "AI Gap" and move from experimentation to scalable, production-grade reality. Positions Red Hat's platform as the unified foundation for the hybrid cloud, enabling customers to deploy and manage AI workloads with security, transparency, and efficiency.
Responsibilities
- Owns the technical close and orchestrates the sales strategy, aligning technical architecture resources, partner ecosystems, and account teams to lead high-stakes, multi-million dollar AI subscription and services wins.
- Acts as a commercial catalyst, providing unique insights that challenge proprietary lock-in and leading the narrative on Digital Sovereignty.
- Translates complex AI infrastructure into a 'Business Value' narrative, demonstrating how Red Hat AI reduces Total Cost of Ownership (TCO) and optimizes hardware utilization.
- Defines the AI-specific strategy within the Global Account Plan, positioning Red Hat as the platform of choice for the customer’s long-term AI roadmap.
- Leverages technical depth to sell the value proposition of the Red Hat AI stack, including Red Hat AI Enterprise, Red Hat AI Inference Server, Open Hybrid Cloud AI, and Agentic AI & Orchestration.
- Demonstrates high autonomy and a proactive approach to pipeline generation and deal closure.
- Leads critical presentations for both technical decision-makers and C-level executives, simplifying complex AI concepts into strategic business outcomes.
- Leads cross-functional teams (including Marketing, Product Engineering, and Partners) to win in a competitive landscape.
- Actively influences Go-to-Market (GTM) strategy by providing a 'voice of the customer' feedback loop to Product Management.
- Holds internal account partners accountable for opportunity quality while providing subject matter expertise to drive deal velocity.
Requirements
- Extensive experience in professional technical sales or solution architecture, specifically in AI, Cloud, Kubernetes and High-Performance Computing.
- Demonstrated success in managing long-term, complex sales cycles with multiple technical and financial gatekeepers.
- Deep understanding of the AI/ML lifecycle, from data preparation to distributed inference and model monitoring.
- A passion for selling the benefits of open standards, community-driven innovation, and software transparency.
- 15+ years of experience in technical solution selling across both Australia and New Zealand markets.
- Requires residence in Sydney or Melbourne with appropriate right-to-work within Australia.
- Requires a willingness and ability to travel extensively throughout Australia and New Zealand for key customer meetings, architecture workshops, and industry events.
Skills
- AI
- Cloud
- Kubernetes
- High-Performance Computing
- AI/ML lifecycle
- Technical Sales
- Solution Architecture
- Sales Strategy
- Partner Ecosystems
- Digital Sovereignty
- Open Source
- Go-to-Market Strategy
- Stakeholder Management
Location
- Sydney
- Melbourne
Work Type
- Full-time
- Onsite
Experience Level
- 15+ years
About the Company
- 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.
Equal Opportunity
- 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.
- 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 supports individuals with disabilities and provides reasonable accommodations to job applicants.