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About the Role
Represent Red Hat as the vendor of choice to the carrier telecommunications market in Australia, focusing on Sydney. Own the customer relationship and drive business growth to achieve revenue targets by managing the sales process. Identify opportunities to develop Red Hat's carrier telecommunications business in ANZ and accelerate adoption of emerging products.
Responsibilities
- Focus on assigned accounts, managing pipeline and strategic initiatives to deliver multi-year bookings.
- Collaborate with Marketing to generate leads for mid-term business.
- Manage and execute account strategies with a focus on customer success and retention.
- Resolve customer account issues, escalating as needed.
- Work with internal customer business units to understand pain points and develop value propositions.
- Develop key stakeholder relationships to validate value propositions and secure budget.
- Coordinate with potential partners to achieve goals, in collaboration with Red Hat's Ecosystem team.
- Work internally with the Sales team, including Presales and Consulting.
- Manage forecasts and pipeline, record sales activities, and track customer data using CRM.
- Collaborate with Global Telco Vertical resources to share experience and knowledge.
- Own account planning for assigned accounts, ensuring alignment with customer needs.
Requirements
- Bachelor's degree in business administration, marketing, or a technical discipline; MBA is a plus.
- Solid understanding and experience in selling telecommunication carrier software solutions.
- Prior experience in the emerging Network Function Virtualization (NFV) space is preferred.
- Good understanding and sales experience in Cloud, Automation, and AI.
- 10+ years of solid leadership skills in a technology sales organization.
- Demonstrated success achieving sales targets and executing in direct and channel routes-to-market.
- Experience in software sales is a big plus.
- Successful record of delivering annual sales targets in excess of $10m.
- Proven experience developing sales organizations that consistently deliver double-digit year-over-year revenue increases.
- Excellent planning, financial, and analytical skills.
- Ability to apply skills to complex situations with competing priorities.
- Good customer orientation and presentation skills.
- Ability to partner with senior business leaders to understand needs and deliver solutions.
- Demonstrated ability to think creatively and design novel approaches.
- Background in positioning and selling network and network services within the telecommunications marketplace.
- Ability to articulate and represent Red Hat's vision and open source technology.
- Secure long-term customer commitments.
- Experience building and developing successful relationships within telecommunications carriers, SIs, ISVs, and partners.
Skills
- Sales
- Account Management
- Pipeline Management
- Strategic Planning
- Lead Generation
- Customer Success
- Customer Retention
- Value Proposition Development
- Stakeholder Management
- Partner Management
- Sales Forecasting
- CRM Tools
- Open Source Technology
- Cloud
- Automation
- AI
- Network Function Virtualization (NFV)
- Network Services
Location
- Sydney, Australia
Work Type
- Full-time
Experience Level
- 10+ years of leadership experience
- Experience in software sales
- Experience in telecommunications carrier software solutions
- Experience in NFV
- Experience in Cloud, Automation, and AI
- Experience delivering annual sales targets in excess of $10m
- Experience developing sales organizations with double-digit year-over-year revenue increases
- Experience building relationships with telecommunications carriers, SIs, ISVs, and partners
Education Level
- Bachelor's degree in business administration, marketing, or a technical discipline
- MBA is a plus
About the Company
- Red Hat is the world’s leading provider of enterprise open source software solutions.
- Uses a community-powered approach to deliver high-performing Linux, cloud, container, and Kubernetes technologies.
- Operates in 40+ countries.
- Associates work flexibly across various work environments.
- Encourages associates to bring their best ideas.
- Has an open and inclusive environment.
- Hires creative, passionate people ready to contribute ideas, solve complex problems, and make an impact.
Equal Opportunity
- Red Hat is proud to be an equal opportunity workplace and an affirmative action employer.
- Reviews applications for employment without regard to 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.
- Supports individuals with disabilities and provides reasonable accommodations to job applicants.