OpenShift Sales Specialist

Red Hat; Melbourne; On-site; AUD 120,000 - 180,000; Full time

Job summary

Red Hat in Melbourne seeks an OpenShift Sales Specialist to lead GTM initiatives for ANZ, aligning OpenShift and Application Services with sales, marketing, and ecosystem teams. You will evangelize Red Hat solutions, engage with executives and developers, and drive winning sales plays regionally.

You will collaborate with SI/cloud provider partners and internal teams to shape compelling value propositions, orchestrate account plans, and accelerate GTM execution based on OpenShift experiences and

Qualifications

• Computer Science or technical degree with MBA.
• 8+ years in software product sales or technical sales.
• Experience selling to system integrators or cloud vendors.
• Familiar with product management.
• Ability to demonstrate Red Hat solutions and cloud services.
• Ability to run customer workshops to identify requirements.
• Experience delivering business value discussions.
• Experience managing opportunities across sales stages.
• Executive presence with public speaking.
• Challenger Sales Model practitioner.

Responsibilities

• Consult on and enable OpenShift & Application Services GTM in ANZ.
• Act as local OpenShift BU representative and collaborate with sales to drive OpenShift & App Services.
• Educate customers and stakeholders on the value of Red Hat solutions.
• Lead in hyper-competitive sales situations for OpenShift.
• Plan and execute GTM with sales, ecosystem, marketing, enablement, CS, and SRE/CEE.
• Collaborate with BU and engineering to provide feedback and identify gaps.
• Build relationships with cloud providers, ISVs, and 3rd parties for joint GTM in territory.
• Interface with sales leadership for account planning and product GTM in territory.

Skills

Public speaking

Executive presence

Hunter mindset

Relationship management

Sales enablement

Education

Technical degree with MBA

Job description

The OpenShift Sales Specialist assumes a pivotal role in providing expert sales support for the seamless execution of Go-To-Market (GTM) strategies related to Red Hat OpenShift and Application Services in Melbourne . This role helps our customers make the most of their investment in Red Hat, giving them a competitive edge. The successful candidate must possess a unique blend of domain expertise, adept relationship management skills, and technical prowess to effectively bolster sales initiatives.

The ideal candidate will boast a track record of leadership in steering successful initiatives within enterprise settings, whether through direct sales, ownership as a product lead/technical expert, or engagement in consulting projects.

The role necessitates a diverse set of customer-facing skills, spanning interactions with application owners, platform engineers, developers, and department manager to C-suite executives.

Engaging in evangelism conversations and activities is a key requirement of this position.

A significant portion of the role involves developing GTM strategies aligned to Product Business Units objectives and providing leadership in the execution of winning sales plays in collaboration with the various team within RedHat (such as Sales team, marketing, Ecosystem etc..). Establishing and nurturing relationships with Key System Integrators (SI)/Regional SIs, Cloud Service Provider account teams, and key executives so as to drive GTM activities in alignment with RedHat Ecosystem team.

The foundational expertise of the candidate is instrumental in facilitating and expediting GTM execution drawn from experience in navigating the challenges of implementing OpenShift and Application Services products. This relatable, experiential knowledge enables this individual to propose credible RedHat solutions tailored to address customer challenges.

What you will do:

• Consult on and enable the successful execution of RedHat OpenShift & Application Services GTM in ANZ region.
• Be a local representative of the OpenShift Business Unit and collaborate with the sales team to drive the sales of OpenShift & Application Services products.
• Educate customers and stakeholders alike on the value of RedHat's solution
• Lead in hyper-competitive sales situations for RedHat OpenShift
• Plan and execute GTM plan in collaboration with sales, ecosystem, marketing, enablement, customer success, and SRE/CEE
• Work closely with the respective business unit and engineering teams by providing feedback and identifying gaps in the offering
• Build relationships with cloud providers, ISVs, and other 3rd parties for joint GTM in a specific territory
• Interface with sales leadership to support account planning and develop the product GTM plan for the assigned territory.

What you will bring:

• Computer Science or other technical degree w/ MBA
• Prior 8+ years in software product sales, technical sales, or similar role
• Performed sales role for system integrator or software vendor that is related to cloud solution, application development and middleware implementation.
• Familiar with product management
• Ability to facilitate demonstrations of RedHat solutions and products and cloud services unassisted
• Ability to conduct customer workshops to identify requirements and proposed relevant solution/products.
• Experience in delivering solution presentations and leading business value discussions.
• Experience in managing opportunities in various sales stages (discovery, validation, proposal, negotiate to closure).
• Executive presence with public speaking skills
• Expert Practitioner of the Challenger Sales Model
• Entrepreneurial or "sales hunter" mindset

About Red Hat

RedHat 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. RedHatters 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

RedHat'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 villa.