Strategic Account Executive - Telco

Red Hat, Inc.; Sydney; Hybrid; AUD 180,000 - 300,000; Full time

Job summary

Red Hat, Inc. in Sydney seeks a Strategic Account Executive for Telco to own key carrier relationships, drive multi-year bookings, and grow ANZ revenue across the carrier segment.

You will lead account strategy, collaborate with Marketing, and coordinate with partners and internal teams to deliver compelling value propositions and secure long-term commitments. The ideal candidate brings 10+ years in technology sales, NFV/telecom software experience, and a proven record of achieving $10m+ annual

Qualifications

• Bachelor's degree in business or technical field; MBA is a plus.
• Proven track record selling carrier software solutions in telecom, NFV space preferred.
• Extensive experience building and managing strategic accounts and multi-year bookings.

Responsibilities

• Focus on assigned carrier accounts and manage pipeline to deliver multi-year bookings.
• Collaborate with Marketing to generate leads and accelerate mid-term growth.
• Develop account strategies with minimal supervision, prioritizing customer success and retention.
• Resolve moderately complex issues related to customer accounts and escalate as needed.
• Build senior stakeholder relationships to validate value and secure budget for decisions.
• Coordinate with partners and internal teams (Presales, Consulting, etc.) to deliver solutions.
• Own forecasting, pipeline tracking, and CRM data accuracy to drive growth.

Skills

leadership

telecom sales

account planning

stakeholder management

cloud/AI familiarity

Education

Bachelor's degree

MBA (preferred)

Tools

CRM software

Job description

## Strategic Account Executive - TelcoApply: Onsite: Sydney: Full time: Posted Today: R-058704The Red Hat Sales team is looking for **Strategic Account Executive** for Telco to join us in Sydney, Australia. In this role, you will represent Red Hat as the vendor of choice to the carrier telecommunications market in Australia, with a focus on Sydney. You'll own the customer relationship and increase the business to achieve quarterly and annual revenue and growth targets by establishing and closely monitoring every aspect of the sales process and ensuring sales targets are achieved. As an Account Manager, you will also identify various opportunities to develop Red Hat's carrier telecommunications business in ANZ and accelerate the adoption and success of our emerging products, including Red Hat Cloud Infrastructure, Red Hat Cloud Suite, Red Hat Enterprise Linux OpenStack Platform, and Red Hat OpenShift, Red Hat's Platform-as-a-Service (PaaS) product suite.What you will do:* Focus on an assigned set of accounts jointly agreed with direct manager managing pipeline and strategic initiatives to deliver multi year bookings results* Collaborate with Marketing in order to generate leads for mid-term business in the defined solutions areas* Manage and execute account strategies with minimal supervision, focusing on customer success and retention.* Resolve moderately complex issues related to customer accounts, escalating as needed.* Work directly with multiple business units inside the customer organization to understand pain points and develop value propositions that exceed those of our competitors* Develop Key stakeholder relationships who will validate our value proposition and commit budget for a decision in a specific time-line once the solution is validated via proof of concept, client reference visit, or other means as may be needed.* Coordinate directly with potential partners with whom we can collaborate to achieve the described goals, in collaboration with Red Hat ́s Ecosystem team when they cover the partners in consideration* Work internally with the rest of the Sales team, including Presales, Consulting, and other Red Hat teams as needed* Manage forecasts and pipeline, record sales activities and schedule follow-up activities as needed; and track customer data using the company-standard CRM tool to drive pipeline growth aligned to strategic account plans.* Collaborate internally with our Global Telco Vertical resources, in order to capture relevant (to the opportunity) experience from elsewhere, and also contribute our experience and knowledge from Asia Pacific (APAC)* Own account planning for assigned accounts, ensuring alignment with customer needs and business objectives.What you will bring:* 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, preferably with prior experience in the emerging Network Function Virtualization (NFV) space* Good understanding and sales experiences in areas like Cloud, Automation and AI.* 10+ years of solid leadership skills in a technology sales organization, with 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 increases in revenue* Excellent planning, financial, and analytical skills and proven ability to apply these 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 that meet expectations* Demonstrated ability to think creatively and design novel approaches that balance local customer needs with corporate guidelines and philosophies* Background in positioning and selling network and network services within the telecommunications marketplace* Ability to articulate and represent the vision and positioning of Red Hat and open source technology, and secure long-term customer commitments* Experience building and developing successful relationships within telecommunications carriers, service integrators (SIs), independent software vendors (ISVs), and partners