Strategic Account Manager - Telco

Red-Hat; Sydney; On-site; AUD 180,000 - 280,000; Full time

Job summary

Red Hat is seeking a Strategic Account Manager for the Telco sector in Sydney to lead carrier software sales across ANZ. You will own and advance the customer relationship, drive long-term bookings, and push the adoption of Red Hat's open-source solutions such as Cloud Infrastructure, Cloud Suite, and OpenShift.

You will collaborate across marketing, presales, and ecosystems, manage forecasts, and develop strategic account plans with senior stakeholders to ensure budget allocation and successful

Qualifications

• Bachelor's degree required; MBA a plus.
• Proven track record selling carrier software solutions to Telco.
• Experience delivering multi-year sales plans and $10m+ targets.
• Strong understanding of Cloud, Automation and AI in enterprise environments.

Responsibilities

• Manage a portfolio of carrier accounts and drive multi-year bookings.
• Collaborate with Marketing to generate leads and accelerate pipeline.
• Develop account strategies with minimal supervision focusing on customer success.
• Build executive relationships and secure budget through value propositions.
• Coordinate with partners and internal teams to close deals and expand open-source solutions.

Skills

Carrier software sales

Cloud & AI

Leadership experience

Sales targets

Customer orientation

Presentation skills

Strategic planning

Partnership building

NFV experience

Education

Bachelor's degree in business

MBA

Tools

CRM tools

Job description

The Red Hat Sales team is looking for a Strategic Account Manager 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 resultsCollaborate with Marketing in order to generate leads for mid-term business in the defined solutions areasManage 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 competitorsDevelop 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 considerationWork internally with the rest of the Sales team, including Presales, Consulting, and other Red Hat teams as neededManage 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 plusSolid understanding and experience in selling telecommunication carrier software solutions, preferably with prior experience in the emerging Network Function Virtualization (NFV) spaceGood 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 plusSuccessful record of delivering annual sales targets in excess of $10mProven experience developing sales organizations that consistently deliver double digit year-over-year increases in revenueExcellent planning, financial, and analytical skills and proven ability to apply these skills to complex situations with competing prioritiesGood customer orientation and presentation skillsAbility to partner with senior business leaders to understand needs and deliver solutions that meet expectationsDemonstrated ability to think creatively and design novel approaches that balance local customer needs with corporate guidelines and philosophiesBackground in positioning and selling network and network services within the telecommunications marketplaceAbility to articulate and represent the vision and positioning of Red Hat and open source technology, and secure long-term customer commitmentsExperience building and developing successful relationships within telecommunications carriers, service integrators (SIs), independent software vendors (ISVs), and partnersAbout Red HatRed 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.Inclusion at Red HatRed 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.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.Red Hat does not seek or accept unsolicited resumes or CVs from recruitment agencies. 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