Strategic Telco Account Manager — Open Source Cloud Growth

Red Hat Asia-Pacific PTY. LTD.; Sydney; On-site; AUD 180,000 - 240,000; Full time

Job summary

Red Hat Asia-Pacific PTY. LTD. in Melbourne seeks a Strategic Account Manager for Telco to own key telecom carrier relationships in Australia.

You will drive multi-year bookings, align with customer objectives, and collaborate with Red Hat teams to accelerate adoption of Red Hat Cloud Infrastructure, Cloud Suite, and OpenShift. Lead account strategies, generate mid-term to long-term opportunities, and partner with APAC and ecosystem teams to secure budgets and commitments.

Qualifications

• 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 NFV.
• Good understanding and sales experiences in Cloud, Automation and AI.
• 10+ years of leadership in a technology sales organization with direct and channel routes to market.
• Proven record of exceeding annual sales targets (> $10m).
• Experience building relationships with carriers, SIs, ISVs and partners.

Responsibilities

• Focus on assigned accounts with pipeline and multi-year bookings
• Collaborate with Marketing to generate leads in defined solution areas.
• Manage account strategies with minimal supervision, focusing on customer success.
• Resolve moderately complex issues related to customer accounts.
• Work with multiple internal units to understand pain points and develop value propositions.
• Develop stakeholder relationships to validate value proposition and secure budget.
• Coordinate with potential partners via Red Hat Ecosystem team.
• Work with Sales, Presales, Consulting and other teams as needed.
• Manage forecasts and CRM-driven pipeline growth.
• Share expertise with Global Telco Vertical and APAC regions.
• Own account planning to align with customer needs.

Skills

Account management

Pipeline management

Carrier software sales

NFV experience

Cloud

Automation

AI familiarity

Senior leadership

Sales targets >$10m

Education

Bachelor's degree in business/technical field

MBA (plus)

Job description

Red Hat Asia-Pacific PTY. LTD. in Melbourne seeks a Strategic Account Manager for Telco to own key telecom carrier relationships in Australia.

You will drive multi-year bookings, align with customer objectives, and collaborate with Red Hat teams to accelerate adoption of Red Hat Cloud Infrastructure, Cloud Suite, and OpenShift. Lead account strategies, generate mid-term to long-term opportunities, and partner with APAC and ecosystem teams to secure budgets and commitments.