Strategic Account manager

Red Hat; Mumbai City; Hybrid; INR 1,800,000 - 3,000,000; Full time

Job summary

Red Hat is seeking a Strategic Account Manager in India to retain and grow sales within Enterprise accounts, translating strategy into account plans and guiding upsell, cross-sell, and renewals across the portfolio. You will coordinate with solution architects, Customer Success, and partners to align use cases with client needs and deliver measurable business value.

Build strong relationships across client organizations, articulate the hybrid cloud value, and drive long-term growth for Red Hat

Qualifications

• Demonstrated ability to engage diverse stakeholders in a matrixed org.
• Strong strategic and value-focused selling skills.
• Solid understanding of FSI trends, competitors, and Red Hat differentiators.
• Ability to articulate hybrid cloud value and Red Hat benefits.
• Proven track record selling complex IT solutions to large orgs in the region.

Responsibilities

• Translate sales strategy into account-level plans for each customer.
• Deliver on account strategy to retain and grow bookings.
• Identify upsell, cross-sell, and renewals opportunities across portfolio.
• Coordinate architects, Customer Success, and industry experts to align use cases.
• Manage end-to-end sales to deliver business value for clients.
• Build relationships across customer orgs to position Red Hat as a key partner.
• Collaborate with Customer Success to develop growth plans and retention.
• Engage partners when appropriate to strengthen value proposition.

Skills

Leadership

Communication

Strategic thinking

Value engineering

Relationship building

Enterprise sales

Job description

About the Job:

The Red Hat Enterprise Sales team is looking for an Strategic Account Manager to join us in India. In this role, you will be responsible for retaining and growing sales within Enterprise accounts, helping our customers and partners make business and IT transformations using Red Hat services and solutions. As an Strategic Account Manager, you will gain an understanding of our customers processes, needs, and challenges, promoting the value of Red Hat’s solutions and how they can deliver value to the customer.

What you will do:

• Translate Red Hat’s sales strategy into a relevant account-level strategy for each customer


• Deliver on the account strategy to manage performance and customer success in key accounts, retaining and growing bookings through strategic account planning


• Apply knowledge of use cases and Red Hat’s key offering value proposition to identify and act upon opportunities to guide upsell, cross-sell, and renewals across the Red Hat portfolio while deepening penetration within accounts


• Orchestrate solution architects, specialist teams, Customer Success team, and industry experts to align Red Hat’s use cases to client needs, managing end to end sales to develop solutions that deliver business value


• Coordinate support from specialist solutions architects, sales solutions specialists, and industry experts to manage end to end sales and deliver customer value


• Cultivate relationships across customer organizations to position Red Hat as a key partner to their business


• Collaborate with the Customer Success team to co-develop success and growth plans, understanding how the customer derives value from Red Hat’s solutions to support expansion and retention and ensure that Red Hat meets or exceeds the customer success criteria


• Engage partners where appropriate to strengthen Red Hat’s customer value proposition

What you will bring:

• Excellent leadership and communication skills with the ability to engage a diverse set of stakeholders in a matrixed organization and guide accountability within the account team


• Strategic orientation and value engineering skills to position and sell solutions to meet the customer needs and build business cases around return on investment (ROI) and total cost of ownership (TCO)


• Solid understanding of FSI business, industry trends, competitive landscape, and Red Hat differentiators and value proposition


• Ability to articulate the hybrid cloud story, the value of Red Hat’s solutions, and Red Hat’s differentiation in one-on-ones with key customer stakeholders


• Ability to cultivate long-term relationships and develop internal advocates across the customer organization, including IT and related business functions


• Proven experience selling complex IT solutions to large organizations within the region and to multiple decision makers

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About Red Hat

Red 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 Hat

Red 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)

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