Territory Services Manager

Red Hat B.V.; Amsterdam; On-site; EUR 90,000 - 130,000; Full time

Job summary

Red Hat is seeking an experienced Territory Services Manager in the Netherlands to represent Red Hat Services within customer account teams, understanding business and technical needs, and developing solutions to support customer outcomes.

You will coordinate with delivery and sales teams, drive services opportunities, and manage the services margin while ensuring a seamless customer experience across the territory.

Qualifications

• Customer-focused field services sales and delivery experience.
• Ability to create and articulate value propositions with consultative selling.
• Experience presenting to and managing executive relationships with customers.
• Record of overseeing and managing multiple accounts, including services sales cycles.

Responsibilities

• Attend or host regular meetings with customers to build relationships in person or on-site.
• Analyze and strategize roadmaps within customers to grow Red Hat’s services in the market.
• Build relationships with account stakeholders to increase influence within accounts.
• Develop partner relationships to expand Red Hat’s services ecosystem.
• Grow bookings and revenue within assigned accounts through engagement.
• Participate in account planning and strategy reviews with the account team.
• Coordinate discovery sessions to capture goals, challenges, and opportunities.
• Collaborate with Sales, SSP, SA, GPS Architects and extended teams to solve problems.
• Lead services responses and guide approvals for service proposals.
• Negotiate services pricing, project costs, and terms; manage services margin.
• Ensure timely handover of projects to Services Delivery teams and participate in reviews.
• Identify complementary solutions with strategic partners and stakeholders.
• Provide revenue and booking forecasts for accounts, territories, and subregions.

Skills

Sales experience

Account management

Stakeholder management

Negotiation

Cross-functional teamwork

Dutch & English communication

Job description

The Red Hat Services team is looking for an experienced sales professional to join us as a Territory Services Manager in Netherlands. In this role, you will serve as a representative of Red Hat Services within customer account teams and work closely with a range of stakeholders to understand customer business and technical needs to develop and present solutions to support their goals. The Red Hat services team serves as the catalyst to customer success through understanding customer needs and offering consulting and training as a part of Red Hat’s solutions. The role develops solutions aligned to customer outcomes, coordinates with delivery and sales teams, and resolves moderately complex service sales issues within their scope of responsibility. You’ll play a critical role in ensuring a seamless customer experience. As a Territory Services Manager, you’ll report to a Regional Services Manager, you'll be responsible for an assigned region, market, or set of accounts. Successful applicants must reside in a country where Red Hat is registered to do business.

What you will do:

• Attend or host regular meetings with customers to build relationships in a professional and personal manner through on-site meetings and events
• Analyze, strategize, and assist in the development of roadmaps within customers to help grow and expand the presence of Red Hat’s services in the market
• Build relationships with account-level stakeholders to increase influence within accounts
• Develop partner relationships extending beyond existing customers to help develop a deeper community of Red Hat’s partners
• Develop relationships with key customer stakeholders to grow bookings and revenue within your accounts
• Actively participate in account planning and strategy sessions, and reviews with the wider the account team
• Coordinate and help facilitate discovery sessions to capture customer goals, challenges, and opportunities
• Help solve customer problems and work closely with Sales, Specialist Sales Professionals (SSP), Solutions Architects (SA) and Global Professional Services (GPS) Architects and other extended account team members
• Lead Services team responses to customer requirements and guide internal business process to gain necessary approvals for creating services proposals
• Negotiate Services pricing, project costs, and terms; responsible for Services margin
• Ensure timely and proper handover of projects to Services Delivery teams and participate in the delivery reviews and steering committees
• Work closely with strategic business partners and key stakeholders to identify complementary solutions and maximize ongoing customer value
• Provide accurate and consistent revenue and booking forecasts for assigned accounts, territories, and subregions on a weekly basis
• Document best practices in the sales and delivery process for re-use, and share with wider Europe, the Middle East and Africa (EMEA) and Global Services teams

What you will bring:

• Customer-focused field services sales and delivery experience
• Ability to create and articulate the value proposition, with experience in consultative selling and professional services delivery
• Experience presenting to and managing executive relationships with customers
• Record of successfully overseeing and managing multiple accounts, including services sales cycles
• Knowledge of Red Hat or competitive technologies to engage and build trust with customer stakeholders at different levels
• Understand customer's business impact as well as internal impact of projects from a financial, supportability, scalability, and repeatability point of view
• Experience in services selling and in developing Statements of Work (SoWs), responding to RFXs, and navigating complex commercial negotiations.
• Ability to lead and work in virtual and cross functional teams
• Excellent written and verbal communications skills in Dutch and English
• Willingness to travel within the territory and region for customer and internal meetings

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)

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. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract between Red Hat and the recruitment agency or party requesting payment of a fee. Red Hat supports individuals with disabilities and provides reasonable accommodations to job applicants. If you need assistance completing our online job application, email [e-mail]. General inquiries, such as those regarding the status of a job application, will not receive a reply.

We’re the world’s leading provider of enterprise open source solutions—including Linux, cloud, container, and Kubernetes. We deliver hardened solutions that make it easier for enterprises to work across platforms and environments, from the core datacenter to the network edge. At Red Hat, our commitment to open source extends beyond technology into virtually everything we do. We collaborate and share ideas, create inclusive communities, and welcome diverse perspectives from all Red Hatters, no matter their role. It’s what makes us who we are. Some of the most knowledgeable and passionate people in the technology industry work here. Whether we’re building software, championing our products, or training new associates, we’re collaborating openly to make a difference in the world of open source and beyond.