Territory Services Manager

Red Hat, Inc.; Amsterdam; On-site; EUR 90,000 - 135,000; Full time

Job summary

Red Hat, Inc. in the Netherlands seeks a Territory Services Manager to represent Red Hat Services within customer account teams and drive service sales to support customer outcomes.

You will coordinate with delivery and sales teams, engage with partners, and develop proposals and pricing strategies to grow bookings and revenue across a defined territory. Excellent Dutch and English communication is essential.

Qualifications

• Customer-focused field services sales and delivery experience.
• Experience in consultative selling and professional services delivery.
• Experience presenting to and managing executive relationships with customers.
• Track record of overseeing multiple accounts and services sales cycles.
• Knowledge of Red Hat or competitive technologies and ability to engage stakeholders at different levels.

Responsibilities

• 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 grow Red Hat’s services in the market.
• Coordinate and help facilitate discovery sessions to capture customer goals, challenges, and opportunities.
• Lead Services team responses to customer requirements and guide internal business processes to gain approvals for proposals.
• Negotiate Services pricing, project costs, and terms; manage Services margins and ensure timely handover to Delivery teams.

Skills

Sales experience

Customer focus

Executive relationships

Team collaboration

Dutch & English fluency

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