Territory Services Manager

Red Hat; Netherlands; On-site; EUR 90,000 - 150,000; Full time

Job summary

Red Hat is seeking a Territory Services Manager in the Netherlands to act as the services representative within customer account teams. You will work with a range of stakeholders to understand customer needs and develop solutions that drive success, coordinating with delivery and sales teams to resolve complex service sales issues.

You will build relationships with executives, manage multiple accounts, and lead cross-functional teams to deliver value.

Qualifications

• Customer-focused field services sales and delivery experience.
• Ability to articulate value proposition with consultative selling.
• Experience presenting to and managing executive relationships with customers.
• Record of overseeing multiple accounts, including services sales cycles.
• Knowledge of Open Source or related technologies to engage stakeholders.
• Understand business impact from financial, supportability, scalability and repeatability perspectives.

Responsibilities

• Attend or host regular meetings with customers to build relationships.
• Analyze and help develop roadmaps to expand Red Hat's services.
• Build relationships with account stakeholders to increase influence.
• Develop partner relationships to broaden the Red Hat partner community.
• Grow bookings and revenue within assigned accounts and territories.
• Lead responses to customer requirements and guide internal approvals for service proposals.

Skills

Customer-focused sales

Consultative selling

Executive stakeholder management

Multi-account management

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

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 st