Consulting Services Account Specialist

Red Hat; Texas; On-site; USD 172,000 - 275,000; Full time

Benefits offered by this job

Health insurance

401(k) match

Paid time off

Parental leave

Disability & leave

Job summary

Red Hat is seeking an experienced Consulting Services Account Specialist 3 to lead the delivery and resolution of complex services sales engagements, using independent judgment and creative solutions.

You will drive long-term services account strategies with account teams, mentor junior staff, and coordinate across internal functions to meet regional sales targets.

Qualifications

• 3+ years in Services Sales or 5+ years in Services Delivery with proven expansion of engagements.
• Demonstrated knowledge in solution development including consulting, training and support offerings.
• Comprehensive knowledge of budget cycles, procurement processes, and contract vehicles.

Responsibilities

• Strategically drive new business (Consulting, Training, TAM) with account teams and specialists.
• Target and cultivate executive-level relationships with customers.
• Develop winning proposals and Red Hat solutions with cross-functional teams.
• Generate new opportunities through existing relationships and events.
• Negotiate terms, pricing, and contracts through closure.
• Report revenue, forecast, pipeline, and status accurately and timely.
• Align with delivery and account teams to identify follow-on business.
• Support customers' adoption of Red Hat technology through orchestration of solutions solving business needs.

Skills

Services Sales

Services Delivery

Account management

Contract negotiation

Cross-functional collaboration

CRM familiarity

Tools

CRM systems

Job description

The Consulting Services Account Specialist 3 leads the delivery and resolution of varied and non-routine complex services sales engagements, exercising independent judgment and creative solutioning. This role will work with the account teams to drive comprehensive, long term, services account strategies. This role mentors junior team members, coordinates across internal Red Hat functions, and sets objectives aligned with regional sales targets.

What You Will Do

• Strategically drive new business (Consulting, Training, and Technical Account Managers (TAM)) in selected accounts in close synergy with the account teams, technical teams, and specialist teams
• Target and cultivate a professional relationship with the customer at the executive and practitioner/IT levels
• Work with cross-functional Sales and Services teams to develop winning proposals and Red Hat solutions
• Generate new opportunities through existing relationships, lead-generation, and presenting at marketing events
• Negotiate terms/pricing/contracts and advance them through closure
• Report key metrics (revenue and opportunity forecast, pipeline, opportunity status, challenges, and needs) accurately and in a timely manner
• Align with delivery and account teams to identify follow-on business from one delivery project to another
• Support customers successful adoption of Red Hat technology through orchestration of Red Hat solutions solving Customers business critical needs

What You Will Bring

• 3+ years of experiences in Services Sales or 5+ years of experience in Services Delivery with proven record of extending or expanding delivery engagements
• Demonstrated knowledge in solution development including consulting, training and support offerings
• Comprehensive knowledge of budget cycles, procurement processes, and contract vehicles
• Ability to articulate the business value of complex, technical concepts to business stakeholders
• Strong communication skills both internally and externally (primarily over the phone, video conferencing and in person)
• Proven track record of meeting and exceeding revenue and sales bookings targets
• Strong organizational skills, ability to work independently and manage multiple projects simultaneously
• Demonstrated experience in closing large, solution-oriented opportunities
• Demonstrated expertise in specialty, consultative, solution selling and business development skills to align the customer's needs with our solution to drive sales and close deals
• Familiarity with CRM systems with ability to input lead data regularly to enable results tracking
• Ability and willingness to travel (25-50%)

Note: This role may come into contact with confidential or sensitive customer information requiring special treatment in accordance with Red Hat policies and applicable privacy laws.

The salary range for this position is $172,020.00 - $275,360.00 (inclusive of base pay + target incentive compensation). Actual offer will be based on your qualifications.

Pay Transparency

Red Hat determines compensation based on several factors including but not limited to job location, experience, applicable skills and training, external market value, and internal pay equity. Annual salary is one component of Red Hat's compensation package. This position may also be eligible for bonus, commission, and/or equity. For positions with Remote-US locations, the actual salary range for the position may differ based on location but will be commensurate with job duties and relevant work experience.

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.

Benefits

• Comprehensive medical, dental, and vision coverage
• Flexible Spending Account - healthcare and dependent care
• Health Savings Account - high deductible medical plan
• Retirement 401(k) with employer match
• Paid time off and holidays
• Paid parental leave plans for all new parents
• Leave benefits including disability, paid family medical leave, and paid military leave
• Additional benefits including employee stock purchase plan, family planning reimbursement, tuition reimbursement, transportation expense account, employee assistance program, and more!

Note: These benefits are only applicable to full time, permanent associates at Red Hat located in the United States.

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.