Intelligence Community Territory Services Lead

Red Hat, Inc.; Raleigh, Northern (NC, KY); Hybrid; USD 130,000 - 202,000; Full time

Benefits offered by this job

Medical, dental, and vision coverage

401(k) with employer match

Paid time off and holidays

Parental leave plans

Employee stock purchase plan

Remote-friendly environment

Job summary

Red Hat, Inc. is seeking a Territory Services Manager to lead intelligence community focused services across NA, collaborating with sales, partners, and customers to grow Red Hat’s services portfolio.

The role involves managing revenue, margins, forecasting, and end-to-end service contracts, with opportunities for leadership at regional and national levels. Requires active clearance or ability to obtain one.

Qualifications

• Customer-focused intelligence community field services experience.
• Experience with sales cycles and providing services approach to public sector customers.
• Experience presenting to and managing executive relationships with customers.
• Record of successfully overseeing and managing multiple accounts, including services sales cycles.
• Understanding of Red Hat's offerings and solutions.
• Experience managing large and complex teams, including a background in clearance processes and requirements.
• Expert-level presentation skills proven through presentations at conferences or customer meetings.
• Experience with cross-functional collaboration within a software company or equivalent.
• Experience with people management responsibilities.
• Experience managing large customer programs, solutions, or territories.
• An active clearance or the ability to obtain one.

Responsibilities

• Manage revenue and booking across all assigned accounts, territories, or subregions.
• Grow assigned territory through internal partnerships with the field sales team as well as alliance and partner programs.
• Meet year-over-year growth targets for the assigned territory.
• Provide accurate and consistent revenue and booking forecasts for assigned accounts, territories, and subregions on a weekly basis.
• Navigate and proactively own escalation procedures to bring issues to a close.
• Be responsible for the end-to-end development and implementation of applicable services contracts.
• Be responsible for the negotiation and input on teaming agreements, NDAs, MSAs, and OCI documents.
• Provide sales and scoping support to assigned customers, increasing Red Hat Consulting revenue.
• 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 Red Hat’s services in the market.
• Build relationships with account-level partners to increase influence within accounts.
• Develop partner relationships extending beyond existing customers to help develop a deeper community of Red Hat’s partners.
• Contribute to the interviewing process through phone and in-person interviews.
• Contribute to the screening of subcontractor associates for applicable accounts.
• Collaborate with the Talent Acquisition (TA) and Resource Management Office teams on hiring needs within assigned accounts.
• Collaborate with the TA team on planning and realizing hiring events.
• Work with the senior manager, director, and vice president levels on quarter-over-quarter (QoQ) capacity and hiring plans.

Skills

Intelligence community

Sales cycles

Executive relationships

Account management

Team leadership

Partner programs

Revenue management

Margin targets

Cross-functional

Clearance process

Job description

Red Hat, Inc. is seeking a Territory Services Manager to lead intelligence community focused services across NA, collaborating with sales, partners, and customers to grow Red Hat’s services portfolio.

The role involves managing revenue, margins, forecasting, and end-to-end service contracts, with opportunities for leadership at regional and national levels. Requires active clearance or ability to obtain one.