Sales Specialist 3

Red Hat, Inc.; California; Hybrid; USD 212,000 - 349,000; Full time

Job summary

Red Hat, Inc. is seeking an Automation Sales Specialist to drive software subscription sales of Red Hat Ansible Automation Platform to North America Public Sector Naval agencies.

You will develop strategic opportunities, present business value, and work with cross-functional teams to align solutions with customer needs. You will leverage MEDDPICC, demonstrate a challenger mindset, and navigate complex deals, including DoD contexts.

Qualifications

• Strong technology foundation with ability to translate business value.
• Proven track record of proactive prospecting and driving opportunities.
• Experience selling to the Department of Defense and defense agencies.
• Knowledge of buyer journey and mapping to sales process.
• Familiarity with MEDDPICC for qualification of opportunities.
• Demonstrated ability to present to C-suite and guide strategy.

Responsibilities

• Owns development of new strategic sales opportunities for Red Hat solutions.
• Leads customer presentations around business problems, value, and product capabilities.
• Maintains knowledge of Red Hat portfolio and relevant plays.
• Guides forecast discussions and strategic planning with account teams.
• Drives growth beyond initial sale to scale across related products.

Skills

Proactive prospecting

MEDDPICC framework

DoD sales experience

Business-value communication

Challenger selling

Cross-functional leadership

Tools

Ansible

Job description

## Sales Specialist 3Apply: Remote: Remote US VA: Remote US CA: Full time: Posted Today: R-060093**About the role:** The Red Hat Technical Sales team is looking for an Automation Sales Specialist to join us serving our North America Public Sector Naval agencies . In this role, you will be accountable for Red Hat Ansible Automation Platform software subscription sales and services to prospective and current accounts. You'll need to have the ability to understand customer needs and challenges and link them to a set of Red Hat Ansible offerings. Your tasks will include creating sales opportunities in both new and existing customer accounts through well-planned demand generation efforts with the account teams.The ideal candidate has past experience selling technology products into Naval agencies. **What you will do:*** Owns the development of new strategic sales opportunities.* Leads critical customer presentations/sessions around business problems, Red Hat solutions, business value, competitive positioning and product capabilities and roadmaps.* Maintains relevant and detailed knowledge about products in your domain (features, updates, success stories, etc.) and general knowledge of the RH portfolio.* Maintains knowledge and enables account teams on current \"Plays\" in your domain (ISVs, use cases, solution blueprints, Red Hat Sales Plays, etc.).* Advises on and speaks to forecasts for appropriate products, services and training.* Guides strategy based on deep knowledge of industry or specialty.* Positions right sized solutions (subs, services, partners) in the context of addressing the customer’s challenges or problems in their environment.* Drive growth beyond initial sale and deployment to scale and expansion to other relevant products.* Coordinate with Customer Success on the delivery of the proposed business value/solution. **What you will bring:*** Strong technology foundation (business-focused SA, Tech Leader, Prod Manager, Big 6 Consultant,Specialist, App Dev delivery, start-up AE) with ability to translate business value.* Proven track record of proactive prospecting* Highly competitive with \"No-Excuses\" accountability* Values of curiosity, authenticity and humility in helping our naval agencies reduce toil and increase efficiency and mission capabilities.* Strong understanding of the buyer journey and mapping it your sales process* Has successfully used the MEDDPICC framework to qualify opportunities and test champions* Proven experience in selling to Department of Defense* Challenger mentality with demonstrated persuasiveness.* Passion and curiosity about technology, the market, and its future demonstrated by what you read, follow, subscribe to, listen to, etc.* Strategic thinker who sees beyond selling an individual product to a single need.* Entrepreneurial and motivated to run your own business within the role. Prior startup experience is a plus.* Highly effective orchestrator and collaborator, able to lead a cross-functional team (internal and partner ecosystem) through a complex sales cycle.* Compelling presenter of business and technical topics, capable of delivering demos for your domain.* C-Suite presence: charismatic, outgoing and able to “own the room” to connect individually.* Relevant experience in one or more of the following: territory, vertical, account selling.* Automation technology experience with Ansible or comparable technology.* Experienced in key automation use cases (Infrastructure as Code, Ops as Code, security, network, etc.).* Conversant with ROI nuances and business-value arguments around high-degree automation and autonomous operations.* Experience with technology offerings and economics of cloud computing.* Knowledge of the principles and processes of open source technology. The salary range for this position is $211,650.00 - $349,250.00 (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.