Sales Specialist 3

Red Hat, Inc.; United States; Remote; USD 212,000 - 349,000; Full time

Job summary

Red Hat is seeking an Automation Sales Specialist to drive software subscription sales of Ansible Automation Platform for North America Public Sector Naval agencies. You will create opportunities across new and existing accounts, engaging in demand generation with account teams and delivering business-value sessions and demos.

The role requires naval agency experience and deep knowledge of Red Hat offerings, with a focus on scalable, cross-functional programs.

Qualifications

• Experience selling to DoD and naval agencies.
• Ability to translate business value into solutions.
• Strong presentation and demo skills.
• Experience with MEDDPICC in sales processes.

Responsibilities

• Owns the development of new strategic sales opportunities.
• Leads customer presentations on business problems, Red Hat solutions and product capabilities.
• Maintains knowledge about products and the RH portfolio.
• Coordinates with account teams and Customer Success on value delivery and expansions.

Skills

Proactive prospecting

MEDDPICC framework

DoD sales

C-suite comms

Naval sales

Tools

Ansible

Job description

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.

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 probl