Territory Services Manager

Red Hat Professional Consulting, Inc. (f.k.a Planning Technologies, Inc.); Tysons (VA); On-site; USD 130,000 - 202,000; Full time

Benefits offered by this job

Comprehensive medical, dental, and vis

401(k) with employer match

Paid time off and holidays

Parental leave

Disability and family leave

Employee stock purchase plan

Job summary

Red Hat is seeking an Intelligence Community-focused Territory Services Manager to guide and deliver Services within the intelligence community, with both managerial and senior leadership responsibilities. You will collaborate with sales, partners, and customers to promote and develop services opportunities within Red Hat’s offerings.

You will lead end-to-end service contracts, negotiate MSAs/NDAs, and help shape roadmaps and capacity planning with senior leadership.

Qualifications

• Customer-focused intelligence community field services sales and delivery experience.
• Experience with sales cycles and providing services approach to sales teams and public sector customers.
• Experience presenting to and managing executive relationships with customers.
• Record of overseeing and managing multiple accounts, including services sales cycles.

Responsibilities

• Manage revenue and booking across assigned accounts, territories, or subregions.
• Manage margins at project, account, and subregional levels.
• Grow territory through partnerships with field sales, alliances, and partners.
• Meet YoY growth targets for the territory.
• Provide accurate revenue and booking forecasts weekly.

Skills

Intelligence community sales

Territory management

Executive relationships

Cross-functional collaboration

People leadership

Job description

About the role:

The Red Hat North America Public Sector (NAPS) Services team is looking for an Intelligence Community-focused Territory Services Manager to join us. In this role, you will guide and deliver Red Hat Services within the intelligence community space. You will have both manager and senior management responsibilities. As a Territory Services Manager, you will collaborate with the assigned sales team, our partners, and our customers to promote, scope, and develop services opportunities within the Red Hat portfolio of offerings. You’ll serve as an active senior leader within the Services team, guiding change at a regional and NA level. Successful applicants must reside in a state where Red Hat is registered to do business.

What you will do:

• Manage revenue and booking across all assigned accounts, territories, or subregions
• Manage and meet margin targets at project, account, and subregional levels
• Grow assigned territory through the development of internal business partnerships with the field sales team as well as alliance and partner programs
• Meet year-over-year (YoY) 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, nondisclosure agreements (NDAs), master services agreements (MSAs), and organizational conflict of interest (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 the presence of 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

What you will bring:

• Customer-focused intelligence community field services sales and delivery experience
• Experience with sales cycles and providing services approach to the sales teams and 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

The salary range for this position is $130,410.00 - $201,960.00 (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 supports individuals with disabilities and provides reasonable accommodations to job applicants.

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.

General inquiries, such as those regarding the status of a job application, will not receive a reply.