Strategic Accounts Manager

Role Overview

• Translate Red Hat’s strategy into a relevant account-level strategy for each customer
• Deliver on the account strategy to increase performance and customer success in key accounts, retaining and growing ACV/ARR revenues through strategic account planning
• Apply knowledge of use cases and Red Hat’s strategic offering value proposition to identify and deliver opportunities to increase upsell, cross-sell renewals and net new footprints across the Red Hat portfolio while increasing presence and relationships within the accounts
• Coordinate solutions architects, specialist teams, Customer Success team, Red Hat Executives and industry experts to align Red Hat’s use cases to customer needs, guiding end-to-end sales to develop solutions that deliver business value
• Coordinate support from specialist solutions architects, sales solutions specialists, and industry experts to guide end-to-end sales and deliver customer value
• Cultivate relationships across customer organizations to position Red Hat as a key valued partner to their business
• Collaborate with the Customer Success and Red Hat Business Value teams to co-develop success and growth plans, understanding how the customer derives value from Red Hat’s solutions to support expansion and retention and ensure that Red Hat meets or exceeds the customer success criteria
• Engage ecosystem partners, where appropriate, to strengthen Red Hat’s customer-oriented value proposition.

Requirements

• Excellent leadership and communication skills with the ability to engage a diverse set of stakeholders in a matrixed organization and increase accountability within the account team
• Strategic orientation and value engineering skills to position and sell solutions to meet the customer needs and build business cases around return on investment (ROI) and total cost of ownership (TCO)
• Solid understanding of customer business, industry trends, competitive landscape, and Red Hat differentiators and value proposition
• Experience with strategic sales motions and executive relationship building and maintaining
• Ability to articulate the value of Red Hat’s solutions, and Red Hat’s differentiation in one-on-ones/many-many with key customer stakeholders
• Ability to cultivate long-term relationships and develop internal advocates across the customer organization, including IT and related business teams and roles
• Proven experience selling complex IT Business solutions to large organizations within the region and to multiple decision-makers
• Willingness to travel across the region as needed.

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!