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About the job:
The Red Hat Sales team is looking for a Commercial Account Executive to join us in Dubai, United Arab Emirates (UAE). In this role, you will handle relationships with our commercial accounts within several verticals, helping our customers make business and IT transformations using our services and solutions through engaging with our partner ecosystem. You’ll build new commercial relationships and expand and improve the business with existing customers. As a Commercial Account Executive, you will also gain understanding of customer processes, needs, and challenges, promoting the value of Red Hat’s solutions and how they can address customer needs.
What you will do:
- Be accountable for carrying out Red Hat’s sales strategy and managing performance and customer success in assigned set of accounts, retaining and growing bookings through partners
- Apply knowledge of use cases and strategic offering value proposition to win new business and identify and act upon opportunities to motivate upsell, cross-sell, and renewals across Red Hat’s portfolio, deepening relationships with the accounts
- Cooperate with partner sales executive to motivate partner-centric customer engagement, aligning Red Hat’s use cases to customer needs and developing solutions with partners that deliver business value
- Provide customer continuity and account expertise to sales pod for accounts, guiding sales performance, and positioning Red Hat as a key partner
- Collaborate with pod team to achieve success together within the territory
- Collaborate with partners and Customer Success team to understand how customer derives value from Red Hat’s solutions, support expansion and retention, and ensure that customer meets success criteria outlined in the value and success plan
- Request support from inside sales representatives to help engage specialist solutions architects, sales solutions specialists, industry experts, and other specialists to manage end-to-end sales and deliver customer value as needed
What you will bring:
- Excellent leadership and communication skills with the ability to engage a diverse set of stakeholders in a matrixed organization
- Understanding of ecosystem landscape and how to engage with partners to create a “better together” value proposition for customers
- Strategic orientation and value engineering skills to position and sell solutions to 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
- Ability to articulate the hybrid cloud story, the value of Red Hat’s solutions, and Red Hat’s differentiation with key customer stakeholders and partners
- Record of delivering effective and engaging presentations to a variety of audiences
- Ability to cultivate long-term relationships and develop internal advocates across customer organization, including IT and business teams
- Proven experience selling complex IT solutions to large organizations and multiple decision makers by engaging the partner ecosystem
- Willingness to travel across the region, following Red Hat’s COVID-19 guidelines
- Excellent communication skills in English
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About Red Hat:
Red Hat is the world’s leading provider of enterprise open source software solutions, using a community-powered approach to deliver reliable and high-performing Linux, hybrid cloud, container, and Kubernetes technologies. Red Hat helps customers integrate new and existing IT applications, develop cloud-native applications, standardize on our industry-leading operating system, and automate, secure, and manage complex environments. Award-winning support, training, and consulting services make Red Hat a trusted adviser to the Fortune 500. As a strategic partner to cloud providers, system integrators, application vendors, customers, and open source communities, Red Hat can help organizations prepare for the digital future.
