Consulting Services Sales Specialist in Melbourne, Australia

Job Description

The Red Hat Global Professional Services team is looking for a Consulting Services Account Specialist to join us in Wellington, NZ. In this role, you will participate in strategic account planning sessions, territory reviews, and deal-specific account calls to identify how Red Hat can increase large journey based solution wins and help customers achieve their business and technology transformation objectives. You’ll need a good foundation of technical knowledge, understanding of and ability to articulate enterprise transformation and solution journeys, with expertise in project and scope management.

As a Consulting Services Account Specialist, you will create forecasts and plans for your region’s consulting sales in close collaboration with the services and sales management in the territory or region. You’ll develop a Consulting Services business pipeline for large, journey based solutions deals and jointly manage sales cycles to closure in collaboration with sales and presales. You’ll seek out new opportunities with existing customers to land, guide adoption of, and expand Red Hat solutions and services in these accounts.

What you will do:

• Manage and construct technology sales, coordinate services team responses, and create proposals for customers.

• Work closely with the Account Managers, Solution Architects, Systems Integrators, partners to maximize project value.

• Conduct and/or coordinate Discovery Sessions working with pre-sales architects and consultants in some situations.

• Construct technology journey and high level project approach.

• Negotiate rates, project costs, terms, and statements of work in collaboration with the Regional Services Manager and/or Service Delivery Managers.

• Provide booking forecasts.

• Ensure that appropriate delivery resources are involved in validating scope of engagements with your local Services Delivery Manager.

• Participate in account strategy sessions for target Services accounts.

• Meet or exceed assigned targets including Sales, Revenue and Margin

What you will bring:

• 8-10- years of enterprise technology solutions sales experience with 4-5 years in a senior level role selling to CxO level; these could be obtained in customer-facing position as a professional services architect, enterprise architect, or consultant or in a related sales position

• Experience with a professional services organization and an understanding of a variety of consulting delivery models

• Preference for background in the financial sector, utilities, public sector and/or any major Enterprise environment

• Familiarity with enterprise architecture, cloud technologies, application development, and infrastructure

• Thorough experience selling services strategies and developing proposals, contracts, close plans, and statements of work for professional services

• Ideal candidate will have project management experience

• Excellent cross-functional communication skills, consultative selling and presentation skills

• Industry transformation vision and the ability to explain technical topics

• Established sustainable network of customer relationships

About Red Hat

Red Hat (https://www.redhat.com/) is the world’s leading provider of enterprise open source (https://www.redhat.com/en/about/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.

Diversity, Equity & 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 diverse 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 of diversity 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.

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