Strategic Account manager

Overview

Own and grow Red Hat's sales within a portfolio of Enterprise accounts in India, helping customers and partners make business and IT transformations with Red Hat services and solutions.

What you'll do

• Translate Red Hat's sales strategy into a relevant account-level strategy for each customer.
• Deliver on the account strategy to manage performance and customer success in key accounts, retaining and growing bookings through strategic account planning.
• Apply knowledge of use cases and Red Hat's key offering value proposition to identify and act upon opportunities for upsell, cross-sell and renewals across the Red Hat portfolio while deepening penetration within accounts.
• Orchestrate solution architects, specialist teams, Customer Success team and industry experts to align Red Hat's use cases to client needs, managing end-to-end sales to develop solutions that deliver business value.
• Coordinate support from specialist solutions architects, sales solutions specialists and industry experts to manage end-to-end sales and deliver customer value.
• Cultivate relationships across customer organizations to position Red Hat as a key partner to their business.
• Collaborate with the Customer Success team 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 Red Hat meets or exceeds customer success criteria.
• Engage partners where appropriate to strengthen Red Hat's customer value proposition.

What you'll need

• Excellent leadership and communication skills with the ability to engage a diverse set of stakeholders in a matrixed organization and guide accountability within the account team.
• Strategic orientation and value engineering skills to position and sell solutions to meet customer needs and build business cases around return on investment (ROI) and total cost of ownership (TCO).
• Solid understanding of FSI 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 in one-on-ones with key customer stakeholders.
• Ability to cultivate long-term relationships and develop internal advocates across the customer organization, including IT and related business functions.
• Proven experience selling complex IT solutions to large organizations within the region and to multiple decision makers.

Details

• Location: Mumbai, India.