Job Summary

The Red Hat Sales team is looking for an Enterprise Sales Leader to join us in the Japan region. In this role, you will be responsible for leading revenue generating activities and overall organizational performance, with a focus on overachieving on Annual Contract Value (ACV) and Annual Recurring Revenue (ARR) targets for the region. You will be a results-oriented leader with a solid customer, partner, and revenue-oriented mindset with solid presentation skills. You should be comfortable leading a team in a matrixed organization.  As a Japan Enterprise Sales Leader, you will manage your local customer and partner needs while operating within Red Hat's globally defined enterprise go-to-market (GTM) strategy and operating model. You will be responsible for ensuring smooth and predictable sales delivery in their region, while meeting or exceeding targets. You will have a key role in supporting the acceleration of Red Hat as a diverse, inclusive, and customer-centric world-class leader in open source innovation. You should have inspirational skills and be capable of contributing to the overall company strategy. You will report directly to the Japan general manager (GM) while also reporting to the Asia Pacific (APAC) enterprise sales segment leader. You will reside and work in the Japan region.

Primary Job Responsibilities

• Own achievement of enterprise ACV and ARR targets through coordinated enterprise and partner sales motions to ensure that sales and revenue goals for the region are met  

• Facilitate and attend executive meetings with key customers to enable the Enterprise team to build relationships, supporting the close of critical deals as needed 

• Manage account planning, pipeline development and forecasting accuracy to maintain solid revenue growth 

• Guide and use end-to-end co-sell partner engagement to maximize leads, opportunities, and joint revenue potential

• Co-create and deliver high-value sales plays to guide the Red Hat strategy and offerings including existing and emerging offerings 

• Guide the adoption of Red Hat’s offerings to all Enterprise customers to ensure high customer value, renewal rates, and new offerings. 

• Ensure high customer satisfaction and success by collaborating with the Customer Success team and adoption initiatives 

• Champion for the experience of customers and partners within the region 

• Recruit, develop, and retain world class leadership and talent at all levels of the enterprise organization 

• Ensure that top skills and enablement are available to deliver the most knowledgeable and competitive field organization in the industry 

• Proactively partner to use skills, offerings, inspiration, and reach in the Red Hat ecosystem community 

• Maximize customer engagement by designing territories and allocating resources optimally 

• Develop, motivate, and lead a sales organization that operates with the confidence and understanding of the market to move decisively and take advantage of emerging opportunities 

• Collaborate with global segments and functional leads to guide Red Hat's GTM strategy and approach 

• Allocate regional-level enterprise budget and targets as assigned by global segment and function leaders 

• Align account segmentation to criteria developed by enterprise leaders with the ability to stretch the assignments within predefined limits based on the region's needs 

• Align field resources with accounts and supported partners based on defined segment coverage blueprints 

• Maintain a high-performing regional management system, implementing globally consistent operational and financial key performance indicators and holding associates accountable for the results 

• Serve as the point of escalation for all enterprise account approvals and conflicts within the region including pricing approvals and prioritization of resource allocation to accounts 

• Have a key role in career, community, and culture for enterprise associates to avoid isolation and proliferation of the Red Hat culture 

• Collaborate with regional and global segment and function leadership to ensure that Red Hat associates affiliate both locally and within their team to maintain Red Hat's standards of performance and excellence

Required Skills

• 10+ years of experience selling software or service infrastructure solutions to large enterprise organizations  

• Minimum of 7 years experience leading a sales team 

• Exceptional business acumen, analytical and problem-solving skills, and ability to apply a tactical and quantitative approach 

• Record of building and leading high-performing, geographically distributed teams with multiple tasks 

• Proven ability to perform in a consultative manner and foster trust and cooperation with colleagues and stakeholders 

• Experience leading sales in an organization where the solution set requires a solid understanding of the broader technology ecosystem and the complexity of effective architecture and integration of solutions 

• Technical ability to understand Red Hat's solution portfolio and help shape solutions strategy and development 

• Demonstrated ability to surpass goals, seize opportunities, define new opportunities to serve customers through partners, and deliver results 

• Demonstrated ability to deliver the sales strategy and value proposition for enterprise organizations within their respective region, ensuring alignment with broader organizational and product strategies 

• Ability to challenge assumptions and conventional wisdom with specific, supported, and reasoned proposals and lead the organization forward to new ways, new operating models, and improved customer engagement 

• Demonstrated ability to lead an organization by engaging, developing, and motivating team members 

• Solid communication skills used to articulate long-term direction and collaborate with the team on how to reach it 

• Demonstrated ability to hold oneself and associates accountable for commitments, providing clarity and outlining clear and shared expectations for success 

• Ability to raise the level of overall organizational performance and capability through mentorship, professional development, and comprehensive skills enhancement

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.

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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