Strategic Account Manager - Public Sector (HMRC) - UK

The Red Hat Enterprise Sales team is looking for a Strategic Account Manager to join us in the Public Sector vertical, and in particular HMRC. You will be responsible for achieving revenue growth for the range of Red Hat’s solutions within a defined set of accounts for existing customers and will work with the extended team of solution architects, consulting and inside sales  

You’ll need to use or develop value propositions to engage at an appropriate level with customers and individuals, who may have limited understanding of the entire Red Hat propositions. As a Strategic Account Manager, you’ll need to develop, progress, and close opportunities to meet and exceed targets. You’ll also need to have the ability to coordinate a virtual team efficiently to achieve this goal.

What you will do:

• Generate pipeline by Identify customer’s objectives and initiatives and help them achieve their goals using Red Hat solutions

• Report the pipeline of opportunity within systems and accurately forecast revenue

• Use account planning, MEDDPIC and leadership skills to efficiently and effectively virtually manage and direct multiple Red Hat associates.  This includes, solutions architects, internal sales associates, technical support issues, professional services and overlay sales representatives

• Uncover customer business ambitions related to IT efficiency, data availability, cloud management, and modern application development and the challenges that they face in achieving them.

• Gain a good understanding of the Red Hat’s solutions and services to develop and position propositions that will help customers overcome their challenges

• Meet quantitative and qualitative performance expectations.  Including pipeline generation, quota attainment and building a virtual high performance team

• Set high standards for articulation and presentation of key messages and value proposition to C-level executives and vice presidents

• Oversee all aspects of the sale, from pricing negotiations through contract development to ensuring successful order fulfillment once the order has been received and processed

• Work with partner sales and services organizations as well as IT and lines of business executives within corporate environments

What you will bring:

• Proven record of direct selling of complex solutions to large organizations and multiple decision-makers in high-tech offerings and services

• Consistent sales record of performance and business development using well constructed plans to implement sales strategies

• Ability to develop relationships and credibility at enterprise architect, business development and C-level throughout organizations

• Experience securing customer meetings at the appropriate level to uncover or initiate customer projects and opportunities

• Ability to meet in-person at customer sites when necessary to perform a high level of face-to face customer meetings 

• Knowledge of and experience with operating system optimization, middleware (integration, application servers, caching, and business process and rules), hybrid cloud management, and modern approaches to application development using Platform-as-a-Service (PaaS)

• Experience managing indirect customer procurement and direct customer engagement model

• Ability to communicate with headquarters-based resources and associates to effectively resolve customer issues

• Demonstrated solid leadership and account planning skills

• Willingness to travel within the U.K.

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
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