About the Job

The Red Hat Sales team is looking for a result-driven Enterprise Account Executive to join us in Mumbai, India. In this role, you will be responsible for developing, maintaining and growing strong business relationships within assigned Enterprise Manufacturing/Conglomerate accounts with primary focus of generating revenue as per the sales quota, helping our strategic customers achieve their business and IT transformations goals using Red Hat’s Products  and Services. As an Enterprise Account Executive, you will gain an understanding of the customer processes, needs, and challenges while promoting the value of Red Hat’s solutions and how they can deliver value to the customer.

What will you do

• Regularly engage with clients to understand their evolving needs and provide solutions that align with their business objectives.

• Translate Red Hat’s sales strategy into a relevant account-level strategy for each customer.

• Collaborate with internal and external teams and lead customer engagements to deliver on the account strategy to increase performance and customer success in key accounts, retaining and growing bookings through strategic account planning to deliver business value to customers.

• Serve as the primary point of contact for clients, addressing inquiries, concerns, and issues in a timely and professional manner.

• Apply knowledge of use cases and Red Hat’s strategic offering value proposition to identify and deliver opportunities to increase upsell, cross-sell, and renewals across the Red Hat portfolio while increasing presence within accounts 

• Cultivate relationships across customer organizations to position Red Hat as a key partner to their business.

• Handle price negotiations and contract discussions to close deals while maintaining profitability for the company.

• 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 that Red Hat meets or exceeds the customer success criteria 

• Engage partners, where appropriate, to strengthen Red Hat’s customer value proposition

• Maintain accurate and up-to-date sales records, activity reports, and client information using CRM software

• Provide regular sales forecasts and performance updates to sales management, helping to assess progress and make informed decisions.

What will you bring

• 8+ years of sales experience, preferably in the software or IT industry working with Enterprise Manufacturing/Conglomerate customers.

• Excellent leadership, communication & interpersonal skills with the ability to engage a diverse set of stakeholders externally within Customers matrix organization.

• Excellent leadership, communication & interpersonal skills with the ability to engage a diverse set of stakeholders internally and increase accountability within the account team. 

• Strategic orientation and value engineering skills to position and sell solutions to meet the customer needs.

•  Solid understanding of customer business, industry trends, competitive landscape, competition and Red Hat differentiators and value proposition. 

• Proven experience as an Account Executive or in a similar sales role selling SW solutions to Enterprise Manufacturing/Conglomerate vertical customers; understanding the opportunities that exist within these market segments.

• 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 teams and roles.

• Ability to cultivate long-term relationships with the Partner ecosystem for win-win outcomes.

• Strong track record of achieving and exceeding sales targets in selling complex solutions to large organizations and to multiple decision makers

• Strong business acumen and understanding of sales processes including familiarity with CRM software and other sales-related tools

• Willingness to travel across the region as per the business needs.