Owns the development of new strategic sales opportunities.
Leads critical customer presentations/sessions around business problems, Red Hat solutions, business value, competitive positioning and product capabilities and roadmaps.
Maintains relevant and detailed knowledge about products in your domain (features, updates, success stories, etc.) and general knowledge of the RH portfolio.
Maintains knowledge and enables account teams on current "Plays" in your domain (ISVs, use cases, solution blueprints, Red Hat Sales Plays, etc.).
Advises on and speaks to forecasts for appropriate products, services and training.
Guides strategy based on deep knowledge of industry or specialty.
Positions right sized solutions (subs, services, partners) in the context of addressing the customer’s challenges or problems in their environment.
Drive growth beyond initial sale and deployment to scale and expansion to other relevant products.
Coordinate with Customer Success on the delivery of the proposed business value/solution.

Requirements

Active Top Secret security clearance with SCI and a minimum of a CI polygraph (current) is required.
Strong technology foundation (business-focused SA, Tech Leader, Prod Manager, Big 6 Consultant, Specialist, App Dev delivery, start-up AE) with ability to translate business value.
Proven track record of proactive prospecting.
Highly competitive with "No-Excuses" accountability.
Values of curiosity, authenticity and humility in helping our intelligence agencies reduce toil and increase efficiency and mission capabilities.
Strong understanding of the buyer journey and mapping it your sales process.
Has successfully used the MEDDPICC framework to qualify opportunities and test champions.
Proven experience in selling to Department of Defense.
Challenger mentality with demonstrated persuasiveness.
Passion and curiosity about technology, the market, and its future demonstrated by what you read, follow, subscribe to, listen to, etc.
Strategic thinker who sees beyond selling an individual product to a single need.
Entrepreneurial and motivated to run your own business within the role.
Prior startup experience is a plus.
Highly effective orchestrator and collaborator, able to lead a cross-functional team (internal and partner ecosystem) through a complex sales cycle.
Compelling presenter of business and technical topics, capable of delivering demos for your domain.
Relevant experience in one or more of the following: territory, vertical, account selling.
Automation tech experience with Ansible or comparable technology.
Experienced in key automation use cases (Infrastructure as Code, Ops as Code, security, network, etc.).
Conversant with ROI nuances and business-value arguments around high-degree automation and autonomous operations.
Experience with technology offerings and economics of cloud computing.
Knowledge of the principles and processes of open source technology.

Benefits

Comprehensive medical, dental, and vision coverage
Flexible Spending Account - healthcare and dependent care
Health Savings Account - high deductible medical plan
Retirement 401(k) with employer match
Paid time off and holidays
Paid parental leave plans for all new parents
Leave benefits including disability, paid family medical leave, and paid military leave
Additional benefits including employee stock purchase plan, family planning reimbursement, tuition reimbursement, transportation expense account, and employee assistance program.

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

MEDDPICC frameworkInfrastructure as CodeOps as Codeautomation technologycloud computingopen source technologysales process mappingbusiness value translationcustomer presentationsprospecting

Soft Skills

curiosityauthenticityhumilitystrategic thinkingpersuasivenessentrepreneurial mindsetcollaborationorchestrationcompetitive accountabilitypassion for technology

Certifications

Top Secret security clearanceCI polygraph