Senior Director, US Commercial Sales

Location: Remote US VA

About the job

The Regional Leader for US Commercial Sales, will be responsible for leading revenue-generating activities across the US’s Commercial Segment. This role requires a results-oriented leader with a strong customer, partner, and revenue-oriented mindset, coupled with executive presence. The successful candidate will be comfortable leading in a matrixed organization, managing local customer and partner needs while adhering to Red Hat’s globally defined go-to-market strategy and operating model.

This leader will ensure smooth and predictable sales execution in partnership with technical and services leadership for the benefit of customers and partners. This position is critical for accelerating Red Hat as a diverse, inclusive, and customer-centric world-class leader in open source innovation. As a senior leader, this individual must be inspirational and capable of contributing to the overall Geo strategy. The position reports directly to the VP of North America Sales

What you will do

Lead the US Corporate & Territory Sales teams for the North America field sales organization.

Leverage partner sales motions within the Region to achieve sales and revenue goals.

Develop, motivate, and lead a sales organization that operates with confidence and market understanding to act decisively on emerging opportunities

Drive C-level conversations and have the ability to identify large transactions that can be executed to grow our RH footprint, inclusive of new logos in our whitespace accounts

Collaborate closely with global segment and function leaders to guide Red Hat’s go-to-market strategy and approach within the segment across various sales channels inclusive of partners and vendors.

Fully embrace the partner ecosystem as a key driver for meeting sales and revenue targets.

Drive end-to-end co-sell partner engagement to maximize leads, opportunities, and joint revenue potential.

Allocate regional Commercial Segment budget and targets as assigned by global segment and Geo leaders.

Align account segmentation to criteria developed by Commercial Segment and Geo leaders, with the ability to flex assignments within predefined limits based on regional needs.

Align field resources against accounts and supported partners based on defined worldwide segment coverage blueprints, with the ability to flex assignments within predefined limits based on Geo needs.

Maintain a high-performing regional management system, implementing globally consistent operational and financial key performance indicators, and holding associates accountable for results and performance management of associates to ensure a high performing team..

Champion the experience of customers and partners within the segment

Serve as the point of escalation for all Commercial account approvals and conflicts across the segment and ecosystem, including pricing approvals and prioritization of resource allocation to accounts.

Attract, develop, and retain the best in class team, ensuring their operation and assimilation into the successful Red Hat culture while bringing in fresh perspectives and ideas driving efficiencies and simplification accelerating deal velocity and high value activities for the field.

Collaborate across North America, the Global Segments and Function leadership to ensure Red Hat associates affiliate both locally and within their function.

Experience working within the matrix, actively collaborating with peers on the leadership team to drive Red Hat’s standards of performance and excellence.

What you will bring

8+ years of experience selling software or service infrastructure solutions into medium enterprise organizations through a partner-led sales motion.

Demonstrated track record of building and leading high-performing, geographically-dispersed, multifaceted teams.

Proven 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/integration of solutions.

Must possess the technical ability to understand Red Hat’s solution portfolio and help shape solution strategy and development.

Demonstrated ability to surpass goals, seize opportunities to innovate, challenge the status quo to drive continuous improvement, and define new opportunities to serve customers through partners and drive results.

Demonstrated ability to execute on the sales strategy and value proposition for Commercial organizations within their respective geo and region, ensuring alignment with broader organizational/product strategies inclusive of cross selling activities and driving net new logos and growth accounts that will become the enterprise accounts of the future.

Must be able to challenge assumptions and conventional wisdom with specific, supported, reasoned proposals, and lead the organization forward to new ways of doing business, new operating models, and improved customer engagement.

Demonstrated ability to lead an organization by engaging, developing, and motivating team members, leading by example and bringing expertise and value to the challenges the field and our ecosystem faces through innovation, AI and other means to continuously improve.

Strong communication skills to articulate long-term direction and collaborate with the team on how to achieve it. Drive buy in and work through influence within the matrix.

Demonstrated ability to hold oneself and associates accountable for commitments, leading by example, providing clarity and outlining clear and shared expectations for success, over communicating as well as being humble and open to feedback from the field and our ecosystem of partners and functions that individuals will collaborate with on a daily basis. Must be able to raise the level of overall organizational performance and capability through mentorship, professional development, performance management, rigor, driving standard work and KPI and data to drive the comprehensive skills enhancement for the associates to understand what they will be measured on and the priorities and goals that they need to achieve in a time bound period. .

The salary range for this position is $341,680.00 - $580,770.00 (inclusive of base pay + target incentive compensation). Actual offer will be based on your qualifications.

Pay Transparency

Red Hat determines compensation based on several factors including but not limited to job location, experience, applicable skills and training, external market value, and internal pay equity. Annual salary is one component of Red Hat’s compensation package. This position may also be eligible for bonus, commission, and/or equity. For positions with Remote-US locations, the actual salary range for the position may differ based on location but will be commensurate with job duties and relevant work experience.

About Red Hat

Red Hat is the world’s leading provider of enterpriseopen 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.

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, employee assistance program, and more!

Note: These benefits are only applicable to full time, permanent associates at Red Hat located in the United States.

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 different 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 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.

Red Hat does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract between Red Hat and the recruitment agency or party requesting payment of a fee.

Red Hat supports individuals with disabilities and provides reasonable accommodations to job applicants. If you need assistance completing our online job application, email [email protected]. General inquiries, such as those regarding the status of a job application, will not receive a reply.