Vice President, Global Enterprise Sales

About the job

Red Hat is seeking an executive to lead the growth of the Enterprise segment globally, consisting of about 1.8K accounts globally. At Red Hat, this market has demonstrated promising growth over the past 2+ years, reaching approximately $3.5B in revenue today. In order to accelerate this growth, Red Hat must become recognized as a market leader in this segment. This executive will work to refine the enterprise and go-to-market model inclusive of a more partner-led sales strategy. The successful candidate should be comfortable leading in a matrixed organization. This role reports into the Chief Revenue Officer. Candidates will be considered in North America or EMEA where Red Hat does business.

 

This leader will be responsible for driving the strategic vision, resource management, pipeline and forecasting, organizational planning and tactical implementation to ensure market penetration, expansion and profitable growth. He/she will 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. A key goal for this role is to create a balance in the portfolio between established and new products, while driving and leveraging revenue opportunities to cloud services. The sales leader will use a consultative approach to managing customer requirements, helping them map technology to business needs. Additionally, this executive will be a key member of the company’s overall leadership team, driving broader corporate strategy and direction for both near and long term planning. 

What you will do

• Drive customer adoption of new Red Hat offerings, measured by NPS as well as renewals and cross sell metrics, to deliver on the global Enterprise SYB target.

• Own the global go-to-market strategy and execution model for the Enterprise segment (including Telco) consisting of approximately 1.8K accounts.

• Define and prioritize sales plays, sales motions and coverage models for Enterprise accounts including Telco, Edge and FSI implementing them consistently across the global Red Hat sales organization.

• Lead top line planning and budgeting for Enterprise sales, working with the geos, who are responsible for revenue and are accountable to maintaining the P/L via the budget.

• Own global account segmentation for the Enterprise segment, implementing the proper account movement guardrails and policies to optimize performance within the segment and improve customer satisfaction and partner effectiveness.

• Ensure Red Hat has the right leaders driving the Enterprise segment across all regions, working collaboratively with Geo revenue leaders and Talent Acquisition to source expertise.

• Own Geo expansion from a field sales perspective, leveraging IBMs established strength in markets to expand RH sales execution across the ~170 country TAM.

• Work closely with global marketing to redefine the “top of funnel” strategy and improve overall lead development and qualification that ultimately drives increased lead flow and close rates with Enterprise customers and partners. 

• Serve as the “face of Red Hat” at leading industry events and forums to ensure the Red Hat brand is seen as the leader in this segment. 

• Work collaboratively with Talent Acquisition to position Red Hat as the employer of choice that top Enterprise salespeople and leaders want to join.

• Collaborate with peer leaders to drive Red Hat’s standards of performance and excellence.

• Manage a 6 rolling quarter pipeline action plan driving mature pipeline to overachieve in each quarter.

• Deliver a business value practice team that will provide inputs to all deals >$1m ACV regardless of segment.

• Manage the SEAP business growing it to 10% of revenues by 2026 for all of Red Hat regardless of segment.

• Manage the deal making team primarily delivering to the enterprise segment for large high value deals which require significant investment and profit maximization

What you will bring

• 20+ years in a leadership/management role leading high performance sales teams in industry solutions and services for an enterprise software company or segment leader with a proven track record of exceeding sales and P&L targets year over year.

• Exceptional business acumen, analytical and problem-solving skills and ability to apply strategic and quantitative approach to engage business leaders on business terms and deliver business solutions.

• Provide leadership to build value based executive relationships with top accounts within C suite, lines of business and IT. 

• Combined background of enterprise sales, services, operations and/or sa