Director, Enterprise Sales

The Director, Enterprise Sales is responsible for leading revenue-generating activities, team performance, and focused on overachieving targets for the Texas, Oklahoma, Louisiana, and Arkansas (TOLA) Enterprise customers. A successful candidate is a results-oriented leader. This individual is responsible for ensuring consistent and predictable sales execution in their area while meeting or exceeding targets. The role requires a revenue-oriented mindset with experience leading and thriving in a matrix sales organization. This individual must have experience developing and maintaining executive-level relationships with Red Hat's customers and partners. This person will manage a high-performing team while operating within Red Hat’s globally defined Enterprise go-to-market strategy and operating model. This leader is critical to support the acceleration of Red Hat as a diverse, inclusive, and customer-centric world-class leader in open-source innovation. As a leader with Red Hat, this person must be inspirational, and capable of contributing to the overall company strategy.   

Primary Job Responsibilities

- Lead a team of Account Executives to drive the adoption of the Red Hat offerings with Enterprise customers.

 - Ensure high customer satisfaction and success. 

- Lead their team through the MEDDPICC sales methodology, ensuring alignment to how Red Hat solutions solve key customer problems.

- Recruit, develop, and retain world-class talent. 

- Proactively partner across Red Hat's Ecosystem community. 

- Develop, motivate, and lead a sales team that operates with confidence, understands markets, moves decisively, and takes advantage of emerging opportunities. 

- Collaborate with national segments and functional leads to guide Red Hat’s GTM strategy and approach. 

- Drive growth through their team by  utilizing key campaigns and initiatives that align with their customer’s businesses 

 - Play a key role in the career, community, and culture of Enterprise associates and champion the Red Hat culture. 

- Collaborate with Geo and Function leadership to ensure Red Hat associates affiliate both locally and within their function to maintain Red Hat’s standards of performance and excellence.

Required Skills

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

 - Solid understanding of the Enterprise market space. 

- Demonstrated track record of solution selling and ability to lead with customer business value and outcomes in mind. 

- Exceptional business acumen, analytical and problem-solving skills, and ability to apply strategic and quantitative approaches.

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

- Proven ability to perform in a consultative manner and foster trust and cooperation with colleagues and stakeholders 

- 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 have the technical ability to understand Red Hat’s solution portfolio and help shape solution strategy and development.  - Demonstrated ability to surpass goals, seizing opportunities to push the envelope and define new opportunities to serve customers through partners and drive results.  

- Demonstrated ability to execute the sales strategy and value proposition for Enterprise organizations within their respective geo and region ensuring alignment with broader organizational/product strategies.  

- 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.  

- Strong communication skills used to articulate long-term direction and collaborate with the team on how to reach it.  

- Demonstrated ability to hold oneself and associates accountable for commitments, providing clarity and outlining clear and shared expectations for success.  

- Must be able to raise the level of overall organizational performance and capability through mentorship, professional development, and compre