Services Account Specialist (m/f/d)

About the Role

The Red Hat Services team is looking for a Services Account Specialist to join us in Germany. In this role, you will help the Consulting Services Go to Market team be the catalyst for customer success the open source way by understanding our customers’ business and technical needs and by offering consulting, technical account management and training services as part of Red Hat’s solutions. You will ultimately be accountable in alignment with the Sales account team for the successful adoption and value realization for the offerings and services our customers have purchased. As a Services Account Specialist, reporting to a regional services manager, you’ll be responsible for an assigned region, market, or set of accounts. 

What you will do

• As part of the account team, develop relationships with key customer stakeholders to grow services bookings and revenue within your nominated accounts 

• Actively participate in account planning and strategy sessions and reviews with the wider account team,  to identify and position areas where Red Hat Services offerings and solutions can generate additional business outcomes and values. 

• Closely work with strategic business partners to complement solutions and maximize customer value - Work with the delivery teams, including delivery managers, program and project managers, architects, and consultants, on getting the right offerings scoped to solve customer business needs 

• Negotiate Services pricing, project costs, and terms 

• Work closely with internal stakeholders like the Business Affairs, Finance, and Risk Management teams to gain necessary approvals for proposals 

• Be responsible for and have the ownership of the services bookings forecast for the assigned group of accounts or sectors 

• Provide executive leadership during the whole customer journey, including presales and post-sales phases 

• Lead Services offerings in specific customer opportunities; call for and guide the formation of opportunity teams (services participation) together with the account manager 

• Collaborate with business development managers, solutions practices, the Partners and Alliances and Marketing teams on wider strategic initiatives and business development activities 

• Capture best practices in the sales and delivery process for reuse and sharing with the Europe, the Middle East, and Africa (EMEA) and Global Solutions Practice teams to evolve the Red Hat Services solutions portfolio

What you will bring

• Ability to create and articulate the value proposition; experience in consultative selling and professional services delivery

• Advanced negotiation and presentation skills, experience in facilitating effective workshops and meetings

• Knowledge of Red Hat’s or competitive technologies that engage and build trust with customer stakeholders at different levels 

• Understanding of customer business impact as well as the internal impact of projects from a legal, financial, supportability, scalability, and repeatability points of view 

• Experience working in customer-facing roles like an architect or consultant or in a related presales or services role 

• Services selling experience including development of statements of work (SoWs), requests for information (RFIs), and requests for proposal (RFPs), pricing, large-scale proposal development, and customer journeys 

• Experience leading and working in virtual and cross-functional teams 

• Proven record of closing complex solutions-led deals worth millions of dollars

• Good understanding of and real experience designing, selling, and implementing services solutions for enterprise architectures, including hybrid cloud solutions, Infrastructure-as-a-Service (IaaS), Platform-as-a-Service (PaaS), enterprise integration, business automation, and DevOps 

• Willingness to participate in regular business travel for customer and internal meetings within Germany

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About Red Hat

Red Hat is the world’s leading provider of enterprise open source software solutions, using a community-powered approach to deliver high-performing Linux, cloud, cont