Senior Director, Americas Renewals and SEAP Compliance

About the job

Red Hat is looking for an individual to lead the Subscription Renewals and Compliance (Subscription Education and Awareness Program–SEAP) business in our Americas Geography. This role sits within the sales organization with special focus on ensuring revenue retention and growth and a consistent and healthy customer and subscription lifecycle throughout accounts within the geography. You will manage Renewals and SEAP specialists within your geography with a focus on sales performance, program development, and business initiatives. You will also have matrixed reporting in which you will coordinate with global leadership and peers in other geographies to implement effective tools and programming that bolster sales KPIs and quota achievement, improve customer success, and guide and support reps in the field. 

This role requires a balance of software compliance, sales, and retention related experience; operational and analytical awareness; influence across a matrixed organization; excellence in sales execution, and an ability to identify and solve complex issues across diverse geographical areas. You will partner with Sales, Finance, Product, and Marketing teams to further our strategic thinking around customers and renewals, and help future proof our business.

This team has outsized influence on Red Hat’s topline as Renewals make up a massive portion of our business and SEAP is a key strategic area of focus for the sales leadership. Your success will depend on your ability to lead and collaborate across a matrixed team. You'll need to be smart, balanced, and able to thrive in a fast-paced environment.

What you will do:

• Maintain revenue accountability and drive quota achievement across the geography.

• Manage collaboration across the Americas Renewals and SEAP organization to implement and scale Red Hat’s retention, growth, and software compliance strategy and programs

• Ensure consistent and regionally scaled sales execution of Renewals Programs, selling framework, risk identification, management system, and coverage models. 

• Drive sales target achievement in regions through a defined management system including regular forecast calls, deal reviews, and involvement in escalations

• Collaborate across Sales, Finance, Operations, Product BUs, Legal, and Marketing teams to drive alignment and implementation of business priorities and broader awareness of and adherence to Red Hat’s subscription model

• Help define and launch localized renewals and retention initiatives that lead to the implementation and expansion of best practices

• Extend sales strategies to the Partner Ecosystem, collaboratively identifying how to improve and scale retention, growth, and software compliance standards through all possible routes

• Understand the state of consumption based tooling and resources used by SEAP and customers to support compliance activities

• Mentor and educate sub-regional teams on Red Hat software compliance standards, Red Hat subscription model and related contracts

• Collaborate with Finance on target/quota setting activities and forecasting

 

What you will bring:

• Bachelor’s degree in business administration or a quantitative field; MBA is a plus

• 15+ years of direct Sales or Compliance preferred; other customer facing experience or related  professional experience in marketing, strategy, or customer success will be considered

• Proven experience in driving successful sales programs across a matrixed organization

• Demonstrated success driving complex negotiations

• Industry and subscription company experience; familiarity with renewals, compliance and the consumption-based business models

• Excellent relationship management, presentation, and persuasion skills

• Strong analytic and strategy skills

• Coachable, energetic, accountable, and detail-oriented; focus on and diligence in delivering results

• Excellent written and verbal communication skills in English; Spanish speaking skills a huge plus

The following are considered a plus:

• Basic understanding of and reporting in SalesForce.com

• Experience working in global organizations

The salary range for this position is $304,540.00 - $517,630.00 (inclusive of base pay + target incentive compensation). Actual offer will be based on your qualifications.