Senior Compliance Specialist - SEAP

About the job

Red Hat is looking for an individual to be responsible for administering the Subscription Education and Awareness Program initiatives and sales engagement within North America Commercial Central Region. The candidate will work directly with customers, partners and sales teams in the Central Commercial Region to build awareness and enforce the Red Hat subscription model. This is a cross-functional role interfacing with North America Commercial Sales Representatives and Sales leadership, Finance, Legal, and Business Executives. The focus of the role is to drive sales through identification, education, and remediation for customers whose consumption of Red Hat Software exceeds their Red Hat Subscriptions.

What you will do

• Clearly communicate Red Hat’s business model to customers and be able to interpret the customers use of Red Hat Subscription Services to the corresponding subscription configuration
• Directly effect sales revenues through the education and enforcement of Red Hat's subscription model
• Forecast quarterly bookings and revenue driven by compliance sales and influence
• Be the subject matter expert for sales and customers on the Red Hat Subscription Business model, terms and conditions in support of our model, and application of the model to a given customers use of Red Hat Software
• Reconcile Subscription deficits between customer use of Red Hat Software and customer active subscriptions to Red Hat products and services
• Mentor Sales on Red Hat subscription model and requirements
• Provide continuous education to sales teams
• Work directly with customers when appropriate to resolve contractual concerns
• Track, measure, and enforce compliance related opportunities, including timelines for resolution/escalation; Provide metrics to Global Subscription Education and Awareness team
• Identify, report, and correct methods of subscription abuse identified within target region
• Identify regional external compliance standards that are applicable to Red Hat value proposition
• Utilize internal reporting to identify accounts with compliance risk

What you will bring

• Motivated with the ability to take on initiatives and achieve results
• Good judgment in potentially sensitive and complex situations
• Executive level written and verbal communication skills
• Experienced commercial skills including managing programs and projects, developing proposals and order forms
• Ability to effectively negotiate with internal and external parties
• Experience using Salesforce.com to identify and report on customer accounts, opportunities, and productivity
• Fundamental understanding of Red Hat's subscription business model and an ability to describe the value generated for customers via this subscription model in a convincing fashion
• 5+ years of technology or software selling experience
• Experience with software asset management practices and tools
• Bachelor’s degree or higher
• Ability to accurately forecast and track sales linked to the SEAP team efforts within the assigned territory
• 3+ years of experience with software license compliance management is a plus
• Ability to act as project manager with strong emphasis on juggling many audits and assessments to execute from start to finish