Senior Manager, Area Sales_Regional

About the job

The Red Hat Commercial Sales team is seeking a Senior Manager to join us in the Northwest Region. In this role, you will manage a team of sales associates who sell innovative solutions to enterprises ready organizations to adopt the open source approach as they modernize their IT systems within the Corporate space. In this role, you will be responsible for business planning, forecasting and sales execution. You will work with our regional sales & ecosystem leadership to choose & align partners against sales pods to achieve sales objectives for your territory. As a Senior Manager of our Commercial Sales team, you will build and execute on a customer-centric territory revenue plan aligned to the partner ecosystem.

What you will do

• People management - Recruit, develop, motivate and lead sales resources within pod

• Business planning - Accountable for overall POD strategy, orchestration, execution; with mandate to build and execute on a customer-centric territory revenue plan aligned to the partner ecosystem

• Forecasting – drives the forecast process to achieve pod-level quotas

• Sales Execution – drives sales orchestration across the pod; ensuring required pipeline coverage, quality and health to win new clients and expand accounts.

• Partnerships - work with Regional Sales Leaders and Partner Sales Executives to select & align partners against sales pods to achieve sales objectives with partners for territory

• Partner capacity - assesses partner capacity/ capabilities and interlocks  with Ecosystem team on gaps and solutions to remedy

• Interlocks regularly with Regional Sales Leadership to review  partner list, forecast, support needed, and best practices

• Support PSE as needed in driving connections between Red Hat sellers and partners, and partner to partner to deliver solutions to end customers

• Collaborate with Red Hat Marketing, Technical Sales, Renewals  to develop respective strategies to support pod and ensure engagement processes are optimized

• Meet with leadership peers at partners as needed to align on pod strategy and execution

• Acts as escalation point for pod team on any internal blockers that inhibits deal progression

What you will bring

• Excellent leadership & communication skills, with ability to engage a diverse set of stakeholders in a matrixed organization

• Strong strategic planning skills and understanding of sales cycles

• Strong understanding of customers & partners within assigned territory, including customers' business, industry trends, competitive landscape, and Red Hat differentiators/ value proposition

• Ability to articulate the value of Red Hat solutions, Red Hat’s differentiation, and the Red Hat opportunity to customers and partners

• Ability to cultivate long-term relationships and develop advocates across client and partner organizations

• Strategic orientation and value engineering skills to position and sell solutions to client needs with and through partners