Senior Director, Enterprise Sales, NAPS

As Senior Director, Enterprise Sales, NAPS,  you will report to the Americas VP of Enterprise Sales and will be part of the NAPS leadership team, acting as a strategic partner to the NAPS Regional and Country Managers. In this role, you will help drive the execution of the Americas Enterprise go-to-market strategy within the NAPS organization.  Your primary area of focus will be pipeline generation and your key measures will be the size, quality and conversion of the NAPS Enterprise pipeline.  Other areas of focus will fall under the global Enterprise charter, including adherence to sales methodology, account planning, large deal support, promotion of best practices and other activities that will enhance the execution of our overall sales mission.

Collaboration will be essential in this role.  You will partner closely with the global Enterprise Organization, Marketing, Tech Sales, Services and other key functions as well as with the country and regional management teams.  You will also be a contributor to the development of our GTM strategy and will be counted on for field and market insights, which can be considered in charting our course.  The successful candidate will be a results oriented leader with a strong customer, partner and revenue oriented mindset with strong executive presence. This person should be comfortable leading in a matrixed organization and being a true team player.   This leader will be critical to support the acceleration of Red Hat as a diverse, inclusive, and customer centric world-class leader in open source innovation. As a senior leader with Red Hat this person must exude Red Hat’s core values, be inspirational, and be capable of contributing to the overall success of the Americas Geo. 

What you will do:

• Lead the success of the Enterprise Segment by ensuring a size, quality and conversion of pipeline each quarter which yields achieved ACV and respective ARR.    

• Ensure top-notch skills and enablement are available to deliver the most knowledgeable and competitive field organization in the industry. 

• Shape global Enterprise initiatives, customized to NAPS and ensure they are executed effectively in each Enterprise market.     

• Drive pipeline development to maintain solid revenue growth and out quarter performance. This includes direct sales tactics and actions as well as GTM and marketing plans, documented in a short and long term aligned business plan.

• Work locally and on-site with each region team to understand local market requirements, socialize Enterprise initiatives and ensure programmatic execution.   

• Drive and leverage end-to-end co-sell partner engagements to maximize leads, opportunities and joint revenue potential.  

• Align account coverage to criteria developed by Enterprise leaders with ability to flex assignments within predefined limits based on needs of the geography.  

• Maintain a high performing geo management system, implementing globally consistent operational and financial key performance indicators, holding associates accountable for results. 

• Serve as the point of escalation for all Enterprise account approvals and conflicts across the segment including pricing approvals, prioritization of resource allocation to accounts.  

• Collaborate with Global Segment and Function leaders to ensure Red Hat associates affiliate both locally and within their function to maintain Red Hat’s standards of performance and excellence. 

• Proactively partner to leverage skills, offerings, influence and reach into the Red Hat Ecosystem community. 

What you will bring:

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

• Exceptional business acumen, analytical and problem-solving skills and ability to apply strategic and quantitative approach

• 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 he