Regional Enterprise Sales Leader, Northeast

The Red Hat North America Sales team is seeking a Senior Director to join us in the Northeast (US). In this role, you will lead revenue-generating activities within the corporate segment across our Northeast sales region and team. To succeed in this role, you need to be a results-oriented leader with a customer, partner, revenue-focused mindset and the ability to inspire confidence. You should be comfortable leading in a matrixed organization. You’ll manage customers’ and partners’ needs while working within Red Hat’s globally defined go-to-market strategy and operating model. You’ll ensure smooth and predictable
sales fulfillment in your region while serving as the central point of contact for resolution between regional organizations. As a Senior Director, you must be inspirational and capable of contributing to the overall company strategy, including supporting the acceleration of Red Hat as a diverse, inclusive, and customer-centric world-class leader in open-source innovation. You will report directly to the VP of North American Sales for the East Region. Boston or New York City are the preferred locations for this position.

What you will do
● Coordinate in the region and across all sales and partner sales motions to ensure that sales and revenue goals are met
● Develop, motivate, and lead a sales organization that works confidently and understands the market to move
decisively and take advantage of emerging opportunities.
● Collaborate closely with the global segment and function leaders to guide Red Hat’s go-to-market strategy and approach in the region
● Fully embrace the partner ecosystem as the key resource for meeting our sales and revenue targets
● Lead an end-to-end co-sell partner engagement to maximize leads, opportunities, and joint revenue potential
● Allocate regional-level budget and targets as assigned by global segment and function leaders
● Align account segmentation to criteria developed by leaders with the ability to adjust assignments within predefined limits based on the needs of the region
● Align field associates against accounts and supported partners based on defined worldwide segment coverage
blueprints with the ability to adjust assignments within predefined limits based on the needs of the region
● Maintain a high-performing regional management system, implementing globally consistent operational and financial key performance indicators, holding associates accountable for results
● Champion for the experience of customers and partners within the region
● Serve as the point of contact for escalations on account approvals and conflicts across the segment, including pricing approvals and prioritization of resource allocation to accounts
● Attract, develop, and retain the best possible team, ensuring that they operate and integrate into Red Hat culture
● Collaborate with Global Segment and Function leadership to ensure Red Hat associates feel affiliated locally and within their role
● Collaborate actively with peers on the leadership team to increase Red Hat’s standards of performance and excellence
What you will bring
● 10+ years of experience selling software or service infrastructure solutions to medium enterprise organizations through a partner-led sales motion
● Demonstrated record of building and leading high-performing, geographically distributed, multifaceted teams

● Proven 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 and integration of solutions
● Technical ability to understand Red Hat’s solution portfolio and help shape solution strategy and development
● Demonstrated ability to surpass goals, seizing opportunities to push the envelope and define new opportunities to serve customers through partners and increase results
● Demonstrated ability to deliver on the sales strategy and value proposition for commercial organizations within their respective geo and region, ensuring alignment with broader organizational and product strategies
● Ability to challenge assumptions and conventional wisdom with specific, supported, reasoned proposals and lead the organization forward to new ways of doing business, new operating models, and improved customer engagement
● Demonstrated ability to lead an organization by engaging, developing, and motivating team members
● Excellent communication skills to articulate long-term direction and collaborate with a team on how to reach it
● Demonstrated ability to hold yourself and associates accountable for commitments, providing clarity, and outlining clear and shared expectations for success
● Ability to raise the level of overall organizational performance and capability through mentorship, professional development, and comprehensive skills enhancement