VP, North America Commercial Sales

Vice President, Commercial Sales, North America

COMPANY OVERVIEW: 

Red Hat is the world’s leading provider of enterprise open source software solutions, using a community-powered approach to deliver reliable and high-performing Linux, hybrid cloud, container, and Kubernetes technologies. Red Hat helps customers integrate new and existing IT applications, develop cloud-native applications, standardize on our industry-leading operating system, and automate, secure, and manage complex environments. Award-winning support, training, and consulting services make Red Hat a trusted adviser to the Fortune 500. As a strategic partner to cloud providers, system integrators, application vendors, customers, and open source communities, Red Hat can help organizations prepare for the digital future. 

POSITION SUMMARY: 

The Vice President, Commercial Sales, North America will be responsible for leading revenue generating activities across North America. The successful candidate will be a results-oriented leader with a strong customer, partner and revenue oriented mindset with executive presence. This person should be comfortable leading in a matrixed organization. This individual will manage their local customers and partners needs while operating within Red Hat’s globally defined Commercial go to market strategy and operating model. This leader will be responsible for ensuring smooth and predictable sales execution in their region, also serving as the central point of contact for resolution between Enterprise and Commercial regional organizations. This leader is 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 be inspirational, and capable of contributing to the overall company strategy. The position reports directly to the SVP of North America Sales with a  dual solid line reporting to the global Commercial Sales Leader.

Responsibilities: 

• Coordination, in Region, across all Commercial sales and partner sales motions to ensure sales and revenue goals are met for the region. 

• Develop, motivate and lead a sales organization that operates with the confidence and understanding of the market to move decisively and take advantage of emerging opportunities.

• Collaborates closely with the global segment and function leaders to guide Red Hat’s GTM strategy and approach, in region.

• Fully embrace the partner ecosystem as the key driver for meeting our sales and revenue targets.

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

• Allocate Regional level Commercial budget and targets as assigned by global segment and function leaders. 

• Align account segmentation to criteria developed by Commercial leaders with ability to flex assignments within predefined limits based on needs of the region. 

• Align field resources against accounts and supported partners based on defined WW segment coverage blueprints with the ability to flex assignments within predefined limits based on 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 Region.  

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

• Attract, develop and retain the best possible team, ensuring that they operate and assimilate into the successful Red Hat culture.

• Collaborate with Global Seg