The Director, Enterprise Sales is responsible for leading revenue-generating activities, team performance, and focused on overachieving targets for the Texas, Oklahoma, Louisiana, and Arkansas (TOLA) Enterprise customers. A successful candidate is a results-oriented leader. This individual is responsible for ensuring consistent and predictable sales execution in their area while meeting or exceeding targets. The role requires a revenue-oriented mindset with experience leading and thriving in a matrix sales organization. This individual must have experience developing and maintaining executive-level relationships with Red Hat's customers and partners. This person will manage a high-performing team while operating within Red Hat’s globally defined Enterprise go-to-market strategy and operating model. 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 leader with Red Hat, this person must be inspirational, and capable of contributing to the overall company strategy.Primary Job Responsibilities
Lead a team of Account Executives to drive the adoption of the Red Hat offerings with Enterprise customers.
Ensure high customer satisfaction and success.
Lead their team through the MEDDPICC sales methodology, ensuring alignment to how Red Hat solutions solve key customer problems.
Recruit, develop, and retain world-class talent.
Proactively partner across Red Hat's Ecosystem community.
Develop, motivate, and lead a sales team that operates with confidence, understands markets, moves decisively, and takes advantage of emerging opportunities.
Collaborate with national segments and functional leads to guide Red Hat’s GTM strategy and approach.
Drive growth through their team by utilizing key campaigns and initiatives that align with their customer’s businesses
Play a key role in the career, community, and culture of Enterprise associates and champion the Red Hat culture.
Collaborate with Geo and Function leadership to ensure Red Hat associates affiliate both locally and within their function to maintain Red Hat’s standards of performance and excellence.
Required Skills
10+ years of experience selling software or service infrastructure solutions into large enterprise Energy organizations through a partner-led sales motion.
Solid understanding of the Enterprise market space.
Demonstrated track record of solution selling and ability to lead with customer business value and outcomes in mind.
Exceptional business acumen, analytical and problem-solving skills, and ability to apply strategic and quantitative approaches.
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 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 drive results.
Demonstrated ability to execute the sales strategy and value proposition for Enterprise organizations within their respective geo and region ensuring alignment with broader organizational/product strategies.
Must be able 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.
Strong communication skills used to articulate long-term direction and collaborate with the team on how to reach it.
Demonstrated ability to hold oneself and associates accountable for commitments, providing clarity and outlining clear and shared expectations for success.
Must be able to raise the level of overall organizational performance and capability through mentorship, professional development, and comprehensive skills enhancement.
The salary range for this position is $267,160.00 - $454,060.00 (inclusive of base pay + target incentive compensation). Actual offer will be based on your qualifications.Pay TransparencyRed Hat determines compensation based on several factors including but not limited to job location, experience, applicable skills and training, external market value, and internal pay equity. Annual salary is one component of Red Hat’s compensation package. This position may also be eligible for bonus, commission, and/or equity. For positions with Remote-US locations, the actual salary range for the position may differ based on location but will be commensurate with job duties and relevant work experience.About Red HatRed Hat (https://www.redhat.com/) is the world’s leading provider of enterprise open source (https://www.redhat.com/en/about/open-source) software solutions, using a community-powered approach to deliver high-performing Linux, cloud, container, and Kubernetes technologies. Spread across 40+ countries, our associates work flexibly across work environments, from in-office, to office-flex, to fully remote, depending on the requirements of their role. Red Hatters are encouraged to bring their best ideas, no matter their title or tenure. We're a leader in open source because of our open and inclusive environment. We hire creative, passionate people ready to contribute their ideas, help solve complex problems, and make an impact.Benefits● Comprehensive medical, dental, and vision coverage● Flexible Spending Account - healthcare and dependent care● Health Savings Account - high deductible medical plan● Retirement 401(k) with employer match● Paid time off and holidays● Paid parental leave plans for all new parents● Leave benefits including disability, paid family medical leave, and paid military leave● Additional benefits including employee stock purchase plan, family planning reimbursement, tuition reimbursement, transportation expense account, employee assistance program, and more!Note: These benefits are only applicable to full time, permanent associates at Red Hat located in the United States.Diversity, Equity & Inclusion at Red HatRed Hat’s culture is built on the open source principles of transparency, collaboration, and inclusion, where the best ideas can come from anywhere and anyone. When this is realized, it empowers people from diverse backgrounds, perspectives, and experiences to come together to share ideas, challenge the status quo, and drive innovation. Our aspiration is that everyone experiences this culture with equal opportunity and access, and that all voices are not only heard but also celebrated. We hope you will join our celebration, and we welcome and encourage applicants from all the beautiful dimensions of diversity that compose our global village.Equal Opportunity Policy (EEO)Red Hat is proud to be an equal opportunity workplace and an affirmative action employer. We review applications for employment without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, citizenship, age, veteran status, genetic information, physical or mental disability, medical condition, marital status, or any other basis prohibited by law.Red Hat does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract between Red Hat and the recruitment agency or party requesting payment of a fee.Red Hat supports individuals with disabilities and provides reasonable accommodations to job applicants. If you need assistance completing our online job application, email [email protected] . General inquiries, such as those regarding the status of a job application, will not receive a reply.