Business Development and Account Manager - ConsultingThe Red Hat Global Professional Services team is looking for a Consulting Services Account Specialist to join us in Australia. In this role, you will participate in strategic account planning sessions, territory reviews, and deal-specific account calls to identify how Red Hat can increase large journey based solution wins and help customers achieve their business and technology transformation objectives. You'll need a good foundation of technical knowledge, understanding of and ability to articulate enterprise transformation and solution journeys, with expertise in project and scope management.About your role:As a Consulting Services Account Specialist, you will create forecasts and plans for your region's consulting sales in close collaboration with the services and sales management in the territory or region. You'll develop a Consulting Services business pipeline for large, journey based solutions deals and jointly manage sales cycles to closure in collaboration with sales and presales. You'll seek out new opportunities with existing customers to land, guide adoption of, and expand Red Hat solutions and services in these accounts.What you will do:Manage and construct technology sales, coordinate services team responses, and create proposals for customers.Work closely with the Account Managers, Solution Architects, Systems Integrators, partners to maximize project value.Conduct and/or coordinate Discovery Sessions working with pre-sales architects and consultants in some situations.Construct technology journey and high level project approach.Negotiate rates, project costs, terms, and statements of work in collaboration with the Regional Services Manager and/or Service Delivery Managers.Ensure that appropriate delivery resources are involved in validating scope of engagements with your local Services Delivery Manager.Participate in account strategy sessions for target Services accounts.Meet or exceed assigned targets including Sales, Revenue and Margin.What you will bring:8-10 years of enterprise technology solutions sales experience with 4-5 years in a senior level role selling to CxO level; these could be obtained in customer-facing position as a professional services architect, enterprise architect, or consultant or in a related sales position.Experience with a professional services organisation and an understanding of a variety of consulting delivery models.Preference for background in the financial sector, utilities, public sector and/or any major Enterprise environment.Familiarity with enterprise architecture, cloud technologies, application development, and infrastructure.Thorough experience selling services strategies and developing proposals, contracts, close plans, and statements of work for professional services.Ideal candidate will have project management experience.Excellent cross-functional communication skills, consultative selling and presentation skills.Industry transformation vision and the ability to explain technical topics.Established sustainable network of customer relationships.Join us in empowering organisations to leverage the full capabilities of Red Hat Infrastructure solutions, driving significant technological advancements and business growth.CultureAt Red Hat, we come from all over the world and have done lots of different things, so we approach problems in a variety of ways. But we have these values in common:Freedom to contribute, no matter what your job title is.Courage to express your thoughts and opinions.Commitment to see things through.Accountability to customers, community, and each other.The result: Red Hatters become greater than the sum of our parts. We're people who believe in the power of people. We do our best when we do good things together.Why Red Hat?Performance based incentive bonuses (position dependant).Discounted Health Insurance through Medibank.Telehealth (global) - Red Hat strives to provide associates and their eligible dependents access to medical services in a safe and convenient environment.Well-being programs: Confidential service to help associates and their family members to overcome challenging life situations by providing confidential counseling, information and personalised referrals.Income Protection Insurance.Salary Sacrifice Program - including additional superannuation contributions, novated car leases, air lounge membership fees etc.Tuition Reimbursement - Supporting development plans for external courses and programs.
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