Territory Services Manager - Red Hat Services

Job SummaryThe Red Hat Services team is looking for an experienced Services Account Specialist to join us in the Riyadh or Dubai Office. In this role, you will help us be the catalyst for customer success the open source way by understanding our customers’ business and technical needs and by offering consulting and training services as part of Red Hat’s solutions. You will ultimately be accountable in alignment with the Sales account team for the successful adoption and value realization for the offerings and services our customers have purchased. As a Services Account Specialist, reporting to a regional services manager, you’ll be responsible for an assigned region, market, or set of accounts. Successful applicants must reside in a country where Red Hat is registered to do business.What You Will DoAs part of the account team, develop relationships with key customer stakeholders to grow services bookings and revenue within your nominated accountsActively participate in account planning and strategy sessions and reviews with the wider account teamClosely work with strategic business partners to complement solutions and maximize customer valueWork with the delivery teams, including delivery managers, program and project managers, architects, and consultants, on getting the right offerings scoped to solve customer business needsNegotiate Services pricing, project costs, and termsWork closely with internal stakeholders like the Business Affairs, Finance, and Risk Management teams to gain necessary approvals for proposalsBe responsible for and have the ownership of the bookings forecast for the assigned group of accounts or sectorsProvide executive leadership during the whole customer journey, including presales and post-sales phasesLead Services offerings in specific customer opportunities; call for and guide the formation of opportunity teams (services participation) together with the account managerCollaborate with business development managers, solutions practices, the Partners and Alliances and Marketing teams, and other territory services managers on wider strategic initiatives and business development activitiesWhat You Will BringAbility to create and articulate the value proposition; experience in consultative selling and professional services deliveryExperience & knowledge of the Saudi market & customers, familiarity with the Saudi vision 2030Knowledge of Red Hat’s or competitive technologies that engage and build trust with customer stakeholders at different levelsUnderstanding of customer business impact as well as the internal impact of projects from a legal, financial, supportability, scalability, and repeatability points of viewExperience working in customer-facing roles like an architect or consultant or in a related presales or services roleServices selling experience including development of statements of work (SoWs), requests for information (RFIs), and requests for proposal (RFPs), pricing, large-scale proposal development, and customer journeysExperience leading and working in virtual and cross-functional teamsProven record of closing complex solutions-led deals worth millions of dollarsGood understanding of and real experience designing, selling, and implementing enterprise architectures, including hybrid cloud solutionsWillingness to participate in regular business travel for customer and internal meetingsEqual 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 application-assistance@redhat.com. General inquiries, such as those regarding the status of a job application, will not receive a reply.#J-18808-Ljbffr