Global Business Development Manager

Job Description

Global Business Development Manager - IBM Top Accounts and Enterprise WhitespacePosting Location : Location US-NC-RemotePosting date 2 days ago(3/21/2022 11:19 AM)Job ID 94869 Workday ID R-023517 About the job The Red Hat Enterprise Sales team is looking for a Global Business Development Manager for the IBM Top Accounts and Enterprise Whitespace business to join us. In this role, you will help deliver the go-to-market and sales strategy of Red Hat s co-selling efforts with IBM in our Enterprise segment. You will work closely with Red Hat s Global Enterprise Leadership team and Geo Enterprise sales teams to increase collaboration and scale with IBM s Technology Sales and Consulting business units to achieve single-year booking (SYB) performance in the top accounts. You ll cultivate a co-sell relationship with IBM as a strategic partner while ensuring neutrality, the rules of engagement, and championing Red Hat s unique identity in the marketplace. In addition, as a Global Business Development Manager, you ll focus on growing Red Hat s technology presence through identifying and capitalizing on the unmet needs of enterprise customers. You will be responsible for developing solutions and go-to-market activities that achieve new landings and grow SYB performance. You ll report to the global VP of IBM Top Accounts and Enterprise Whitespace. What you will do
• Increase business through co-sell with IBM in Red Hat s enterprise accounts to deliver incremental SYB for Red Hat products and services for all geos and business units (BUs)
• Deliver on the Red Hat and IBM strategy and fulfill key programs and initiatives
• Collaborate with IBM and Red Hat BUs to define high value customer sales plays
• Define success metrics by play, monitor progress weekly, and report performance to senior management and Corporate Leadership Team (CLT)
• Provide feedback to Red Hat BUs and IBM regarding customer requirements and portfolio enhancements needed to increase success and customer adoption
• Lead key senior executive engagements in IBM and Red Hat to increase success, collaboration and teamwork; personally engage with customers on key sales pursuits
• Mobilize and lead associates cross functionally across Red Hat and IBM to support sales team wins
• Work with Red Hat and IBM Enablement to build skills in the field needed to create value propositions, articulate product value, and differentiate against competition
• Build awareness across IBM and Red Hat regarding key plays, incentives, and customer wins
• Speak at internal and external events to advocate for Red Hat and IBM value propositions and positioning
• Accurately forecast sales and revenue delivery
• Position Red Hat solutions in designated Enterprise Whitespace accounts through strategic value based selling, business case definition, ROI analysis, and reference and analyst data to deliver incremental SYB for the adoption of our products and services.
• Lead solutions development efforts that identify and best address customers needs to generate enterprise pipeline for Sales teams
• Establish relationships with key associates in Enterprise Whitespace customer accounts critical to establish new landings for Red Hat products; use relationships and geo teams to support play adoption and delivery
• In critical and escalated account situations, support the end-to-end sales process through engagement of appropriate associates
• Generate short term results while maintaining a long term perspective to maximize revenue generation
What you will bring
• 10+ years of experience selling software or service infrastructure solutions.
• Broad knowledge of Red Hat s portfolio; knowledge of IBM s portfolio and ways of working is a plus
• Demonstrated record of working with high-performing, geographically-dispersed, multifaceted teams
• Successful history of direct net new business sales with proven ability to deliver against targets
• Demonstrated ability to surpass goals, seizing opportunities to push the envelope, and define new opportunities to serve customers and increase results
• Demonstrated ability to deliver on the sales strategy and value proposition for enterprise organizations within their respective geo ensuring alignment with broader organizational or product strategies
• Able to challenge assumptions and conventional wisdom with specific, supported, reasoned proposals
• Excellent communication skills used to articulate long-term direction and collaborate with the team on how to reach it in a matrixed organization, to gain alignment and teaming momentum
• Demonstrated ability to hold yourself and associates accountable for commitments, providing clarity, and outlining clear and shared expectations for success
• Solid operational aptitude to analyze performance, anticipate business needs and align resources, and action plans needed to succeed
#LI-REMOTE #LI-MS1 About Red Hat 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.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.Interested in this job ApplyApplyShareSorry the Share function is not working properly at this moment. Please refresh the page and try again later.Share on your newsfeedDiversity, 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.Read our complete Statement of Commitment to Diversity, Equity, and InclusionCOVID-19 Vaccination RequirementsIn accordance with Red Hat s policies, U.S. government regulations, and our ongoing commitment to prioritizing the health and safety of our associates, their families, and the community at large, all Red Hat associates and contractors working in the United States must be fully vaccinated against COVID-19. Accordingly, any offer of employment is conditioned upon your ability to provide proof of full vaccination. Should you require accommodation for medical or religious reasons, Red Hat will engage in an interactive process with you to determine if a reasonable accommodation can be provided in accordance with applicable City, State and/or Federal law.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.Visit the Equal Opportunity Employment PosterVisit the Pay Transparency and Nondiscrimination ProvisionRed 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.,

Keyskills :
global business developmentbusiness developmentvalue based sellingsalescustomer relationstargetopen source softwaremarketing