Enterprise Account Manager (FSI)

About the job

The Red Hat Enterprise Sales team is looking for an Enterprise Account Executive to join us in Wellington, New Zealand. In this role, you will be responsible for retaining and growing sales within the FSI territory in the New Zealand market, helping our customers and partners make business and IT transformations using Red Hat services and solutions. As an Enterprise Account Executive, you will gain an understanding of our customers processes, needs, and challenges, promoting the value of Red Hat’s solutions and how they can deliver value to the customer. 

What you will do

• Translate Red Hat’s sales strategy into a relevant account-level strategy for each  customer.

• Execute on the account strategy to drive performance and customer success in key accounts, retaining and growing bookings through strategic account planning.

• Apply knowledge of use cases and Red Hat’s strategic offering value proposition to identify and execute opportunities to drive upsell, cross-sell and renewals across the Red Hat portfolio while deepening penetration within accounts.

• Orchestrate Solution Architects, specialist teams Customer Success and industry experts to align Red Hat use cases to client needs, driving end to end sales to develop solutions that deliver business value.

• Coordinate support from Specialist Solutions Architects, Sales Solutions Specialists and industry experts to drive end to end sales and deliver customer value

• Cultivate relationships across client organizations to position Red Hat as a strategic partner to their business.

• Collaborate with the Customer Success team to co-develop Success and Growth Plans, understanding how the customer derives value from Red Hat’s solutions to support expansion/retention and ensure Red Hat meets or exceeds the customer’s  success criteria.

• Engage partners, where appropriate, to strengthen Red Hat’s customer value proposition.

What you will bring

• Excellent leadership and communication skills with the ability to engage a diverse set of stakeholders in a matrixed organization and drive accountability within the account team.

• Strategic orientation and value engineering skills to position and sell solutions to meet the client’s needs and build business cases around ROI/TCO.

• Strong understanding of client's business, industry trends, competitive landscape and Red Hat differentiators/ value proposition.

• Ability to articulate the hybrid cloud story, the value of Red Hat solutions and Red Hat’s differentiation in one-on-ones with key client stakeholders.

• Ability to cultivate long-term relationships and develop internal advocates across the client org, including IT and related business functions.

• Proven experience selling complex IT solutions to large organizations within the region/geo and to multiple decision makers.

• Excellent communication skills in English

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