Global TELCO Lead - Subscription Education and Awareness Program (SEAP)

Global Telco Lead

The Subscription Education & Awareness Program (SEAP) team is seeking a Global Telco Lead to drive SEAP engagements within the Global Telco GEO with a focus on revenue recovery from SEAP initiatives and third party SAM partner expansion. In this role and in partnership with Global Telco leadership, you will lead the development and execution of high-impact programs designed to scale software asset management efforts across our Global TELCO organization. You will balance strategic customer engagement with program development to drive tangible revenue results from recovery of unpaid subscription and at the same time educate customers on the Red Hat subscription model, ensuring Red Hat is fairly compensated for its value while unlocking new expansion opportunities within our largest TELCO accounts.

This role requires a balance of software asset management (SAM) and sales related experience, operational and analytical awareness, and an ability to identify and solve complex issues across diverse geographical areas. This role will require close partnership with sales, finance, product, legal and marketing teams to further our strategic thinking around software asset management. Your success will depend on your ability to collaborate with your stakeholders and reach agreement with them on recommendations that you provide in this role. You'll need to be intellectually rigorous, with a strong commitment to practical application, creative, solution oriented and able to thrive in a fast-paced environment.

What You Will Do:

• Subscription Value Alignment: Lead high-level direct engagements with global TELCO accounts to ensure subscription usage is transparently aligned with the delivered value of Red Hat solutions and applicable subscription terms and conditions.
• Sales Program Execution: Develop and execute targeted sales initiatives designed to scale software asset management (SAM) efforts specifically for the TELCO business unit.
• Ensure organizational alignment between the SEAP strategy and the regional TELCO sales teams' key performance indicators (KPIs). Orchestrate and monitor TELCO SEAP sales efforts to maximize compliance-driven revenue recovery and unlock new expansion opportunities.
• Negotiation and Persuasion: In partnership with Telco Sales leaders, serve as the primary lead in complex SEAP customer discussions, using a blend of SAM expertise and sales acumen to reach commercial agreements on subscription reporting and compliance
• Market Insight and Best Practices: Identify and implement "best-in-class" sales practices across diverse geographical regions to address the unique regulatory and commercial needs of the global TELCO market. Serve as a strategic partner and SEAP center of excellence for the Global TELCO sales organization, guiding execution through expertise and best practices.
• Internal Mentorship: Educate regional TELCO sales teams on Red Hat's subscription models and contract structures to prevent revenue leakage and ensure long-term account health.

What You Will Bring:

• Education: Bachelor's degree in business administration or a quantitative field; Master's degree is a plus.
• Sales Background: 15+ years experience in Sales, Customer Success, or Compliance-related sales, with a strong emphasis on renewals and consumption based business models.
• High Stakes Communication: Exceptional relationship management and persuasion skills, with the ability to influence stakeholders and reach agreements on complex commercial recommendations.
• Consultative Revenue Education: Lead high-level engagements with global TELCO accounts, having educated customers on subscription models to ensure transparency and subscription integrity.
• Internal Influence: Exceptional relationship management skills with a proven ability to influence Senior Leadership and drive agreement on complex commercial terms.
• Results-Oriented Diligence: Coachable and energetic approach with a fierce focus on detail and delivering measurable results in a high-pressure environment.
• Communication Excellence: Mastery of both written and verbal communication, with the ability to translate complex subscription data into clear, actionable business insights.

The following are considered a plus:

• Audit and Recovery Oversight: Previous experience managing/supporting complex audit engagements and commercial reconciliations.
• Global Business Acumen: Proven track record of operating across diverse global geographies and navigating international business customs.
• Multilingual Capabilities: Fluency in a language other than English is highly preferred to support the Global TELCO footprint.

The salary range for this position is $247,780.00 - $409,000.00 (inclusive of base pay + target incentive compensation). Actual offer will be based on your qualifications.

Pay Transparency

Red 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 Hat

Red Hat is the world's leading provider of enterprise 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.

Inclusion at Red Hat Red 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 different 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 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.