Sales Specialist 3

Automation Sales Specialist

The Red Hat Technical Sales team is looking for an Automation Sales Specialist to join us serving our North America Public Sector Intelligence agencies. In this role, you will be accountable for Red Hat Ansible Automation Platform software subscription sales and services to prospective and current accounts. You'll need to have the ability to understand customer needs and challenges and link them to a set of Red Hat Ansible offerings. Your tasks will include creating sales opportunities in both new and existing customer accounts through well-planned demand generation efforts with the account teams.

Active Top Secret security clearance with SCI and a minimum of a CI polygraph (current) is required. You must be local to the Washington DC Metro area. Candidates outside of the DC / MD / VA area will not be considered.

What You Will Do:

• Owns the development of new strategic sales opportunities.
• Leads critical customer presentations/sessions around business problems, Red Hat solutions, business value, competitive positioning and product capabilities and roadmaps.
• Maintains relevant and detailed knowledge about products in your domain (features, updates, success stories, etc.) and general knowledge of the RH portfolio.
• Maintains knowledge and enables account teams on current "Plays" in your domain (ISVs, use cases, solution blueprints, Red Hat Sales Plays, etc.).
• Advises on and speaks to forecasts for appropriate products, services and training.
• Guides strategy based on deep knowledge of industry or specialty.
• Positions right sized solutions (subs, services, partners) in the context of addressing the customer's challenges or problems in their environment.
• Drive growth beyond initial sale and deployment to scale and expansion to other relevant products.
• Coordinate with Customer Success on the delivery of the proposed business value/solution.

What You Will Bring:

• Strong technology foundation (business-focused SA, Tech Leader, Prod Manager, Big 6 Consultant, Specialist, App Dev delivery, start-up AE) with ability to translate business value.
• Proven track record of proactive prospecting
• Highly competitive with "No-Excuses" accountability
• Values of curiosity, authenticity and humility in helping our intelligence agencies reduce toil and increase efficiency and mission capabilities.
• Strong understanding of the buyer journey and mapping it your sales process
• Has successfully used the MEDDPICC framework to qualify opportunities and test champions
• Proven experience in selling to Department of Defense
• Challenger mentality with demonstrated persuasiveness.
• Passion and curiosity about technology, the market, and its future demonstrated by what you read, follow, subscribe to, listen to, etc.
• Strategic thinker who sees beyond selling an individual product to a single need.
• Entrepreneurial and motivated to run your own business within the role. Prior startup experience is a plus.
• Highly effective orchestrator and collaborator, able to lead a cross-functional team (internal and partner ecosystem) through a complex sales cycle.
• Compelling presenter of business and technical topics, capable of delivering demos for your domain.
• C-Suite presence: charismatic, outgoing and able to "own the room" to connect individually.
• Relevant experience in one or more of the following: territory, vertical, account selling.
• Automation tech experience with Ansible or comparable technology.
• Experienced in key automation use cases (Infrastructure as Code, Ops as Code, security, network, etc.).
• Conversant with ROI nuances and business-value arguments around high-degree automation and autonomous operations.
• Experience with technology offerings and economics of cloud computing.
• Knowledge of the principles and processes of open source technology.

The salary range for this position is $211,650.00 - $349,250.00 (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.