Enterprise Account Executive

4 weeks ago

Mumbai, Maharashtra, India Red Hat India Private Limited Full time

About the Job

The Red Hat Sales team is seeking a highly skilled Enterprise Account Executive to join us in India. In this role, you will be responsible for developing and maintaining strong business relationships with assigned Enterprise BFSI accounts, focusing on generating revenue and helping our strategic customers achieve their business and IT transformation goals using Red Hat's products and services.

Key Responsibilities

  • Regularly engage with clients to understand their evolving needs and provide solutions that align with their business objectives.
  • Translate Red Hat's sales strategy into a relevant account-level strategy for each customer.
  • Collaborate with internal and external teams to deliver on the account strategy and increase performance and customer success in key accounts.
  • Serve as the primary point of contact for clients, addressing inquiries, concerns, and issues in a timely and professional manner.
  • Apply knowledge of use cases and Red Hat's strategic offering value proposition to identify and deliver opportunities to increase upsell, cross-sell, and renewals across the Red Hat portfolio.
  • Cultivate relationships across customer organizations to position Red Hat as a key partner to their business.
  • Handle price negotiations and contract discussions to close deals while maintaining profitability for the company.
  • Collaborate with the Customer Success team to co-develop success and growth plans and ensure that Red Hat meets or exceeds the customer success criteria.
  • Engage partners, where appropriate, to strengthen Red Hat's customer value proposition.
  • Maintain accurate and up-to-date sales records, activity reports, and client information using CRM software.
  • Provide regular sales forecasts and performance updates to sales management.

About You

  • 8+ years of sales experience, preferably in the software or IT industry working with Enterprise BFSI customers.
  • Excellent leadership, communication, and interpersonal skills with the ability to engage a diverse set of stakeholders externally and internally.
  • Strategic orientation and value engineering skills to position and sell solutions to meet customer needs.
  • Solid understanding of customer business, industry trends, competitive landscape, competition, and Red Hat differentiators and value proposition.
  • Proven experience as an Account Executive or in a similar sales role selling SW solutions to the Enterprise BFSI vertical customers.
  • Ability to articulate the hybrid cloud story, the value of Red Hat's solutions, and Red Hat's differentiation in one-on-ones with key customer stakeholders.
  • Ability to cultivate long-term relationships and develop internal advocates across the customer organization.
  • Ability to cultivate long-term relationships with the Partner ecosystem for win-win outcomes.
  • Strong track record of achieving and exceeding sales targets in selling complex solutions to large organizations.
  • Strong business acumen and understanding of sales processes.
  • Willingness to travel across the region as per business needs.

About Red Hat

Red Hat is the world's leading provider of enterprise software solutions, using a community-powered approach to deliver high-performing Linux, cloud, container, and Kubernetes technologies. Our associates have the flexibility to choose the work environment that suits their needs from in-office to fully remote to office-flex. 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. Opportunities are open. Join us.

Diversity, Equity & 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 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.

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.

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