Director, Specialist Sales - FSI

About the job

Direct a group of sales professionals to achieve quarterly and annual revenue and growth targets. The Red Hat Sales team is looking for a Director to join us. In this role, you will motivate, coach, and mentor your sales team to grow existing accounts and capture new business throughout the region by developing effective sales strategies. You'll need to have the initiative and passion to manage a team in a fast-growing, fast-paced environment. As a Director, you will also need experience selling complex software solutions and working in environments with multiple offerings, as you'll be directly participating in closing deals at key accounts and promoting business initiatives for future success within your assigned region. In addition to selling, you'll assist in strategic planning for each account and guide sales professionals assigned to specific accounts and customers. Successful applicants must reside in a state where Red Hat is registered to do business.

What you will do

• Lead, motivate, inspire, and mentor sales and account teams to drive growth in existing financial services accounts and capture new business opportunities across FSI markets. Develop and implement customer engagement strategies tailored to the unique regulatory and market challenges within the financial sector.

• Guide the creation of strategic sales plans via competitive analysis, customer segmentation, penetration plans, and thoughtful positioning of our offerings - promote and embed a rigorous qualification and management process through the development and maintenance of C-level and senior-level customer relationships with our regional sales leadership and account teams

• Achieve success as a key leader to direct and channel go-to-market teams and internal product business teams

• Provide disciplined, ethical, and focused leadership to the team that will foster success based on a culture of respect for customers, employees, and Red Hat's values

• Have a direct role in the field team by maintaining a personal presence and by being highly visible through key market tipping customer engagements in the field

• Participate directly in closing deals at key accounts and guiding business initiatives for future success within our regional sales team

• Guide a regional team of sales specialists in meeting quarterly and annual growth targets by establishing sales goals, monitoring performance, and implementing improvement plans where necessary

• Coach and collaborate with team members in the development of effective sales strategies to ensure success in sales pursuits - Motivate, coach, and mentor the Sales team to both grow existing accounts and capture net-new business throughout the region

• Guide sales specialists as they design strategic sales plans using competitive analysis, customer segmentation, market expansion plans, and thoughtful positioning of our offerings

• Collaborate with product management, business development, field marketing, sales, and solutions architecture leadership to ensure alignment with FSI priorities and drive business outcomes.

• Participate in key FSI account negotiations and contribute to strategic business planning for future growth within the financial services space.

• Partner with leadership peers to develop go-to-market strategies, compensation plans, and organizational structures that align with the unique demands of the FSI territory.

What you will bring

• 5+ years of leadership responsibility experience with a software sales organization demonstrating success in achieving sales targets

• Record of delivering annual sales targets in excess of $40 million; proven experience developing sales organizations that consistently deliver 25% year-over-year increases in revenue

• 5+ years of experience selling middleware solutions with experience building sales processes and solutions selling strategies in the middleware marketplace

• Planning, financial, and analytical skills; ability to apply these skills with good business insights to complex situations with competing priorities

• Bachelor's degree in business administration, marketing, or a technical discipline; MBA degree is a plus

• Extensive industry sales, sales leadership, and business development experience and insight to guide the global strategy

• Advanced strategic thinking, leadership and problem-solving capacity for the FSI sector in a matrixed environment and across multiple geographies

• Proven ability to inspire multiple internal teams to achieve increased total addressable market-driven opportunities - Demonstrated record of managing and growing a business vertical in the government sector with experience in working with matrixed structures

• Proven success in engaging corporate support functions and business teams; ability to inspire diverse communities internally and externally

• Proven success in guiding and persuading senior account managers with diverse backgrounds and experience levels to achieve success in remote and distributed locations

• Demonstrated past experience in achieving sales, revenue, and profit targets and achieving goals in both direct and channel routes to market within the financial services industry (FSI) segment

• Outstanding leadership skills and ability to inspire, motivate, and provide vision to a broad and remote organization to achieve strategic growth goals and annual and quarterly revenue targets

• Proven ability to build credibility with partner executives, industry analysts, and associates, combined with a reputation for developing successful global partner relationships

• Proven background in strategic planning, business development, sales leadership, and partner management experience within software, hardware, and professional services

• Ability to contribute to broader business conversations beyond your functional area of expertise

• Demonstrated ability to think creatively and design novel approaches that balance local customer needs with corporate guidelines and philosophies

#LI-REMOTE

The salary range for this position is $258,130.00 - $438,710.00 (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 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.

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.

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.

Red 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.

Red Hat supports individuals with disabilities and provides reasonable accommodations to job applicants. If you need assistance completing our online job application, email ~~~ . General inquiries, such as those regarding the status of a job application, will not receive a reply.