Red Hat Senior Sales Manager - Iberia in Madrid, Spain

Job description

Company description

At Red Hat, we connect an innovative community of customers, partners, and contributors to deliver an open source stack of trusted, high-performing solutions. We offer cloud, Linux, middleware, storage, and virtualization technologies, together with award-winning global customer support, consulting, and implementation services. Red Hat is a rapidly growing company supporting more than 90% of Fortune 500 companies.

Job summary

The Red Hat Sales team is looking for a Senior Sales Manager to join us in Madrid, Spain. In this role, you will manage and coach a team of experienced key account managers who each manage a small set of the top accounts grouped under relevant vertical markets. You'll be responsible for securing the larger share of Red Hat's bookings in the Iberia region and guide your team to achieve key success metrics, measured by sustainable business growth and meeting defined shares of sales per solution line. As a Senior Sales Manager, you will also build on a good base of existing, recurrent business, while working with other stakeholders in the Channel Sales, Pre-sales, Consulting, and Marketing teams. We'll need you to be client-focused, proactive, and committed to building long-term business and delivering short-term results.

Primary job responsibilities

  • Recruit, assess, develop, coach, and retain the best sales talent in the industry

  • Ensure each individual key account manager's performance is aligned with targets

  • Make sure the right product mix of sales is achieved by each team member

  • Coach key account managers in account planning and building multi-year plans

  • Analyze market opportunities and assign accounts to be covered by each key account manager

  • Provide first-level assistance and escalation to key account managers throughout all steps of the sales cycle, especially at the negotiation stage

  • Conduct weekly business forecasts with each team member

  • Ensure Red Hat's values, internal policies, systems, and processes are met at all times with all sales activity

  • Participate in the country's leadership team

  • Influence and carry out Iberia's sales strategy, observing Red Hat's corporate goals and objectives

Required skills

  • 10+ years of experience successfully managing complex sales in large accounts

  • 5+ years of experience successfully managing sales teams

  • Demonstrated experience in complex solution selling under a structured sales process across different sales plays, stakeholders, and seniority levels within the client, including C-level decision makers

  • Deep understanding of the market, including the relevant ecosystem, especially system integrators

  • Understanding of large customers' end-needs in the IT space, including enterprise-wide sales and IT department sales

  • Middleware, application, and management tools sales experience is a plus

  • Fluent English language skills; Portuguese language skills are a plus

  • Ability to work in an international environment with many team members in other countries

  • Willingness to travel up to 30% and occasionally more at peak work times

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, uniformed services, genetic information, physical or mental disability, medical condition, marital status, or any other basis prohibited by law.

Job ID 54875

Department Field Sales

Location ES - Madrid

Posting date 11/29/2016

Remote base ..