Sales Account Representative

About the role

The Account Representative will support a specialized business unit focused on expanding Red Hat’s presence across State and Local Government and Education (SLED) accounts. The role involves developing new customer relationships, expanding existing accounts, and driving adoption of Red Hat’s full software portfolio.

Responsibilities

• Define, develop and execute territory sales plan, targeting SLED customers for Red Hat products and services.
• Establish and maintain key relationships with clients, partners, vendors and/or manufacturers at all levels of the organization, including executives to advance the sales cycle and support the client post-sale.
• Perform prospecting activities to gain new business and advance the sales cycle, such as identifying and understanding customers’ business issues and technical infrastructure, researching and generating detailed account profiles.
• Identify, develop, and close net new sales opportunities within existing Red Hat SLED accounts in the assigned territory.
• Work closely with account solutions architects to identify key projects, programs, and offices to sell Red Hat's comprehensive enterprise solutions (subscriptions, training, and consulting).
• Manage the account planning process, forecasting and other sales metrics for assigned accounts.
• Develop new strategies for Red Hat offerings within key accounts to establish proofs of concepts and pilot implementations.
• Act as the trusted adviser for senior IT and business executives of key SLED accounts to create long-term partnerships with customers in the accounts.
• Follow and demonstrate the Emergent Sales Methodology to manage the end-to-end sales process, including collaboration with Red Hat channel sales to deliver proposals.
• Work with marketing staff to support various Red Hat sales presentations and lead generation activities.
• Work with and provide guidance to more junior sales staff in sales activities that support and generate territory sales renewals and growth.
• Meet or exceed quarterly and yearly sales quotas and targets.

Qualifications

• Bachelor’s degree in Business Administration, Sales and Marketing, or related field and/or equivalent combination of education and/or experience.
• 2+ years of technical sales experience.
• Experience using and maintaining a CRM system.
• Support territory based working hours while located outside of assigned territory.
• Track record of achieving and exceeding sales goals.
• Experience working in a consultative manner with customers, vendors and technical staff in developing technology sales solutions.
• Experience with SLED clients preferred.