Job summary
The Red Hat Global Sales Operations and Enablement (GSO+E) team is looking for a Senior Manager to join us in Raleigh, NC. In this critical leadership role, you will be responsible for the sales operations framework for our commercial sales segment. You'll report directly to the Senior Director of Global Sales Go to Market Operations and Buying Programs and you'll be fully accountable (with matrix reporting) to report dotted-line to the Global Vice President and General Manager of Commercial Sales. You'll help us to scale the overall business for the commercial segment, with a special focus on required operational elements. You will define a model that will deliver global consistency, predictability, and accountability and you'll work cross-functionally to carry out a segment-defined partner-led sales motion that will place Red Hat in support of our partners. As a Senior Manager, you will build and manage a team of 3-4 other professionals consisting of individual contributors who are responsible for global operations of the commercial segment. You will also have dotted line management oversight of regional sales operations within each geographic region. Specifically, you will define and capture key operational metrics in order to run the business, guide the segmentation (account selection) and governance processes for it, articulate operational points of view to coverage models, total quality management (TQM), and incentive strategy, facilitate the planning process and cycle, and highlight specific commercial segment requirements across other functions, including bridging strategy, Operations, Finance, Legal, IT, etc.
Primary job responsibilities

• Support the Global Vice President and General Manager of Commercial Sales across all aspects of sales operations
• Build a consistent framework for how Red Hat plans and carries out go-to-market strategies with our partners globally for this segment
• Define the unique operating models for the commercial business subsegments, which include corporate, territory, and self-service
• Partner with Sales and Ecosystem teams both globally and regionally on identifying strategic programs to grow the commercial business and help us scale more effectively
• Develop coverage and segmentation models and rules of engagement to build a stronger business and create trust with our partners
• Establish and report on metrics that show the performance of all aspects of and programs within the commercial segment
• Prepare for and conduct periodic pipeline and business reviews with the Global Vice President and General Manager of Commercial Sales and the respective regional sales leaders and other stakeholders
• Build discipline and standardized approaches that will carry throughout all regions
• Feed commercial segment requirements into other sales operations functions, including buying programs, deal desk and process, customer success, and ecosystem
• Capture requirements for other operational programs that support the commercial segment like deal registration, teaming, and market development funds (MDF)
• Define unique imperatives for incentive programs, sales tools, systems, and automation, and sales enablement
• Collaborate cross-functionally and globally with many teams, including the Sales, Services, Alliances, Marketing, Business Unit Operations, Customer Experience and Engagement, Legal, and Finance teams
• Constantly seek to evolve and refine the sales process based on field and customer feedback

Required skills

• Bachelor's degree or equivalent, or achievement at a recognized professional level; master's degree is a big plus
• 10+ years of experience in corporate sales operations and enablement in a matrixed software organization
• 8+ years of software sales or sales operations experience; understanding of sales cycles and selling techniques is a big plus
• General understanding of open source software innovation and business models
• Solid understanding of how software is used to solve business problems and how cloud technologies and consumption models are shifting the IT landscape
• Proven record of success in a fast-moving, technical environment, including a proven ability to learn new concepts quickly
• Ability to develop compelling sales or partner buying programs and the requisite materials (tools, processes, enablement, and content) associated with the program
• Proactive and motivated with a solid work ethic
• Metrics-focused and detail-oriented
• Outstanding written and verbal communications skills
• Comfortable working with and presenting to all levels of an organization
• Success in working in a persuasion-driven, cross-functional environment
• Ability to meet deadlines and handle multiple projects at once while working in a highly complex environment
• Willingness to travel up to 30% once current travel restrictions are lifted following Red Hat's COVID-19 guidelines

About Red Hat
Red Hat is the world's leading provider of enterprise open source software solutions, using a community-powered approach to deliver reliable and high-performing Linux, hybrid cloud, container, and Kubernetes technologies. Red Hat helps customers integrate new and existing IT applications, develop cloud-native applications, standardize on our industry-leading operating system, and automate, secure, and manage complex environments. Award-winning support, training, and consulting services make Red Hat a trusted adviser to the Fortune 500. As a strategic partner to cloud providers, system integrators, application vendors, customers, and open source communities, Red Hat can help organizations prepare for the digital future.
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.
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.
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.