Job summary
The Red Hat Public Sector team is looking for a Business Development Manager to join us in McLean, VA. In this role, you will enable and grow our systems integrator (SI) route to market and increase wins through assigned federal SIs. You will plan, stimulate, and maintain our annual growth. You'll identify key SIs in your region and develop partnerships through programs within the government and their infrastructure that promotes the sales of our services and solutions. As a Business Development Manager, you'll need to have a balance of demonstrated sales expertise and strategic communication skills because you'll work with SIs to oversee the development of market or product-line business plans that support public sector sales in your designated partner area of responsibility.
Primary job responsibilities

• Provide technical support and sell Red Hat's solutions and value
• Maintain relationships at all levels within the SIs
• Facilitate and maintain project management meetings and training, executive-to-executive meetings, and Executive Briefing Center (EBC) meetings
• Establish quarterly business reviews (QBRs)
• Produce invites to the summit and Red Hat events
• Support speaking engagements
• Provide presentations and support sponsorships for each assigned SI
• Keep the SI profile up to date and organization charts documented
• Build a one-on-one relationship with product managers, CIOs, and executives
• Educate the financial services team industry on key contacts and support the SI mission
• Work programs across the Department of Defense (DoD), civilian, and U.S. Intelligence Community (IC) as the SI presents them to you; understand all major identified programs by the Capture team, including indefinite delivery/indefinite quantity (IDIQ) contracts and government-wide acquisition contracts (GWACs)
• Prepare non-disclosure agreements (NDAs), teaming agreements, letters of intent, memorandums of understanding, and bid win strategies
• Work with solutions architects to respond to requests for proposal (RFPs), requests for quotes (RFQs), and requests for information (RFIs)
• Work through the acquisition process with partners
• Work closely with the Capture and Sales teams to help them navigate the SIs

Required skills

• 8+ years of related business development experience in the public sector
• Bachelor's degree or equivalent; further education is a plus
• Good judgment skills to evaluate intangibles and resolve complex sales-related issues
• Ability to coordinate necessary internal and external groups to create business plans
• Excellent people management skills to oversee team activities and ensure that they align with strategic plans
• Ability to work collaboratively with partners, original equipment manufacturers (OEMs), and independent software vendors (ISVs)
• Deep relationships within the federal SI community
• Thorough understanding of federal contracts and regulations

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, 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.