About the job
The Red Hat Public Sector Sales team is looking for a Sales Account Representative to support our Mountain & West market. In this role, you will develop, grow, and maintain relationships within State, Local, and Education (SLED) accounts in order to expand the Red Hat footprint . You will work with a setlist of customers within a defined territory . It is critical that you act as the leader, quarterback, and CEO, of your territory. Responsible for leveraging internal sales and technical resources/personnel to help sell software and services (consulting & training). Top Account Representatives understand the importance of working with but not relying on channel partners and other strategic vendors. It is extremely important to work closely with Solution Architects. The better the two of you work together the more successful the team will be. In addition, you must be comfortable working with CIO's, Directors, Managers, System Administrators, across multiple teams and organizations.
What you will do

• Book $1.2M or more in net new business each year. $300,000 each quarter.
• Manage renewals in the territory. Target 95% renewal rate or higher.
• Meet or exceed quarterly and yearly sales quotas and targets.
• Sell Red Hat's comprehensive enterprise solutions (subscriptions, training, & consulting) within your assigned territory.
• Lead a team of 8 or more colleagues. Ensure everyone on the team understands the account plans and goals for the year. Work together to drive business to closure.
• Prospect into accounts, coordinate and run meetings, create pipeline by uncovering new opportunities, manage forecasts, book net new deals, manage renewals, and track customer data using Salesforce.com.
• Manage linearity and rolling four-quarter pipeline.

What you will bring

• High motor and activity levels
• Detail-oriented
• Strong communication skills
• Effective prospector with a hunter mentality
• Track record of exceeding quota
• Ability to multitask effectively
• Capable of leading an entire sales process from start (uncover opportunity) to finish (receive PO)
• Ability to navigate and learn customers procurement processes
• Willingness to work as part of a team and receive feedback to help improve sales skills
• Have a foundational understanding of Linux platforms, product management tools, virtualization, cloud technologies, consulting, and training.
• Strategic, tactical, and solution-focused
• Continuous learner