About the job
The Red Hat Global Sales Operations and Enablement (GSO+E) team is looking for a Senior Director for Enterprise Segment Business Partnership team to join us in Boston, MA. In this key leadership role, you will be responsible for the sales operations framework for our Enterprise Sales team. You'll report directly to the senior director of Global Sales Go-To-Market (GTM) Operations and Buying Programs team, and be fully accountable to report to the senior vice president of enterprise sales. This includes guiding help to scale the overall business for the enterprise segment with a focus on the operational elements required. You will define a model that delivers global consistency, predictability, and accountability and work cross-functionally to deliver a segment-defined partner-led sales motion that places Red Hat in support of our partners. You will build and manage a team of 3-4 other professionals consisting of individual contributors who are responsible for global operations of the enterprise segment. You will also have oversight for regional sales operations within each geographic region. You will define and capture key operational metrics in order to run the business, guide the segmentation and the governance process 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 enterprise segment requirements across other functions, e.g., bridging strategy, Operations, Finance, Legal, IT, and other teams.
What you will do

• Support the senior vice president of Enterprise Sales team across all aspects of sales operations
• Build a consistent framework for how Red Hat plans and delivers GTM strategies with our partners globally for this segment
• Define the unique operating models for the enterprise business sub-segments
• Partner with Sales and Ecosystem teams both globally and regionally on identifying strategic programs to grow the enterprise business and help us to scale more effectively
• Develop coverage and segmentation models and rules of engagement to build a more solid business and create trust with our partners
• Establish and report on metrics that show the performance of all aspects of programs within the enterprise segment
• Prepare for and conduct periodic pipeline reviews and business reviews with global vice president and general manager (GM) of Enterprise Sales team and the respective regional sales leaders and other stakeholders
• Build discipline and standardized approaches that carry throughout all regions
• Deliver enterprise segment requirements to other sales operations functions including buying programs, deal desk and process, customer success, and ecosystem
• Capture requirements for other operational programs that support the enterprise segment like Deal Registration, Teaming, and Market Development Funds (MDF) teams
• Define unique imperatives for incentive programs, sales tools, systems, and automation, and sales enablement
• Collaborate cross-functionally and globally with many teams including Sales, Services, Alliances, Marketing, Business Unit Operations, Customer Experience and Engagement, Legal, and Finance teams
• Constantly learn how to evolve and refine the sales process based on field and customer feedback

What you will bring

• 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
• 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
• Record of success in a fast-paced, technical environment including a proven ability to learn new concepts quickly
• Ability to develop compelling sales or partner buying programs and the requisite materials like 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 an inspiration-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%, following Red Hat's COVID-19 guidelines
• 8+ years of software sales or sales operations experience, including an understanding of sales cycles and selling techniques is a big plus

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.