About the job
The Red Hat North America Public Sector Sales (NAPS) team is looking for a Senior Director of Public Sector Sales to join us in Tysons Corner, VA to oversee Defense and National Security Programs in the U.S. Intelligence Community (IC). In this role, you will report to the Vice President and General Manager of Red Hat Public Sector Sales. As a Senior Director, you will have the exciting opportunity to help increase growth and shape the future of emerging technologies for strategic Red Hat customers. Your responsibilities will include building and managing a highly talented sales team focused on increasing revenue, adoption, and market penetration in the IC. This includes developing overall business and go-to-market strategies, collaborating with the Commercial Sales, Legal, and Marketing, Operations and Executive leadership to promote revenue attainment.
To help you succeed in this role, you'll need to have a sales management background that enables you to lead a team of senior enterprise sales representatives with engagements at all levels of IC.
What you will do

• Develop and deliver a comprehensive regional plan to grow revenue, accelerate customer adoption, and develop long-term strategic relationships with key accounts
• Lead and coordinate sales processes across account planning, opportunity planning, deal negotiation, customer decision frameworks, and engaging in sophisticated business case discussions
• Develop demand and pipeline by building business decision maker networks, assessing strategic customer objectives, digital transformation opportunity discovery, key improvement scenarios, and measure and present incremental and new economic value from solutions proposed
• Meet or exceed monthly, quarterly, and yearly revenue targets
• Be responsible for attracting, hiring, and developing a high-performing and diverse sales team
• Oversee management activities including monthly operating reviews, managing weekly forecasting and pipeline development activity, account planning, and go-to-market strategy
• Participate in internal team meetings to collaborate with the supporting ecosystem on opportunities, resolve customer issues, share best practices, and work with cross-functional teams
• Engage with the sales ecosystem and Red Hat Partners in support of sales opportunities

What you will bring

• Bachelor's degree in a business, technical or scientific field; MBA is a plus
• Security clearance at the Top Secret or Top Secret/Sensitive Compartmentalized Information (TS/SCI) level
• Ability to connect the outcome themes from other industries to the customer's specific industry
• Demonstrated success in selling into the IC with major programs
• Extensive knowledge of public sector technology and the public sector industry with experience in large scale digitization strategy programs
• Extensive working experience in leadership roles in the public sector technology sector
• Experience in business development or sales in the public sector
• Exceptional relationship building, collaboration, and influencing skills
• Ability to work successfully across a complex, highly matrixed environment
• Exceptional presentation and communication skills
• Background in public sector sales or business development is a big plus

The following are considered a plus:

• Understanding of Kubernetes, Linux, and automation software-related sales cycles
• Experience selling open source software technology or other software services in a subscription model
• Experience in a leadership role in charge of transforming public sector agencies

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.