About the job
The Red Hat North America Public Sector Sales team is looking for a Vice President of Public Sector Sales to join us in Tysons Corner, VA to oversee the U.S. Department of Defense. In this role, you will report to the Vice President and General Manager of Red Hat Public Sector Sales. As a Vice President, you will have the exciting opportunity to help increase the 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 Defense Community. This includes developing overall business and go-to-market strategies, collaborating with the Commercial Sales, Legal, Marketing, Operations, and Executive leadership to promote revenue attainment.
What you will do

• Lead and orchestrate 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 networking, assessing strategic customer objectives, digital transformation opportunity discovery, key improvement scenarios and an ability to measure and present incremental and new economic value from solutions proposed
• Identify, nurture, and manage digital transformation deals within the public sector, including deal crafting, negotiating terms and contracts for multimillion-dollar digital transformation initiatives
• 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
• Develop and deliver a comprehensive regional plan to grow revenue, accelerate customer adoption, and develop long-term strategic relationships with key accounts

What you will bring

• Bachelor's degree in a business, technical, or scientific field; MBA is a plus
• 15+ years of industry related experience leading sales pursuits and coaching teams to achieve quota sustainability growth year over year
• Security clearance at the Top Secret or Top Secret/Sensitive Compartmentalized Information (TS/SCI) level
• Excellent sales and business background centered around public sector software technologies combined with deep understanding of key industry solutions and competitive technologies with experience in large scale digitization strategy programs
• Excellent business planning and coaching or instilling business discipline skills combined with ability to encourage sales or tech sales teams to develop and implement targeted plans
• Disciplined worker with demonstrated accuracy in forecasting business and maintaining pipeline hygiene
• Solid record and history of carrying and exceeding an enterprise account sales quota
• Ability to work successfully across a complex, highly matrixed environment
• Outstanding interpersonal skills and ability to motivate, inspire, and lead cross-functional teams with a high degree of independence and success
• High ethical standards and integrity
• Willingness to travel, following Red Hat's COVID-19 guidelines

The following are considered a plus:

• Solid understanding of Red Hat's products and services offerings
• 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.