To help ensure this win-win outcome, a ‘day-in-the life’ of this role may include, but not be limited to:
What you'll do:
- Sell the complete Red Hat portfolio of solutions within the assigned account(s) across all LOBs and at all levels of the organization.. Managing a dedicated client/account(s) and defining, confirming, and communicating the differentiated value of Red Hat’s technology at both the technical and business level.
- Manage complex software sales cycle/process from prospecting to closing, maintaining sustainable revenue growth across technologies/BUs and ensuring delivery against KPIs
- Promote Red Hat’s value proposition to prospective customers within a highly competitive market; develop new business and expand existing ones.
- Using your solution-selling expertise you’ll be identifying and engaging decision makers and influencers, qualifying business opportunities, and responding to clients’ needs to create strategic, long-term partnerships.
- Understand and effectively articulate the customer's business, the problem they are trying to solve,the objectives they are trying to reach, their unique ecosystem, constraints and technical requirements, the broader industry challenges; and accordingly create compelling solutions/value propositions in collaboration with internal overlay support teams and external ecosystem partners ( SIs, ISVs, etc).
- Work collaboratively with the broader Red hat Sales ecosystem: Red Hat account solutions architects and overlay structures, business units/engineering/CTO office, marketing, finance, legal etc. to develop the right solution for the client, to build sales campaigns and incremental pipeline.
- Create and maintain strategic account plans/business plans in collaboration with cross-functional team members and deliver on those.
- Accurately manage pipeline , forecast, MEDDPICC, Value Based selling ( developing business cases, ROI, payback models etc.), account reviews, deal reviews, close plans and close sales in accordance with company goals, processes and systems.
What you'll bring:
- 10+ years of experience as the primary owner/leader of the account ( not in an overlay support role), selling complex software solutions to large global banks and global Financial Services Institutions (FSIs) with multiple decision-makers and influencers. FSI experience a must!
- Understanding of the financial services and technical market, landscape, partners, solutions, architectures.
- Understanding of the complex decision making process in large, global banks, FSIs.
- Ability to articulate complex value propositions, business cases and comprehensive technological strategies tailored to a wide range of decision-makers within an organization, including technical/engineering, business, and C-level audiences
- Candidates for consideration will bring a proven track record of exceeding sales quota, and territory/account development and will have experience as the primary contact for clients for all sales and related issues.
- Excellent communication and technical skills to develop relationships at engineering, commercial, and executive levels throughout customer organizations.
- Excellent analytical and problem solving skills. Bachelor degree in Engineering or Commerce. MBA is strongly preferred.
About Red Hat
Red Hat is the world’s leading provider of enterprise open source software solutions, using a community-powered approach to deliver high-performing Linux, cloud, container, and Kubernetes technologies. Spread across 40+ countries, our associates work flexibly across work environments, from in-office, to office-flex, to fully remote, depending on the requirements of their role. Red Hatters are encouraged to bring their best ideas, no matter their title or tenure. We're a leader in open source because of our open and inclusive environment. We hire creative, passionate people ready to contribute their ideas, help solve complex problems, and make an impact.
Inclusion at Red Hat
Red Hat’s culture is built on the open source principles of transparency, collaboration, and inclusion, where the best ideas can come from anywhere and anyone. When this is realized, it empowers people from different backgrounds, perspectives, and experiences to come together to share ideas, challenge the status quo, and drive innovation. Our aspiration is that everyone experiences this culture with equal opportunity and access, and that all voices are not only heard but also celebrated. We hope you will join our celebration, and we welcome and encourage applicants from all the beautiful dimensions that compose our global village.
Equal Opportunity Policy (EEO)
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.
Red Hat supports individuals with disabilities and provides reasonable accommodations to job applicants. If you need assistance completing our online job application, email [email protected]. General inquiries, such as those regarding the status of a job application, will not receive a reply.
Skills Required
- 10+ years of experience owning or leading strategic accounts
- Experience selling complex software solutions to large global banks and financial services institutions
- Experience with global banks and large financial services institutions
- Understanding of financial services and technical markets, landscapes, partners, solutions, and architectures
- Understanding of complex decision-making processes in large global banks and financial services institutions
- Ability to articulate complex value propositions, business cases, and technology strategies to technical, business, and executive audiences
- Proven track record of exceeding sales quotas and developing territories or accounts
- Experience serving as the primary client contact for sales and related issues
- Excellent communication, technical, analytical, and problem-solving skills
- Bachelor’s degree in Engineering or Commerce
- MBA
- Ability to work in Toronto, Canada
Red Hat Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Red Hat and has not been reviewed or approved by Red Hat.
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Healthcare Strength — Healthcare coverage is presented as comprehensive, spanning medical, dental, and vision along with life and disability coverage. Access to HSA/FSA options and broadly positive reception of health benefits support the view that healthcare is a core strength.
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Leave & Time Off Breadth — Time-off offerings are described as generous, with substantial PTO for new hires plus additional recharge days and an end-of-year shutdown for many non-critical roles. Paid volunteer time, holidays, sick days, and supportive expectations around taking time off reinforce the breadth of leave benefits.
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Strong & Reliable Incentives — The rewards package includes performance bonuses and a recurring quarterly bonus program tied to company and individual performance. Availability of ESPP participation further adds to incentive pathways beyond base pay.
Red Hat Insights
What We Do
At Red Hat, we connect an innovative community of customers, partners, and contributors to deliver an open source stack of trusted, high-performing solutions. We offer cloud, Linux, middleware, storage, and virtualization technologies, together with award-winning global customer support, consulting, and implementation services. Red Hat is a rapidly growing company supporting more than 90% of Fortune 500 companies.
Why Work With Us
Red Hatters freely exchange different viewpoints, contribute ideas, and solve problems together. Our love of collaboration, accountability, a sense of community, and a measure of autonomy combine to create a powerful force that fosters innovation and makes Red Hat a great place to work.
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