Senior Account Executive - Southeast / Florida
About the job:
The Red Hat Strategic Enterprise Sales team is searching for a Senior Account Executive to join us in the Southeast responsible for Enterprise Accounts in the Florida area. In this role, you will retain and grow sales within a defined set of enterprise accounts, enabling our strategic customers to instantiate business and IT transformations while deploying Red Hat’s services and solutions. As a Senior Account Executive, you will gain and maintain an understanding of the customer processes, needs, and challenges while promoting the value of Red Hat’s solutions while constantly developing key relationships within the organizations and our ecosystem partners.
What you will do:
Translate Red Hat’s strategy into a relevant account-level strategy for each customer
Deliver on the account strategy to increase performance and customer success in key accounts, retaining and growing ACV/ARR revenues through strategic account planning
Apply knowledge of use cases and Red Hat’s strategic offering value proposition to identify and deliver opportunities to increase upsell, cross-sell renewals and net new footprints across the Red Hat portfolio while increasing presence and relationships within the accounts
Coordinate solutions architects, specialist teams, Customer Success team, Red Hat Executives and industry experts to align Red Hat’s use cases to customer needs, guiding end-to-end sales to develop solutions that deliver business value
Coordinate support from specialist solutions architects, sales solutions specialists, and industry experts to guide end-to-end sales and deliver customer value
Cultivate relationships across customer organizations to position Red Hat as a key valued partner to their business
Collaborate with the Customer Success and Red Hat Business Value teams to co-develop success and growth plans, understanding how the customer derives value from Red Hat’s solutions to support expansion and retention and ensure that Red Hat meets or exceeds the customer success criteria
Engage ecosystem partners, where appropriate, to strengthen Red Hat’s customer-oriented value proposition. You must possess the passion to hold yourself and your team accountable.
What you will bring:
Excellent leadership and communication skills with the ability to engage a diverse set of stakeholders in a matrixed organization and increase accountability within the account team
Strategic orientation and value engineering skills to position and sell solutions to meet the customer needs and build business cases around return on investment (ROI) and total cost of ownership (TCO)
Solid understanding of customer business, industry trends, competitive landscape, and Red Hat differentiators and value proposition
Experience with strategic sales motions and executive relationship building and maintaining
Ability to articulate the value of Red Hat’s solutions, and Red Hat’s differentiation in one-on-ones/many-many with key customer stakeholders
Ability to cultivate long-term relationships and develop internal advocates across the customer organization, including IT and related business teams and roles
Proven experience selling complex IT Business solutions to large organizations within the region and to multiple decision-makers
Willingness to travel across the region as needed.
Pay Transparency
Red Hat determines compensation based on several factors including but not limited to job location, experience, applicable skills and training, external market value, and internal pay equity. Annual salary is one component of Red Hat’s compensation package. This position may also be eligible for bonus, commission, and/or equity. For positions with Remote-US locations, the actual salary range for the position may differ based on location but will be commensurate with job duties and relevant work experience.
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.
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.
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
- Proven experience selling complex IT business solutions to large organizations and multiple decision-makers within the region
- Experience with strategic sales motions and executive relationship building and maintaining
- Strategic orientation and value engineering skills to build business cases around ROI and TCO
- Solid understanding of customer business, industry trends, competitive landscape, and Red Hat differentiators
- Excellent leadership and communication skills to engage diverse stakeholders in a matrixed organization
- Ability to cultivate long-term relationships and develop internal advocates across customer organizations
- Ability to articulate the value of Red Hat's solutions to key customer stakeholders
- Willingness to travel across the region as needed
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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