Senior Director, US Commercial Sales

The Regional Leader for US Commercial Sales, will be responsible for leading revenue-generating activities across the US’s Commercial Segment. This role requires a results-oriented leader with a strong customer, partner, and revenue-oriented mindset, coupled with executive presence. The successful candidate will be comfortable leading in a matrixed organization, managing local customer and partner needs while adhering to Red Hat’s globally defined go-to-market strategy and operating model.

This leader will ensure smooth and predictable sales execution in partnership with technical and services leadership for the benefit of customers and partners. This position is critical for accelerating Red Hat as a diverse, inclusive, and customer-centric world-class leader in open source innovation. As a senior leader, this individual must be inspirational and capable of contributing to the overall Geo strategy. The position reports directly to the VP of North America Sales

What you will do

Lead the US Corporate & Territory Sales teams for the North America field sales organization.

Leverage partner sales motions within the Region to achieve sales and revenue goals.

Develop, motivate, and lead a sales organization that operates with confidence and market understanding to act decisively on emerging opportunities

Drive C-level conversations and have the ability to identify large transactions that can be executed to grow our RH footprint, inclusive of new logos in our whitespace accounts

Collaborate closely with global segment and function leaders to guide Red Hat’s go-to-market strategy and approach within the segment across various sales channels inclusive of partners and vendors.

Fully embrace the partner ecosystem as a key driver for meeting sales and revenue targets.

Drive end-to-end co-sell partner engagement to maximize leads, opportunities, and joint revenue potential.

Allocate regional Commercial Segment budget and targets as assigned by global segment and Geo leaders.

Align account segmentation to criteria developed by Commercial Segment and Geo leaders, with the ability to flex assignments within predefined limits based on regional needs.

Align field resources against accounts and supported partners based on defined worldwide segment coverage blueprints, with the ability to flex assignments within predefined limits based on Geo needs.

Maintain a high-performing regional management system, implementing globally consistent operational and financial key performance indicators, and holding associates accountable for results and performance management of associates to ensure a high performing team..

Champion the experience of customers and partners within the segment

Serve as the point of escalation for all Commercial account approvals and conflicts across the segment and ecosystem, including pricing approvals and prioritization of resource allocation to accounts.

Attract, develop, and retain the best in class team, ensuring their operation and assimilation into the successful Red Hat culture while bringing in fresh perspectives and ideas driving efficiencies and simplification accelerating deal velocity and high value activities for the field.

Collaborate across North America, the Global Segments and Function leadership to ensure Red Hat associates affiliate both locally and within their function.

Experience working within the matrix, actively collaborating with peers on the leadership team to drive Red Hat’s standards of performance and excellence.