Territory Services Manager

The Red Hat Services team is looking for an experienced sales professional to join us as a Territory Services Manager in Netherlands. In this role, you will serve as a representative of Red Hat Services within customer account teams and work closely with a range of stakeholders to understand customer business and technical needs to develop and present solutions to support their goals. The Red Hat services team serves as the catalyst to customer success through understanding customer needs and offering consulting and training as a part of Red Hat’s solutions. The role develops solutions aligned to customer outcomes, coordinates with delivery and sales teams, and resolves moderately complex service sales issues within their scope of responsibility. You’ll play a critical role in ensuring a seamless customer experience. As a Territory Services Manager, you’ll report to a Regional Services Manager, you'll be responsible for an assigned region, market, or set of accounts. Successful applicants must reside in a country where Red Hat is registered to do business.

What you will do

Attend or host regular meetings with customers to build relationships in a professional and personal manner through on-site meetings and events

Analyze, strategize, and assist in the development of roadmaps within customers to help grow and expand the presence of Red Hat’s services in the market

Build relationships with account-level stakeholders to increase influence within accounts

Develop partner relationships extending beyond existing customers to help develop a deeper community of Red Hat’s partners

Develop relationships with key customer stakeholders to grow bookings and revenue within your accounts

Actively participate in account planning and strategy sessions, and reviews with the wider the account team

Coordinate and help facilitate discovery sessions to capture customer goals, challenges, and opportunities

Help solve customer problems and work closely with Sales, Specialist Sales Professionals (SSP), Solutions Architects (SA) and Global Professional Services (GPS) Architects and other extended account team members

Lead Services team responses to customer requirements and guide internal business process to gain necessary approvals for creating services proposals

Negotiate Services pricing, project costs, and terms; responsible for Services margin

Ensure timely and proper handover of projects to Services Delivery teams and participate in the delivery reviews and steering committees

Work closely with strategic business partners and key stakeholders to identify complementary solutions and maximize ongoing customer value

Provide accurate and consistent revenue and booking forecasts for assigned accounts, territories, and subregions on a weekly basis

Document best practices in the sales and delivery process for re-use, and share with wider Europe, the Middle East and Africa (EMEA) and Global Services teams

Customer-focused field services sales and delivery experience

Ability to create and articulate the value proposition, with experience in consultative selling and professional services delivery

Experience presenting to and managing executive relationships with customers

Record of successfully overseeing and managing multiple accounts, including services sales cycles

Knowledge of Red Hat or competitive technologies to engage and build trust with customer stakeholders at different levels

Understand customer's business impact as well as internal impact of projects from a financial, supportability, scalability, and repeatability point of view