Business Development Manager, Training & Certification

Red Hat (Canberra ACT, Australia) 3 days ago

The Red Hat Training team is looking for a passionate and experienced Business Development Manager to join us in Canberra, Australia. In this role, you will position and sell our training and certification offerings across the Australian Capital Territory (NSW) region. You will work directly with customers, serve as a point of contact for field sales to our named accounts, and work with the training distribution network to grow the Red Hat business. You'll need to have creative and strategic planning skills to define systems and processes that will successfully carry our training services to market. As a Business Development Manager, you will have the opportunity to establish relationships with customers across the region, assisting them in achieving their business goals by developing and implementing joint training and skills strategy for success. You'll have a specific focus on evangelizing and selling our Training and Certification services, one of the most effective mechanisms to accelerate customer return on investment (ROI) using Red Hat's technologies. Working closely with customers and the account teams, you will determine training requirements, conduct training needs assessments, and build detailed training proposals and plans to accelerate adoption of Red Hat's services. Key to your success will be to build and maintain a solid relationship with customers to ensure flawless implementation of training plans.


  • Position, promote, and sell the complete Red Hat Training portfolio and services across the region to enterprise, named, and strategic customer segments
  • Create and sustain strategic customer relationships, including federal and public sectors
  • Identify and generate new training opportunities from existing leads and customer base
  • Develop new markets and new business across the region
  • Assist with creating go-to-market plans and regional marketing planning
  • Develop and define your territory plan and provide regular forecasts and business reviews to stakeholders and management
  • Meet assigned sales quotas, grow and renew existing customer relationships, and acquire new business
  • Manage and provide weekly forecasts, build and maintain pipeline, close deals, record sales activity, and track customer data using company-standard customer relationship management (CRM) tools like Salesforce.com (SFDC)
  • Develop training plans to meet the long-term needs of your accounts to accelerate the adoption and deployment of Red Hat's technologies
  • Evangelize Red Hat Training and Certification within the account, at industry events, and within the assigned territory, either directly, or in conjunction with Red Hat's account teams and partners
  • Develop proposals of specific solutions to gain new customers and upsell and cross-sell into existing accounts
  • Conduct training needs assessments with key customers and provide recommendations

  • Demonstrated success working in a similar role in technology or software sales, either in account management, or in business development; proven record of success
  • Demonstrated success presenting the business value of training and being strategic in your approach and engagement to C-level executives
  • Proven success with achieving or exceeding bookings and revenue targets
  • Understanding of complete sales cycle management from prospecting to closing
  • Positive outlook and a clear focus on delivering high-quality service to our customers
  • Ability to build long-term relationships with customers through trust and credibility
  • Excellent time management and organizational skills
  • Excellent presentation and communication skills, especially on the phone and in person
  • Proven success at and a good understanding of complex sales cycles, procurement requirements, and compliance, including the public sector, is a plus

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.

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.

Business Development Manager, Training & Certification

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