The Red Hat Services team is looking for a Territory Services Manager to join us in Madrid, Spain. 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. You’ll work as part of a team that serves as a catalyst to customer success through understanding customer needs and offering consulting and training as a part of Red Hat's solutions. You'll play a critical role in ensuring a seamless customer experience. As a Territory Services Manager, you will report to a regional services manager and be responsible for an assigned region, market, or set of accounts.
Develop relationships with key customer stakeholders to grow bookings and revenue within your accounts
Actively participate in account planning, strategy sessions, and reviews with the wider account team
Qualify services opportunities and reach agreement with the regional services manager
Lead stakeholders and coordinate and help facilitate discovery sessions to capture customer goals, challenges, and opportunities
Help solve customer problems and work closely with the Sales team, specialist sales professionals, solutions architects, Global Professional Services (GPS) architects, territory account managers, etc.
Lead Services team responses to customer requirements and guide the internal business process to gain necessary approvals for creating services proposals
Negotiate Services pricing, project costs, and terms; be 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
Ensure accurate forecasting for services booking
Document best practices in the sales and delivery process for reuse and share them with the wider Europe, the Middle East, and Africa (EMEA) and Global Services teams
Ability to create and articulate the value proposition; experience in consultative selling and professional services delivery
Knowledge of Red Hat or competitive technologies that engage and build trust with customer stakeholders at different levels
Understanding of customer business impact as well as internal impact of projects from a legal, financial, supportability, scalability, and repeatability points of view
Experience in customer-facing roles as an architect or consultant or in a related presales or services role
Experience in services selling like development of statements of work (SoWs), requests for information (RFIs), requests for proposal (RFPs), pricing, large-scale proposal development, and customer journey
Ability to lead and work in virtual and cross-functional teams
Excellent written and verbal communications skills in Spanish and English
Willingness to travel within the territory and region for customer and internal meetings
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.
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