Job Information
Red Hat Services Account Specialist (m/f/d) in Germany
About the Job
The Red Hat Services team is looking for a Services Account Specialist to join us in Germany. In this role, you will help the Consulting Services Go to Market team be the catalyst for customer success the open source way by understanding our customers’ business and technical needs and by offering consulting, technical account management and training services as part of Red Hat’s solutions. You will ultimately be accountable in alignment with the Sales account team for the successful adoption and value realization for the offerings and services our customers have purchased. As a Services Account Specialist, reporting to a regional services manager, you’ll be responsible for an assigned region, market, or set of accounts.
What you will do
As part of the account team, develop relationships with key customer stakeholders to grow services bookings and revenue within your nominated accounts
Actively participate in account planning and strategy sessions and reviews with the wider account team, to identify and position areas where Red Hat Services offerings and solutions can generate additional business outcomes and values.
Closely work with strategic business partners to complement solutions and maximize customer value - Work with the delivery teams, including delivery managers, program and project managers, architects, and consultants, on getting the right offerings scoped to solve customer business needs
Negotiate Services pricing, project costs, and terms
Work closely with internal stakeholders like the Business Affairs, Finance, and Risk Management teams to gain necessary approvals for proposals
Be responsible for and have the ownership of the services bookings forecast for the assigned group of accounts or sectors
Provide executive leadership during the whole customer journey, including presales and post-sales phases
Lead Services offerings in specific customer opportunities; call for and guide the formation of opportunity teams (services participation) together with the account manager
Collaborate with business development managers, solutions practices, the Partners and Alliances and Marketing teams on wider strategic initiatives and business development activities
Capture best practices in the sales and delivery process for reuse and sharing with the Europe, the Middle East, and Africa (EMEA) and Global Solutions Practice teams to evolve the Red Hat Services solutions portfolio
What you will bring
Ability to create and articulate the value proposition; experience in consultative selling and professional services delivery
Advanced negotiation and presentation skills, experience in facilitating effective workshops and meetings
Knowledge of Red Hat’s or competitive technologies that engage and build trust with customer stakeholders at different levels
Understanding of customer business impact as well as the internal impact of projects from a legal, financial, supportability, scalability, and repeatability points of view
Experience working in customer-facing roles like an architect or consultant or in a related presales or services role
Services selling experience including development of statements of work (SoWs), requests for information (RFIs), and requests for proposal (RFPs), pricing, large-scale proposal development, and customer journeys
Experience leading and working in virtual and cross-functional teams
Proven record of closing complex solutions-led deals worth millions of dollars
Good understanding of and real experience designing, selling, and implementing services solutions for enterprise architectures, including hybrid cloud solutions, Infrastructure-as-a-Service (IaaS), Platform-as-a-Service (PaaS), enterprise integration, business automation, and DevOps
Fluent German and English communication skills
Willingness to participate in regular business travel for customer and internal meetings within Germany
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About Red Hat
Red Hat (https://www.redhat.com/) is the world’s leading provider of enterprise open source (https://www.redhat.com/en/about/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.
Diversity, Equity & 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 diverse 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 of diversity that compose our global village.
Equal Opportunity Policy (EEO)
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