Strategic Account Manager - Retail & Travel

About the job The Red Hat U.K. Enterprise Sales team is looking for a Strategic Account Manager to join us in London, U.K. In this role, you will be responsible for retaining and growing sales within enterprise international accounts within various verticals, helping our customers and partners make business and IT transformations using Red Hat services and solutions. As an Enterprise Account Executive, you will gain an understanding of our customers’ people, processes, needs, and challenges while promoting the value of Red Hat’s solutions and how they can deliver value to the customer. What you will do

• Translate Red Hat’s sales strategy into a relevant account-level strategy for each customer through strategic account planning
• Deliver on the account strategy to increase performance and customer success in key accounts, retaining and growing bookings
• Lead a virtual team to map Red Hat’s value proposition to customers' success. Identify opportunities, increase upsell, cross-sell, and renewals across the Red Hat portfolio while increasing presence within accounts
• Coordinate Solution Architects, specialist teams, Customer Success team, and industry experts to align Red Hat use cases to customer needs, guiding end-to-end sales to develop solutions that deliver business value
• Coordinate support from Specialist Solutions Architects, Sales Solutions Specialists, and industry experts to guide end-to-end sales and deliver customer value
• Cultivate relationships across customer organizations to position Red Hat as a strategic partner to their business
• Collaborate with the Customer Success team to co-develop Success and Growth Plans, understanding how the customer derives value from Red Hat’s solutions to support expansion and retention and ensure that Red Hat meets or exceeds the customer’s success criteria
• Engage partners, where appropriate, to strengthen Red Hat’s customer value proposition

What you will bring

• Influence, leadership and communication skills with ability to engage a diverse set of stakeholders in a matrixed organization and increase accountability within the account team.
• Strategic customer mindset to sell solutions to meet the customers’ needs and build business cases around ROI and total cost of ownership (TCO)
• Excellent understanding of customers’ business, industry trends, competitive landscape, and Red Hat differentiators and value proposition
• Ability to address international or global accounts and engaging with teams outside of the UK
• Ability to articulate the hybrid cloud story, the value of Red Hat solutions, and Red Hat’s differentiation in one-on-ones with key customer stakeholders. Enablement training will be provided.
• Desire to cultivate long-term relationships and develop internal advocates across the customer organization, including IT and related business teams and roles
• Proven experience selling complex IT solutions to large organizations within the region and to multiple decision makers
• Willingness to travel across the region as needed, following Red Hat’s COVID-19 guidelines
• Excellent communication skills in English

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