About the job:
Red Hat is seeking a Vice President to lead the growth of the Telco segment globally, consisting of about 30 accounts globally. At Red Hat, this market has demonstrated growth over the past 2+ years, with a path to $560M in revenue in CY24. This executive will work to refine the Telco segment and go-to-market model inclusive of a more partner-led sales strategy. The successful candidate should be comfortable leading in a matrixed organization. This role reports into the Vice President of Global Enterprise Sales. This role is open to qualified candidates in North America, Europe, or Asia-Pacific.
What you will do:
This leader will be responsible for driving the strategic vision, resource management, pipeline and forecasting, organizational planning and tactical implementation to ensure market penetration, expansion and profitable growth. He/she will develop, motivate and lead a Sales organization that operates with the confidence and understanding of the market to move decisively and take advantage of emerging opportunities. A key goal for this role is to create a balance in the portfolio between established and new products, while driving and leveraging revenue opportunities to cloud services. The sales leader will use a consultative approach to managing customer requirements, helping them map technology to business needs.
Serve as Red Hat's recognized leader for global Telco sales organization with a focus on Global Service Providers, working closely with Network Equipment Providers (NEP's), ISV Partners and Global System Integrators (GSI's) routes to the Telco market.
Own the global go-to-market strategy and execution model for Telco accounts.
Growing double digit revenue and maintaining profitability by maximizing the potential of the existing customer base, while concurrently gaining additional market-share.
Define and prioritize sales plays, sales motions and coverage models for Telco accounts, implementing them consistently across the global Red Hat sales organization.
Ensure Red Hat has the right leaders driving the Telco segment globally, working collaboratively with Geo revenue leaders and Talent Acquisition to source expertise.
Partner with other global and geo functional partners, to include Marketing, Finance and Sales Operations to continuously drive compliance to internal processes and standards.
Serve as the "face of Red Hat" at leading industry events and forums to ensure the Red Hat brand is seen as the leader in this segment.
Providing leadership for a growing team, increasing the capability of the organization to successfully sell in a market that demands complex solutions.
Implementing and understanding key performance indicators, both operational and financial, and holding people accountable for results.
Serve as Executive Sponsor for and oversee the Nokia/Red Hat partnership, maintaining C-Suite relationships and serve as escalation point for post migration challenges, when required.
What you will bring:
20+ years in a leadership/management role leading high performance sales teams in Telco and IT industry solutions and services for an enterprise software company or segment leader with a proven track record of exceeding sales and P&L targets year over year.
Exceptional business acumen, analytical and problem-solving skills and ability to apply strategic and quantitative approach to engage business leaders on business terms and deliver business solutions.
Provide leadership to build value based executive relationships with top accounts within C suite, lines of business and IT.
Combined background of Telco sales, services, operations and/or sales support.
Solid customer focus and passion for growth. Deep financial and operational understanding of value drivers in recurring revenue business models and net new growth outside of renewals.
Ability to deliver multiple priority projects with high customer satisfaction in a rapidly changing environment and ability to leverage others within a matrix to build the teams.
Outstanding verbal and written communication skills with excellent presentation skills.
Demonstrated ability to create, build, sustain and improve high-performing teams with the ability to develop and empower teams, present an overarching vision and maintain high standards of delivery.
Ability to achieve/exceed individual objectives while working collaboratively with other leaders for mutual success in global accounts.
High level of integrity that inspires trust and confidence with the team and customers.
Proven success building and growing a channel within the Telco segment.
Proven track record of recruiting, leading, developing and enabling strong leaders and demonstrated success establishing high performing sales teams.
Bachelor's degree in technology or analytical discipline. Master's degree in management preferred.
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