Strategic Accounts Manager (FSI)

The Red Hat Enterprise Sales team is looking for an Strategic Account Manager to join us in Indonesia. In this role, you will have a key focus on both developing and growing emerging and established accounts, with a strong discipline in business development and customer engagement. The ideal candidate will be responsible for both retaining and growing sales within enterprise accounts, helping our customers and partners make business and IT transformations using Red Hat services and solutions. As a Strategic Account Manager, you will gain an understanding of our customers processes, needs, and challenges, 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.

• Execute on the account strategy to drive performance and customer success in key accounts, retaining and growing bookings through strategic account planning.

• Apply knowledge of use cases and Red Hat’s strategic offering value proposition to identify and execute opportunities to drive upsell, cross-sell and renewals across the Red Hat portfolio while deepening penetration within accounts.

• Orchestrate Solution Architects, specialist teams Customer Success and industry experts to align Red Hat use cases to client needs, driving end to end sales to develop solutions that deliver business value.

• Coordinate support from Specialist Solutions Architects, Sales Solutions Specialists and industry experts to drive end to end sales and deliver customer value

• Cultivate relationships across client 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/retention and ensure 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:

• Excellent leadership and communication skills with the ability to engage a diverse set of stakeholders in a matrixed organization and drive accountability within the account team.

• Strategic orientation and value engineering skills to position and sell solutions to meet the client’s needs and build business cases around ROI/TCO.

• Strong understanding of client's business, industry trends, competitive landscape and Red Hat differentiators/ value proposition.

• Ability to articulate the hybrid cloud story, the value of Red Hat solutions and Red Hat’s differentiation in one-on-ones with key client stakeholders.

• Ability to cultivate long-term relationships and develop internal advocates across the client org, including IT and related business functions.

• Proven experience selling complex IT solutions to large organizations within the region/geo and to multiple decision makers

• Excellent communication skills in English

About Red Hat
Red Hat is the world’s leading provider of enterprise 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 have the flexibility to choose the work environment that suits their needs from in-office to fully remote to office-flex. 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. Opportunities are open. Join us.

Diversity, Equity & Inclusion at Red Hat
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