Automation Sales Specialist

Job Summary The Red Hat Sales team is looking for an automation Sales Specialist to join us in Italy. In this role, you will be responsible for Red Hat Ansible portfolio subscription sales to prospective and current accounts. You'll need to have the ability to understand customer needs and challenges and link them to a set of Red Hat Ansible offerings. As an automation Sales Specialist you will be collaborating with Account Teams to build and execute a joint account plan. Your role will include identifying, managing and closing sales opportunities in customer accounts through well-planned demand generation efforts in consultation with the account team. Primary Responsibilities: Understand customer challenges and how the Red Hat Automation portfolio can be used to develop new strategic sales opportunities. Lead customer presentations / sessions around business outcomes, Red Hat solutions, business value, competitive positioning and solution capabilities and product roadmaps. Maintain relevant and detailed knowledge, including key differentiators, of the products in your domain (features, updates, success stories, etc. as well as a broader knowledge of the overall Red Hat portfolio. Maintain knowledge and enable account teams on current sales tactics in your domain (ISVs, use cases, solution blueprints, Red Hat Sales Plays, etc.). Position right sized solutions (subs, services, partners) in the context of addressing the customer's challenges or problems in their environment. Advise on and speak to opportunity forecasts. Identify new opportunities and drive further adoption and expansion to existing customers to scale to other relevant use cases and products. Coordinate with Customer Success, Solution Architects, and other roles on the delivery of the proposed business value / solution. Required Skills: Relevant consultative technical selling experience in one or more of the following: territory, vertical, account selling. Highly effective orchestrator and collaborator, able to lead a cross-functional team (internal and partner ecosystem) through a complex sales cycle. Persuasive and compelling presenter of business and technical topics - capable of delivering demos for your domain is a plus. Some experience in automation use cases across data center and cloud computing (For example understanding of some of the following: Infrastructure as Code (IaC), DevOps, DevSecOps, AIOps, MLOps, security, network, compliance etc.). Familiar with return on investment (RoI) and business-value arguments, preferably around high-degree automation and autonomous operations and how these will result in better customer outcomes. Experience of the MEDDPICC or similar sales framework Willingness to travel 25-50% Nice to have: Experience with technology offerings and economics of cloud computing. Passion and curiosity about technology, the market, and its future demonstrated by what you read, follow, subscribe to, listen to, etc. Knowledge of the principles and processes of open source technology. Strong technology foundation with ability to translate business value. You may have experience in one of the following or a similar role: a business-focused Solution Architect or pre-sales engineer, Tech Leader, Product Manager, Big 6 Consultant, App Dev delivery, or a start-up Account Executive). LI-AM4 LI-REMOT About Red Hat is the world's leading provider of enterprise software solutions, using a community-powered approach to deliver high-performing Linux, cloud, containers, 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 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 different 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. 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