Telco Sales Director

About the job

The Red Hat Account Director is a new role representing Red Hat as the vendor of choice for the carrier telecommunications market, focusing on Telstra. In this role, you'll engage deeply with the customer and drive the business to achieve quarterly and annual revenue and growth targets by establishing and closely monitoring every aspect of the sales process and ensuring sales targets are achieved. As an Account Director, you will also identify various opportunities to develop Red Hat's carrier telecommunications business in Telstra and accelerate the adoption and success of our emerging products, including Red Hat Cloud Infrastructure, Red Hat Openshift AI, Red Hat Enterprise Linux OpenStack Platform, and Red Hat Automation. You will lead the team, providing management and strategic direction whilst building and maintaining executive-level relationships inside Telstra. Strong relationships inside of Telstra Australia will be required.

What you will do

• Focus on an assigned set of initiatives jointly agreed upon with the direct manager, driving pipeline and strategic initiatives to deliver multi-year booking results.

• Develop a 3-year business plan demonstrating a plan to drive growth and adoption of products and services across Telsra's business and its wholly-owned subsidiaries.

• Work with marketing to generate leads for the mid-term business in the defined solution areas.

• Work directly with multiple business units inside the client organisation to understand pain points and develop value propositions that exceed those of our competitors.

• Develop C-level (budget owners) relationships who will validate our value proposition and commit budget for a decision in a specific timeline once the solution is validated via Proof of Concept, Client Reference Visit or other means as may be needed.

• Liaise directly with potential partners with whom we can collaborate to achieve the described goals, in collaboration with RH s Ecosystem group, when they cover the partners in consideration.

• Teamwork internally with the rest of the Sales group, including Pre-Sales, Consulting and other Red Hat teams as needed.

• Teamwork internally with our Global Telco Unit resources to capture relevant (to the opportunity) experience from elsewhere and contribute our expertise and knowledge from APAC.

• Produce weekly Current, Qtr+1 and Qtr+2 opportunities reporting. Proactively work with Ops to create these reports and manage accordigly

What you will bring

• Bachelor's degree in business administration, marketing, or a technical discipline is required;
  MBA is preferred

• Solid understanding and experience in selling telecommunication carrier software solutions, preferably with prior experience in the emerging Network Function Virtualization (NFV) space

• 10-15 years of solid leadership skills in a technology sales organisation (software is highly preferred), with demonstrated success in achieving sales targets and executing in both direct and channel routes-to-market

• Successful track record of delivering annual sales targets above $10 to $15M

• Experience in working in Telstra internationally with deep relationships across the organisation

• Proven experience developing sales organisations that consistently deliver double-digit year-over-year increases in revenue

• Excellent planning, financial, and analytical skills and a proven ability to apply these skills to complex situations with competing priorities

• Good customer orientation and presentation skills

• Ability to partner with senior business leaders to understand needs and deliver solutions that meet expectations

• Demonstrated ability to think creatively and design novel approaches that balance local customer needs with corporate guidelines and philosophies

• Background in positioning and selling network and network services within the telecommunications marketplace

• Ability to articulate and evangelise the vision and positioning of both Red Hat and open source technology and secure long-term customer commitments

• Experience building and developing successful relationships within telecommunications carriers, SIs, ISVs, and partners