Sales Specialist

This is a fully remote position, open to applicants in California, +1 more state.

📋 Description

• Identify and develop new strategic sales opportunities.

• Facilitate customer presentations and discussions regarding business challenges, Red Hat solutions, business value, competitive positioning, product capabilities, and roadmaps.

• Maintain an in-depth understanding of products and the Red Hat portfolio.

• Support account teams with current strategies, use cases, solution blueprints, and sales initiatives.

• Provide advice on forecasts related to products, services, and training.

• Direct strategy development utilizing extensive industry or specialty knowledge.

• Appropriately position subscriptions, services, and partner solutions to meet customer challenges.

• Promote growth beyond the initial sale and deployment through scaling and expansion efforts.

• Collaborate with Customer Success to deliver the proposed business value and solutions.

• Generate sales opportunities in both new and existing customer accounts through demand generation alongside account teams.

• Market Red Hat Ansible Automation Platform software subscriptions and services to current and prospective accounts.

⛳️ Requirements

• Strong technological foundation with the ability to articulate business value.

• Proven history of proactive prospecting.

• Solid understanding of the buyer journey and its alignment with your sales process.

• Successful application of the MEDDPICC framework to qualify opportunities and evaluate champions.

• Established experience selling to the Department of Defense.

• Demonstrated persuasiveness and a challenger mindset.

• Strategic thinking that extends beyond simply selling a single product for one need.

• Entrepreneurial drive; prior startup experience is advantageous.

• Capability to lead a cross-functional team through complex sales cycles.

• Engaging presentation skills for both business and technical topics, including demonstrations.

• Presence at the C-Suite level.

• Relevant experience in territory, vertical, or account sales.

• Familiarity with automation technology, specifically Ansible or similar technologies.

• Experience with automation use cases such as Infrastructure as Code, Ops as Code, security, and networking.

• Understanding of ROI and business value propositions related to automation and autonomous operations.

• Experience with technology offerings and the economics of cloud computing.

• Knowledge of open-source technology principles.

• The ideal candidate will have experience selling technology products to Naval agencies.

🏝️ Benefits

• Comprehensive medical, dental, and vision coverage.

• Flexible Spending Account for healthcare and dependent care.

• Health Savings Account for high deductible medical plans.

• Retirement 401(k) with employer matching contributions.

• Paid time off and holidays.

• Paid parental leave plans available for all new parents.

• Leave benefits including disability, paid family medical leave, and paid military leave.

• Employee stock purchase plan.

• Family planning reimbursement.

• Tuition reimbursement.

• Transportation expense account.

• Employee assistance program.