Sales Specialist

This is a fully remote position, open to applicants in Virginia.

📋 Description

• Responsible for developing new strategic sales opportunities.

• Leads important customer presentations and sessions focused on business challenges, Red Hat solutions, business value, competitive positioning, and product capabilities and roadmaps.

• Keeps up-to-date with detailed knowledge about products in your area (features, updates, success stories, etc.) as well as general knowledge of the RH portfolio.

• Ensures account teams are knowledgeable about current 'Plays' in your domain (ISVs, use cases, solution blueprints, Red Hat Sales Plays, etc.).

• Provides advice and insights on forecasts for suitable products, services, and training.

• Shapes strategy based on profound knowledge of the industry or specialty.

• Positions appropriately sized solutions (subscriptions, services, partners) in relation to addressing the customer's challenges or problems within their environment.

• Drives growth beyond the initial sale and deployment to scaling and expanding into other relevant products.

• Collaborates with Customer Success to deliver the proposed business value/solution.

⛳️ Requirements

• Strong technical foundation (business-focused Sales Architect, Tech Leader, Product Manager, Big 6 Consultant, Specialist, Application Development delivery, start-up Account Executive) with the ability to convey business value.

• Demonstrated history of proactive prospecting.

• Highly competitive with a 'No-Excuses' accountability mindset.

• Values curiosity, authenticity, and humility in assisting our naval agencies to reduce toil while enhancing efficiency and mission capabilities.

• In-depth understanding of the buyer journey and its alignment with your sales process.

• Successfully employed the MEDDPICC framework to qualify opportunities and identify champions.

• Proven experience selling to the Department of Defense.

• Possesses a challenger mentality with a proven ability to persuade.

• Displays passion and curiosity about technology, the market, and its future, as evidenced by what you read, follow, subscribe to, listen to, etc.

• Strategic thinker who looks beyond selling a single product to addressing broader needs.

• Entrepreneurial and driven to manage your own business within the role.

• Previous startup experience is advantageous.

• Highly effective in orchestrating and collaborating, capable of leading a cross-functional team (internal and partner ecosystem) through a complex sales cycle.

• Engaging presenter of business and technical topics, capable of delivering demonstrations in your area.

• Relevant experience in one or more of the following: territory, vertical, account selling.

• Familiarity with automation technology such as Ansible or equivalent technologies.

• Experienced in key automation use cases (Infrastructure as Code, Ops as Code, security, network, etc.).

• Knowledgeable about ROI nuances and business-value arguments related to high-degree automation and autonomous operations.

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

• Understanding of the principles and processes of open-source technology.

🏝️ Benefits

• Comprehensive medical, dental, and vision coverage.

• Flexible Spending Account for healthcare and dependent care.

• Health Savings Account available with a high deductible medical plan.

• Retirement 401(k) plan with employer matching.

• 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.

• Additional perks including employee stock purchase plan, family planning reimbursement, tuition reimbursement, transportation expense account, employee assistance program, and more!