Senior Director, Commercial Sales

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

📋 Description

• Oversee the US Corporate & Territory Sales teams within the North America field sales organization.

• Utilize partner sales strategies to meet sales and revenue objectives.

• Cultivate, inspire, and guide a knowledgeable and confident sales organization.

• Engage in C-level discussions to uncover significant transactions, new clients, and unexploited opportunities.

• Work alongside global segment and functional leaders to shape Red Hat’s go-to-market strategy across sales channels, partners, and vendors.

• Spearhead comprehensive co-sell partner engagement to optimize leads, opportunities, and collective revenue.

• Distribute the Commercial Segment budget and targets as designated by segment and geographical leaders.

• Adjust account segmentation and flexible assignments based on regional requirements.

• Align field resources with accounts and supported partners following global segment coverage blueprints.

• Sustain a high-performing regional management system with consistent operational and financial KPIs.

• Ensure associates are held accountable for results and performance management.

• Advocate for customer and partner experience.

• Act as the point of escalation for Commercial account approvals and conflicts, including pricing and resource distribution.

• Attract, nurture, and retain a top-tier team while promoting Red Hat’s culture, efficiency, simplification, deal velocity, and high-value field activities.

• Collaborate across North America and with Global Segments and Function leadership.

• Partner with leadership colleagues to uphold Red Hat's standards of performance and excellence.

⛳️ Requirements

• A minimum of 8 years of experience selling software or service infrastructure solutions to medium enterprise organizations through a partner-led sales approach.

• Proven history of building and leading high-performing, geographically diverse, multifaceted teams.

• Demonstrated experience in sales leadership within an organization where the solution set requires a comprehensive understanding of the broader technology ecosystem and effective integration of solutions.

• Technical proficiency to comprehend Red Hat’s solution portfolio and contribute to shaping solution strategy and development.

• Capability to exceed goals, capitalize on opportunities for innovation, challenge existing norms, and drive ongoing improvement.

• Proficiency in executing sales strategies and value propositions for Commercial organizations, including cross-selling, acquiring new clients, and expanding accounts.

• Ability to question assumptions and conventional wisdom with well-supported and reasoned proposals.

• Competence in leading, engaging, developing, and motivating team members.

• Strong communication abilities and capacity to collaborate through influence within a matrix structure.

• Accountability for oneself and team members regarding commitments, performance, KPIs, priorities, and goals.

• Skill in enhancing organizational performance through mentorship, professional development, performance management, standard work, and data-driven skills improvement.

🏝️ Benefits

• Comprehensive medical, dental, and vision insurance.

• Flexible Spending Account for healthcare and dependent care.

• Health Savings Account associated 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 that include disability, paid family medical leave, and paid military leave.

• Employee stock purchase plan.

• Family planning reimbursement.

• Tuition reimbursement.

• Transportation expense account.

• Employee assistance program.