Posted about 1 year ago
Posting date 2 hours ago(4/25/2019 3:55 AM)
At Red Hat, we connect an innovative community of customers, partners, and contributors to deliver an open source stack of trusted, high-performing solutions. We offer cloud, Linux, middleware, storage, and virtualization technologies, together with award-winning global customer support, consulting, and implementation services. Red Hat is a rapidly growing company supporting more than 90% of Fortune 500 companies.
The Red Hat Sales team is looking for an ISV Business Development Manager to join us preferably in Germany or France, as both countries have a significant market with respect to the independent software vendors (ISVs) and customers. However, this role can be based in any of our major Europe, the Middle East, and Africa (EMEA) locations. Digital transformation is changing the automotive and manufacturing industries, resulting in the development of connected cars, autonomous driving, and connected manufacturing technologies, and Red Hat is helping the industries to get effective IT systems and processes in place do digitize and modernize their businesses and solutions. In this role, you will implement our automotive and manufacturing ISV go-to-market strategy in EMEA so that it positions Red Hat as the vendor of choice in the respective market. You will become part of a newly created automotive and manufacturing vertical team in EMEA, working on generating direct relationship businesses with ISVs and connecting ISVs with our customers. In addition to working with your team, you will also closely cooperate with our horizontal EMEA ISV regional team, corporate teams, and all of Red Hats sales teams that are focusing on the automotive and manufacturing industries within Red Hat in EMEA. You will report directly to the EMEA Vice President of Strategic Business Development.
Primary job responsibilities
Serve as the subject matter expert on the automotive and manufacturing vertical and its ecosystem; cooperate on a global basis and ensure that the company is further developing in the respective industry vertical Identify and engage with new and existing strategic partners to develop the ISV adoption and business across the EMEA region for automotive and manufacturing industries Convince targeted ISVs to adopt Red Hats technologies and solutions both for their internal needs and for their own customer solutions as well Close ISV partnership agreements, generate direct and indirect revenues Work with account managers and architects covering the automotive and manufacturing customers in order to identify proper partners and generate and support new business opportunities Develop long-term solutions with those ISV partners that require the embedding of Red Hats technologies Cooperate with the internal sales staff and customers to profile current and prospective ISV partners Provide follow-up activities to support Red Hats marketing campaigns Work internally across the automotive and manufacturing and the ISV teams to foster a positive team culture and encourage sharing of best practices Meet assigned sales quotas and KPIs, grow and renew existing customer relationships, and acquire new business Manage new contracts and forecasts, close deals and partnerships, record sales activities, and track customer data using company standard customer-relationship management (CRM) tools Send proposals and quotes on specific solutions to acquire new customers and upgrade existing accounts
10+ years of sales experience in the automotive, manufacturing, and IT industries Fluent communication skills in English and also ideally in either German, French, or Italian Understanding of solution selling methodologies Experience developing partnerships and embedding royalty-based contracts 5+ years of experience working in or covering the automotive and manufacturing industry 5+ years of experience in partnering, business development, and selling with partners Experience selling directly to customers Ability to engage management decision makers at senior levels Solid written and verbal communication skills and good interpersonal skills Ability to work with multiple sales channels and routes to market MBA or another relevant university degree is a plus
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