Posted almost 5 years ago

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 Consulting Services team is looking for a Territory Services Manager to join us in Helsinki, Finland. In this role, you will work closely with sales representatives in a defined region to promote business development from presales to the successful project initiation. You'll guide sales cycles and prepare project approach documents and project proposals like statements of work (SOWs) that include business and technical requirements, as well as the appropriate solutions, schedules, delivery times, and costs. You'll need to have a good technical knowledge, as well as project and scope management expertise. As a Territory Services Manager, you will be responsible for forecasting and strategic planning of the region consulting sales in close conjunction with sales management.

• Grow your territory by developing internal business partnerships with the Field Sales, Alliances, and Partner teams
• Create efficient quality proposals for customers, ensuring that all needs are clearly defined through an analysis of customer environments and expectations
• Negotiate rates, project costs, terms and conditions of work, contracts, and other commercial factors in relation to the delivery of services
• Work with internal stakeholders like the Business Affairs, Finance, and Risk Management teams to obtain internal SOWs approval and delivery
• Provide revenue and booking forecasts for your territory with accuracy and consistency
• Ensure that appropriate delivery associates are involved in the validate scope process; ensure effective transitions to the delivery teams that provide the highest levels of customer success

• Technical background with experience in architecture and technical consulting
• Expertise in supporting sales of professional services, including the development of SOWs, pricing, large-scale proposal development, and customer development
• Experience working in customer-facing positions like professional services consultant, services sales, or as an engineer
• Excellent cross-functional communication skills
• Familiarity with enterprise architecture and application development and infrastructure
• Established, sustainable network of customer relationships
• Understanding of Red Hat's business strategy and economic model; good business insight and judgment
• Ability to understand the technical impact of projects from supportability, scalability, and repeatability perspectives
• Good time management and negotiation skills with the ability to handle multiple priorities
• Experience with presales or with working together with a sales team is a plus

Red Hat is proud to be an equal opportunity workplace and an affirmative action employer. We review applications for employment without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, citizenship, age, uniformed services, genetic information, physical or mental disability, medical condition, marital status, or any other basis prohibited by law.

Red Hat does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract between Red Hat and the recruitment agency or party requesting payment of a fee.