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Territory Services Manager - DoD

Company description
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.
Job summary
The Red Hat Consulting Public Sector team is looking for a Territory Services Manager to join us in McLean, VA supporting our Department of Defense (DoD) business unit. In this role, you will develop, cultivate, and manage relationships within key customer accounts. You will oversee the successful delivery of projects under your management from kickoff to closeout, including determining scope details and monitoring the project's progress to ensure it conforms to customer expectations and contractual agreements. As a Territory Services Manager, you will also help identify and qualify new business opportunities and work with the Red Hat Sales team to formulate account strategies that promote revenue growth. You'll also be responsible for managing senior and associate consultants including one-on-ones, support in escalation situations, performance and development conversations, and general team coordination with architects and project managers within your region. We'll need you to have a good foundation of technical knowledge, as well as project and scope management expertise, as you'll establish the technical and non-technical enablement needs for the Consulting team.
Primary job responsibilities
Develop quality relationships with key business stakeholders to grow revenue within each account by continually selling and delivering new projects
Develop an understanding of clients' business issues and how to apply Red Hat's services to develop strong value propositions through efficient and qualitative proposals
Support and develop account strategies in partnership with the Red Hat Sales team that sells and maintains relationships with the designated account
Generate incremental revenues from the existing client by selling additional services
Be directly responsible for revenue, margin, and use targets for the team
Regularly provide booking and revenue forecasts across your accounts
Coordinate with the Marketing team to guide services opportunity plans and campaigns for accounts within your assigned region
Oversee project management and engagement delivery and handle escalations
Sell solutions and create service proposals based on current and new portfolio of service offers
Properly qualify service opportunities to ensure optimization of Red Hat's resources
Provide career guidance, enablement, and support to your direct reports
Coordinate across other Red Hat organizations to provide customers with high quality of service
Required skills
Understanding of the Red Hat business strategy and economic model; good business insight and judgment
Demonstrated expertise in sales or supporting the sales of professional services, including developing statements of work, pricing, large-scale proposal development, client development, and forecasting
Direct, working experience in people management through managing a team, including a successful track record in talent development within the team
Experience in customer-facing positions as a professional services consultant
Knowledge of project management processes and experience with revenue-based project reporting; PMP certification is a plus
Excellent cross-functional communication skills
Ability to understand the technical impact of projects from supportability, scalability, and repeatability aspects, as well as the business impact to both Red Hat and customers in delivering and scoping project
Bachelor's degree
Travel up to 50%
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, veteran status, 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.


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