Corporate Account Executive

Job Description

The Red Hat Commercial Sales team is looking for an Corporate Account Executive to join us in India. In this role, you will retain and grow sales with commercial accounts in Chennai, helping our strategic customers make business and IT transformations using Red Hats services and solutions. As an Corporate Account Executive, you will gain an understanding of the customer processes, needs, and challenges while promoting the value of Red Hats solutions and how they can deliver value to the customer. What you will do: Translate Red Hats sales strategy into a relevant account-level strategy for each customer Deliver on the account strategy to increase performance and customer success in key accounts, retaining and growing bookings through strategic account planning Apply knowledge of use cases and Red Hats strategic offering value proposition to identify and deliver opportunities to increase upsell, cross-sell, and renewals across the Red Hat portfolio while increasing presence within accounts Coordinate solutions architects, specialist teams, Customer Success team, and industry experts to align Red Hats use cases to customer needs, guiding end-to-end sales to develop solutions that deliver business value Coordinate support from specialist solutions architects, sales solutions specialists, and industry experts to guide end-to-end sales and deliver customer value Cultivate relationships across customer organizations to position Red Hat as a key partner to their business Collaborate with the Customer Success team to co-develop success and growth plans, understanding how the customer derives value from Red Hats solutions to support expansion and retention and ensure that Red Hat meets or exceeds the customer success criteria Engage partners, where appropriate, to strengthen Red Hats customer value proposition What you will bring: Excellent leadership and communication skills with the ability to engage a diverse set of stakeholders in a matrixed organization and increase accountability within the account team Strategic orientation and value engineering skills to position and sell solutions to meet the customer needs and build business cases around return on investment (ROI) and total cost of ownership (TCO) Solid understanding of customer business, industry trends, competitive landscape, and Red Hat differentiators and value proposition Experience working with clients within Logistics vertical Experience addressing international or global accounts and engaging with teams outside of Germany Ability to articulate the hybrid cloud story, the value of Red Hats solutions, and Red Hats differentiation in one-on-ones with key customer stakeholders Ability to cultivate long-term relationships and develop internal advocates across the customer organization, including IT and related business teams and roles Proven experience selling complex IT solutions to large organizations within the region and to multiple decision makers Willingness to travel across the region as needed Excellent communication skills in English Remote