Enterprise Account Executive - Strategic Accounts, Germany (m/w/d)

About the job:

The Red Hat Enterprise Sales team is looking for an Enterprise Account Executive to join us in Frankfurt, Munich, Berlin or Remotely in Germany. In this role, you will retain and grow sales within enterprise international accounts within the energy and utilities vertical, helping our strategic customers make business and IT transformations using Red Hat’s services and solutions. As an Enterprise Account Executive, you will gain an understanding of the customer processes, needs, and challenges while promoting the value of Red Hat’s solutions and how they can deliver value to the customer.

What you will do:

Translate Red Hat’s 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 Hat’s 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 Hat’s 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 Hat’s 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 Hat’s customer value proposition

What you will bring:

Excellent leadership and communication skills with the ability to engage a diverse set of stakeholders in a matrix 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 energy and utilities 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 Hat’s solutions, and Red Hat’s 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, following Red Hat’s guidelines

Excellent communication skills in English and German.

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Permanent