Account Executive, Corporate Accounts (m/f/d)

📋 Description

• • As an Account Executive for Corporate Accounts at Red Hat, you will be at the forefront of driving digital transformation for key clients within the Finance, Insurance, and Payment Services sectors across Germany.
• • You will be entrusted with the critical responsibility of owning and nurturing strategic relationships with a defined portfolio of established commercial and enterprise accounts, ensuring their continued success and growth with Red Hat's innovative open-source solutions.
• • Your primary objective will be to champion Red Hat's sales strategy, consistently exceeding performance targets and fostering deep customer success within your assigned accounts, with a strong emphasis on retaining and expanding business through our valued partner ecosystem.
• • You will leverage your profound understanding of industry use cases and Red Hat's strategic offering value proposition to not only secure new business but also to identify and capitalize on opportunities for upsell, cross-sell, and renewals across the entire Red Hat portfolio, thereby deepening our presence and impact within these crucial accounts.
• • A key aspect of your role will involve orchestrating and leading a cross-functional account team, comprising Solution Architects, Sales Specialists, Services Specialists, and Market Development representatives, to cohesively present Red Hat's comprehensive value proposition.
• • Your efforts will be directed towards delivering tangible, value-driven business and technology outcomes for our customers, ensuring they derive maximum benefit from Red Hat's cutting-edge solutions.
• • You will collaborate closely with our partner network to gain a nuanced understanding of how customers leverage Red Hat solutions, proactively generating cross-sell and upsell opportunities in conjunction with partners.
• • Furthermore, you will play a pivotal role in supporting account expansion and retention initiatives, ensuring that customers consistently meet and exceed the success criteria outlined in their Value and Success Plans.
• • This role demands a proactive approach to engaging and aligning a diverse array of stakeholders within a complex, matrixed organizational structure, requiring exceptional leadership and communication skills.
• • You will demonstrate a strong sense of ownership and accountability, driving opportunities forward with tenacity and strategic insight through intricate sales cycles.
• • A deep understanding of the broader IT ecosystem landscape and the ability to effectively engage with partners to craft compelling 'better together' value propositions for customers are essential.
• • Your strategic orientation and adeptness in value engineering will be crucial for positioning and selling solutions that directly address customer needs, supported by robust business cases built around ROI and Total Cost of Ownership (TCO).
• • A solid grasp of the customer's business objectives, prevailing industry trends, the competitive landscape, and Red Hat's unique differentiators and value proposition is paramount.
• • You must possess the ability to articulate the compelling narrative of hybrid cloud, the transformative value of Red Hat's solutions, and Red Hat's distinct advantages to key customer stakeholders and partners.
• • Delivering effective and engaging presentations tailored to a wide spectrum of audiences, from technical teams to executive leadership, will be a regular requirement.
• • Cultivating enduring, long-term relationships and developing internal advocates across customer organizations, spanning both IT and business functions, is fundamental to success.
• • You will bring a proven track record of successfully selling complex IT solutions to large organizations, navigating multiple decision-makers, and effectively leveraging the partner ecosystem to achieve sales objectives.
• • A willingness to travel up to 50% across the region is expected to foster strong client relationships and explore new opportunities.
• • Exceptional communication proficiency in both English and German is a mandatory requirement for this role, enabling seamless interaction with clients and internal teams.
• • A minimum of 5 years of experience in a field sales capacity within a multinational IT organization, preferably in a matrixed environment, is expected, providing a strong foundation for this challenging and rewarding position.
• • This role offers the unique opportunity to contribute to Red Hat's mission of empowering enterprises with open-source innovation, driving significant impact within the critical financial services sector.