Vice President, Global Telco Sales EMEA/APAC

The Red Hat Global Telco organization is looking for a Vice President to lead the APAC/EMEA Telco Sales organization. This role is responsible for leading, overseeing and growing the Telco business across the APAC and EMEA geographies through direct sales interactions and in close collaboration with the broader sales organization. This role will be tasked with accelerating development and execution of a multi-year strategy to rapidly grow revenue within its area of responsibility. A key objective is to present a cohesive, coherent face to our customers as we rapidly introduce and expand our solution offerings. As an extended part of the APAC and EMEA senior leadership teams, this role will work closely with those teams to engage cross-functionally to achieve Global Telco and APAC and EMEA wide strategic goals and growth targets. This role reports to the SVP of Telco, dual reporting to the Geo SVPs.

Primary Responsibilities

• Serve as Red Hat’s recognized leader for its APAC and EMEA Telco sales organization with a focus on Global Service Providers, Network Equipment Providers (NEP’s), ISV Partners and Global System Integrators (GSI’s) within the geographies.
• Lead and manage a team of Telco Sales Managers, Sales Account Executives, Account Solution Architects, Specialist Solution Architects, Sales Specialists and Inside Sales Representatives within APAC and EMEA.
• Directly responsible for growing revenue and expense targets.
• Continuously review and evolve the APAC and EMEA Telco business, structure and talent to deliver on business goals and objectives.
• Foster a “Big Deal” mindset and orientation that ensures expansive growth in deal size. This will be underpinned by being an expert advisor on commercial arrangements and frameworks, evaluating the business value to ensure Red Hat’s ongoing sales success, especially on key opportunities.
• Partner with other global and geo functional partners, to include Marketing, Finance and Sales Operations to continuously drive compliance to internal processes and standards.
• Partner with Sales Enablement to develop programs that continually enhance and improve upon the industry knowledge and solution selling skills in support of not only the APAC and EMEA Telco teams but also the Global Telco organization.
  
  

Required Skills

• 15+ years experience within the Telco and IT industries, having held progressive roles in sales and sales management leading teams across APAC and EMEA.
• Must have proven success in leading and managing senior sales managers with diverse backgrounds and experience, to achieve success in remote and dispersed locations.
• 10+ years working in APAC and EMEA based roles developing an understanding of local markets and cultures.
• Demonstrated ability to provide organizational vision and identify areas for expansion to build on the current success at Red Hat and drive continued growth.
• Must possess the requisite industry experience and acumen to drive APAC and EMEA wide business in alignment with the global Red Hat strategy.
• Strong intellectual awareness, aptitude and dynamic work ethic that aligns to the core values of Red Hat and what it means to be a leader in the organization.
• Demonstrated track record of managing and growing business across a region with experience working in matrixed reporting structures with proven success in influencing corporate support functions and business units.
• Outstanding leadership skills and ability to inspire, motivate and provide vision to a broad, diverse and remote organization to achieve strategic growth goals, as well as annual and quarterly revenue targets.
• Relationship driven with a strong executive presence and proven ability to build credibility with executives, industry analysts and associates, combined with an extensive network and a solid reputation for developing and driving successful relationships.
• Proven strategic planning, business development, operational sales management and sales awareness within software, hardware and professional services.
• Must be capable of contributing to broader business conversations beyond the functional area of expertise.
• Must be strategic and creative as well as possess strong execution and deal making capabilities, which are critical for success.
• Ample demonstrated experience in successfully managing teams of professional staff, in addition to developing and coaching a team. Proven track record of thought leadership, building great teams and galvanizing teams to achieve exceptional performance.
• Must be a team player with an open management style and a record of setting high team standards, championing team-centered activities and delivering team results.
• A comprehensive network of Executive level industry contacts is a plus.
  
  

About Red Hat

Red Hat is the world’s leading provider of enterprise open source software solutions, using a community-powered approach to deliver high-performing Linux, cloud, container, and Kubernetes technologies. Spread across 40+ countries, our associates have the flexibility to choose the work environment that suits their needs from in-office to fully remote to office-flex. Red Hatters are encouraged to bring their best ideas, no matter their title or tenure. We're a leader in open source because of our open and inclusive environment. We hire creative, passionate people ready to contribute their ideas, help solve complex problems, and make an impact. Opportunities are open. Join us.

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