Senior Director, US Commercial Sales

Red Hat•Remote US VA, VA

6d•$341,680 - $580,770

About The Position

The Regional Leader for US Commercial Sales is responsible for leading revenue-generating activities across Red Hat’s US Commercial Segment. The role calls for a results-oriented leader with a strong customer, partner, and revenue focus and executive presence, who can lead in a matrixed organization while addressing local customer and partner needs within Red Hat’s global go-to-market strategy and operating model. The leader will ensure predictable sales execution in partnership with technical and services leadership, contribute to Geo strategy, and help advance Red Hat as a diverse, inclusive, customer-centric leader in open source innovation. The position leads the US Corporate and Territory Sales teams in the North America field sales organization and reports directly to the VP of North America Sales.

Requirements

8+ years of experience selling software or service infrastructure solutions to medium enterprise organizations through a partner-led sales motion.
Demonstrated record of building and leading high-performing, geographically dispersed, multifaceted teams.
Experience leading sales in an organization whose solutions require understanding the broader technology ecosystem and the complexity of solution architecture and integration.
Technical ability to understand Red Hat’s solution portfolio and help shape solution strategy and development.
Ability to surpass goals, identify opportunities to innovate, challenge the status quo, drive continuous improvement, and create partner-led ways to serve customers and produce results.
Ability to execute sales strategy and value propositions for Commercial organizations in the relevant Geo and region, align with broader organizational and product strategies, cross-sell, and drive new logos and growth accounts that may become future enterprise accounts.
Ability to challenge assumptions and conventional wisdom with supported proposals and lead new ways of doing business, operating models, and customer engagement.
Ability to engage, develop, and motivate team members; lead by example; and apply innovation, AI, and other means to continuously improve.
Strong communication skills to articulate long-term direction, collaborate on execution, build buy-in, and influence within a matrix.
Ability to hold oneself and associates accountable for commitments; clarify expectations; communicate consistently; and remain open to feedback from field teams, partners, and functions.
Ability to improve organizational performance and capability through mentorship, professional development, performance management, standard work, KPIs, data, and time-bound skill-development priorities.

Responsibilities

Lead the US Corporate and Territory Sales teams for the North America field sales organization.
Leverage partner sales motions to achieve regional sales and revenue goals and treat the partner ecosystem as a key driver of results.
Develop, motivate, and lead a confident, market-aware sales organization that acts decisively on emerging opportunities.
Lead C-level conversations and identify large transactions, new logos in whitespace accounts, and opportunities to grow Red Hat’s footprint.
Collaborate with global segment and function leaders on go-to-market strategy and approaches across sales channels, including partners and vendors.
Drive end-to-end co-sell partner engagement to maximize leads, opportunities, and joint revenue potential.
Allocate regional Commercial Segment budgets and targets as assigned by global segment and Geo leaders.
Align account segmentation with Commercial Segment and Geo criteria, flexing assignments within predefined limits to address regional needs.
Align field resources to accounts and supported partners according to worldwide segment coverage blueprints, flexing assignments within predefined limits based on Geo needs.
Maintain a high-performing regional management system, apply globally consistent operational and financial KPIs, and hold associates accountable for results and performance.
Champion the customer and partner experience within the segment.
Serve as the escalation point for Commercial account approvals and conflicts across the segment and ecosystem, including pricing approvals and prioritization of resource allocation.
Attract, develop, and retain a high-performing team; support its integration into Red Hat’s culture and bring in fresh perspectives and ideas to improve efficiency, simplify work, and accelerate deal velocity and high-value field activities.
Collaborate across North America and with Global Segment and Function leadership to support associates’ local and functional affiliation.
Work effectively in a matrix, collaborating with leadership peers to advance Red Hat’s standards of performance and excellence.