Training Services Account Specialist

Red Hat • Tysons Corner, VA

5h

About The Position

The Training Services Account Specialist 3 exercises good judgment and is responsible for working independently with minimal instruction whilst making sound decisions to resolve moderately complex training sales and customer issues. This role proactively manages customer relationships, identifies and develops new training opportunities within existing accounts, and contributes to the development of training plans. The Training Services Account Specialist 3 plays a key role in driving training sales growth and ensuring customer satisfaction. What You Will Do Grow existing business relationships and acquire new business within assigned territory/segment/vertical by selling training and certification offerings Exceed financial goals, including sales bookings and revenue Work directly with customers in person and virtually to craft and execute on their training and certification plans Regularly communicate with high-level customer executives to position training offerings into large, complex deals Engage with partners to drive force multiplication of Red Hat enablement Negotiate terms, pricing, and contracts and advance them through to closure Manage consumption and renewals of Red Hat Learning Subscription Manage forecasts, provide quotes, scope proposals, close deals, and track data through Salesforce.com and internal learning management system Work extensively with cross functional sales teams and partners to grow business Act as a subject matter expert on training and certification internally and externally Provide thought leadership to internal Red Hat teams in order to advance the training portfolio of offerings and strategy. Promote and sell training solutions and services to customers using available promos, specials, and bundles to achieve the highest possible revenue and bookings Identify, define, develop, and implement corporate training plans for strategic enterprise accounts Identify and generate new training business opportunities and upsell to existing customers Support existing and new IT transformation projects within the local accounts Support and coach local sales, pre-sales, channel teams, and partners in relation to the training offering and processes Identify subscription opportunities that don't include training and attempt to add training offerings to them Develop and refine the training selling best practices Actively work on RFIs/RFPs to include training and certifications related offerings Partner with the local services team to align offerings with services solutions What You Will Bring 3+ years of sales and business management experience with a proven record of achievement Excellent communication skills to engage management and decision makers at any level Client interaction experience and strong in-person customer-facing skills Experience partnering with sales teams and working autonomously to drive growth within accounts Expert level presentation skills proven through presentations at customer meetings Experience with SFDC or an equivalent customer relationship management system Experience with office suites, including Google Workspace/G-Suite, Microsoft Office/365, LibreOffice, etc. Experience with learning management systems Understanding of the complete sales cycle management from prospecting to closing Resilience in dealing with transactional administrative work associated with the sale through current training sales systems The salary range for this position is $104,950.00 - $162,580.00 (inclusive of base pay + target incentive compensation). Actual offer will be based on your qualifications. Pay Transparency Red Hat determines compensation based on several factors including but not limited to job location, experience, applicable skills and training, external market value, and internal pay equity. Annual salary is one component of Red Hat’s compensation package. This position may also be eligible for bonus, commission, and/or equity. For positions with Remote-US locations, the actual salary range for the position may differ based on location but will be commensurate with job duties and relevant work experience. 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 work flexibly across work environments, from in-office, to office-flex, to fully remote, depending on the requirements of their role. 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. Benefits ● Comprehensive medical, dental, and vision coverage ● Flexible Spending Account - healthcare and dependent care ● Health Savings Account - high deductible medical plan ● Retirement 401(k) with employer match ● Paid time off and holidays ● Paid parental leave plans for all new parents ● Leave benefits including disability, paid family medical leave, and paid military leave ● Additional benefits including employee stock purchase plan, family planning reimbursement, tuition reimbursement, transportation expense account, employee assistance program, and more! Note: These benefits are only applicable to full time, permanent associates at Red Hat located in the United States. Inclusion at Red Hat Red Hat’s culture is built on the open source principles of transparency, collaboration, and inclusion, where the best ideas can come from anywhere and anyone. When this is realized, it empowers people from different backgrounds, perspectives, and experiences to come together to share ideas, challenge the status quo, and drive innovation. Our aspiration is that everyone experiences this culture with equal opportunity and access, and that all voices are not only heard but also celebrated. We hope you will join our celebration, and we welcome and encourage applicants from all the beautiful dimensions that compose our global village. Equal Opportunity Policy (EEO) Red Hat is proud to be an equal opportunity workplace and an affirmative action employer. We review applications for employment without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, citizenship, age, veteran status, genetic information, physical or mental disability, medical condition, marital status, or any other basis prohibited by law. Red Hat does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract between Red Hat and the recruitment agency or party requesting payment of a fee. Red Hat supports individuals with disabilities and provides reasonable accommodations to job applicants. If you need assistance completing our online job application, email [email protected] . General inquiries, such as those regarding the status of a job application, will not receive a reply.

Requirements

• 3+ years of sales and business management experience with a proven record of achievement
• Excellent communication skills to engage management and decision makers at any level
• Client interaction experience and strong in-person customer-facing skills
• Experience partnering with sales teams and working autonomously to drive growth within accounts
• Expert level presentation skills proven through presentations at customer meetings
• Experience with SFDC or an equivalent customer relationship management system
• Experience with office suites, including Google Workspace/G-Suite, Microsoft Office/365, LibreOffice, etc.
• Experience with learning management systems
• Understanding of the complete sales cycle management from prospecting to closing
• Resilience in dealing with transactional administrative work associated with the sale through current training sales systems

Responsibilities

• Grow existing business relationships and acquire new business within assigned territory/segment/vertical by selling training and certification offerings
• Exceed financial goals, including sales bookings and revenue
• Work directly with customers in person and virtually to craft and execute on their training and certification plans
• Regularly communicate with high-level customer executives to position training offerings into large, complex deals
• Engage with partners to drive force multiplication of Red Hat enablement
• Negotiate terms, pricing, and contracts and advance them through to closure
• Manage consumption and renewals of Red Hat Learning Subscription
• Manage forecasts, provide quotes, scope proposals, close deals, and track data through Salesforce.com and internal learning management system
• Work extensively with cross functional sales teams and partners to grow business
• Act as a subject matter expert on training and certification internally and externally
• Provide thought leadership to internal Red Hat teams in order to advance the training portfolio of offerings and strategy.
• Promote and sell training solutions and services to customers using available promos, specials, and bundles to achieve the highest possible revenue and bookings
• Identify, define, develop, and implement corporate training plans for strategic enterprise accounts
• Identify and generate new training business opportunities and upsell to existing customers
• Support existing and new IT transformation projects within the local accounts
• Support and coach local sales, pre-sales, channel teams, and partners in relation to the training offering and processes
• Identify subscription opportunities that don't include training and attempt to add training offerings to them
• Develop and refine the training selling best practices
• Actively work on RFIs/RFPs to include training and certifications related offerings
• Partner with the local services team to align offerings with services solutions

Benefits

• Comprehensive medical, dental, and vision coverage
• Flexible Spending Account - healthcare and dependent care
• Health Savings Account - high deductible medical plan
• Retirement 401(k) with employer match
• Paid time off and holidays
• Paid parental leave plans for all new parents
• Leave benefits including disability, paid family medical leave, and paid military leave
• Additional benefits including employee stock purchase plan, family planning reimbursement, tuition reimbursement, transportation expense account, employee assistance program, and more!

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed