Commercial Sales Leader

About the job:
The Red Hat Sales team is looking for a Commercial Sales Leader for the Growth Emerging Markets (GEMS) to join us in Singapore. In this role, you will be responsible for leading revenue generating activities across the Association of Southeast Asian Nations (ASEAN) and South Korea. To succeed in this role, you’ll need to be a result oriented leader with a solid customer, partner, and revenue focused mindset with the ability to inspire confidence. You should be comfortable leading in a matrixed organization. You’ll manage local customer and partner needs while operating within Red Hat’s globally defined commercial go-to-market strategy and operating model. You will be responsible for ensuring smooth and predictable sales delivery in your region, while serving as a central point of contact for resolution between Enterprise and Commercial regional organizations. As a Commercial Sales Leader, you will be critical to supporting the acceleration of Red Hat as a diverse, inclusive, and customer-centric leader in open source innovation. You’ll need to be inspirational and capable of contributing to the overall company strategy. You will report directly to the Geo Regional and Country Manager with a dual solid line reporting to the Geo Commercial Sales Leader.

What you will do:

- Coordinate, in region, across all Commercial sales and partner sales motions to ensure sales and revenue goals are met for the region
- Develop, motivate, and lead a sales organization that operates with the confidence and understanding of the market to move decisively and take advantage of emerging opportunities
- Collaborates closely with the global segment and function leaders to guide Red Hat’s go-to-market strategy and approach in the region
- Fully embrace the partner ecosystem as the key driver for meeting our sales and revenue targets
- Guide an end-to-end co-sell partner engagement to maximize leads, opportunities, and joint revenue potential
- Allocate regional-level commercial budget and targets as assigned by global segment and function leaders
- Align account segmentation to criteria developed by commercial leaders with ability to flex assignments within predefined limits based on needs of the region
- Align field resources against accounts and supported partners based on defined worldwide segment coverage blueprints with the ability to adjust assignments within predefined limits based on needs of the region
- Maintain a high performing regional management system, implementing globally consistent operational and financial key performance indicators, holding associates accountable for results
- Champion for the experience of customers and partners within the region
- Serve as the point of contact for escalations for all commercial account approvals and conflicts across the segment, including pricing approvals and prioritization of resource allocation to accounts
- Attract, develop, and retain the best possible team, ensuring that they operate and assimilate into the successful Red Hat culture
- Collaborate with Global Segment and Function leadership to ensure Red Hat associates affiliate both locally and within their role
- Collaborate actively with peers on the leadership team to increase Red Hat’s standards of performance and excellence

What you will bring:

- 10+ 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-distributed, multifaceted teams
- Proven experience leading sales in an organization where the solution set requires a solid understanding of the broader technology ecosystem and the complexity of effective architecture and integration of solutions
- Technical ability to understand Red Hat’s solution portfolio and help shape solution strategy and development
- Demonstrated ability to surpass goals, seizing opportunities to push the envelope, and define new opportunities to serve customers through partners and increase results
- Demonstrated ability to deliver on the sales strategy and value proposition for commercial organizations within your respective geo and region ensuring alignment with broader organizational and product strategies
- Ability to challenge assumptions and conventional wisdom with specific, supported, reasoned proposals, and lead the organization forward to new ways of doing business, new operating models, and improved customer engagement
- Demonstrated ability to lead an organization by engaging, developing, and motivating team members
- Excellent communication skills used to articulate long-term direction and collaborate with the team on how to reach it
- Demonstrated ability to hold yourself and associates accountable for commitments, providing clarity, and outlining clear and shared expectations for success
- Ability to raise the level of overall organizational performance and capability through