Automation Sales Specialist

at  Red Hat Software

About the job:
The Red Hat Sales team is looking for an automation Sales Specialist to join us in Gothenburg, Sweden. In this role, you will be responsible for Red Hat Ansible portfolio subscription sales to prospective and current accounts. You’ll need to have the ability to understand customer needs and challenges and link them to a set of Red Hat Ansible offerings. As an automation Sales Specialist you will be collaborating with Account Teams to build and execute a joint account plan. Your role will include identifying, converting and closing sales opportunities in customer accounts through well-planned demand generation efforts in consultation with the account team.

What you will do:

• Understand customer challenges and how the Red Hat Automation portfolio can be used to develop new strategic sales opportunities.
• Lead customer presentations/sessions around business outcomes, Red Hat solutions, business value, competitive positioning and solution capabilities and product roadmaps.
• Maintain relevant and detailed knowledge, including key differentiators, of the products in your domain (features, updates, success stories, etc.) as well as a broader knowledge of the overall Red Hat portfolio.
• Maintain knowledge and enable account teams on current sales tactics in your domain (ISVs, use cases, solution blueprints, Red Hat Sales Plays, etc.).
• Position right sized solutions to the right persona (subs, services, partners) in the context of addressing the customer’s challenges or problems in their environment.
• Advise on and speak to opportunity forecasts.
• Identify new opportunities and drive further adoption and expansion at existing customers and acquire new net logo customers to scale to other relevant use cases and products.
• Coordinate with Customer Success, Solution Architects, and other roles on the delivery of the proposed business value/solution.

What you will bring:

• Relevant consultative technical selling experience in one or more of the following: territory, vertical, account selling.
• Highly effective orchestrator and collaborator, able to lead a cross-functional team (internal and partner ecosystem) through a complex sales cycle.
• Persuasive and compelling presenter of business and technical topics - capable of delivering demos for your domain is a plus.
• Some experience in automation use cases across IT environment from on-prem to the Edge (For example understanding of some of the following: Infrastructure as Code (IaC), DevOps, DevSecOps, AIOps, MLOps, security, network, compliance etc.).
• Familiar with return on investment (RoI) and business-value arguments, preferably around high-degree automation and autonomous operations and how these will result in better customer outcomes.
• Experience of the MEDDPICC or similar sales framework
• Excellent written and verbal language skills in English and Swedish
• Willingness to travel

Nice to have:

• Experience with technology offerings and economics of cloud computing.
• Passion and curiosity about technology, the market, and its future demonstrated by what you read, follow, subscribe to, listen to, etc.
• Knowledge of the principles and processes of open source technology.
• Strong technology foundation with ability to translate business value. You may have experience in one of the following or a similar role: a business-focused Solution Architect or pre-sales engineer, Tech Leader, Product Manager, Big 6 Consultant, App Dev delivery, or a start-up Account Executive).

• Understand customer challenges and how the Red Hat Automation portfolio can be used to develop new strategic sales opportunities.
• Lead customer presentations/sessions around business outcomes, Red Hat solutions, business value, competitive positioning and solution capabilities and product roadmaps.
• Maintain relevant and detailed knowledge, including key differentiators, of the products in your domain (features, updates, success stories, etc.) as well as a broader knowledge of the overall Red Hat portfolio.
• Maintain knowledge and enable account teams on current sales tactics in your domain (ISVs, use cases, solution blueprints, Red Hat Sales Plays, etc.).
• Position right sized solutions to the right persona (subs, services, partners) in the context of addressing the customer’s challenges or problems in their environment.
• Advise on and speak to opportunity forecasts.
• Identify new opportunities and drive further adoption and expansion at existing customers and acquire new net logo customers to scale to other relevant use cases and products.
• Coordinate with Customer Success, Solution Architects, and other roles on the delivery of the proposed business value/solution