Senior Director, Public Sector Sales, Defense and National Security Programs

at  Red Hat Software

About the job:
The Red Hat North America Public Sector Sales (NAPS) team is looking for a Senior Director of Public Sector Sales to join us in Tysons Corner, VA to oversee Defense and National Security Programs in the U.S. Intelligence Community (IC). In this role, you will report to the Vice President of Red Hat Federal Sales. As a Senior Director, you will have the exciting opportunity to help increase growth and shape the future of emerging technologies for strategic Red Hat customers

What you will do:

• Your responsibilities will include building and managing a highly talented sales team focused on increasing revenue, adoption, and market penetration in the IC.
• This includes developing overall business and go-to-market strategies, collaborating with the Commercial Sales, Legal, and Marketing, Operations and Executive leadership to promote revenue attainment.
• To help you succeed in this role, you’ll need to have an extensive sales management background that enables you to lead a team of senior enterprise sales representatives with engagements at all levels of IC.
• Develop and deliver a comprehensive regional plan to grow revenue, accelerate customer adoption, and develop long-term strategic relationships with key accounts
• Lead and coordinate sales processes across account planning, opportunity planning, deal negotiation, customer decision frameworks, and engaging in sophisticated business case discussions
• Develop demand and pipeline by building business decision maker networks, assessing strategic customer objectives, digital transformation opportunity discovery, key improvement scenarios, and measure and present incremental and new economic value from solutions proposed
• Meet or exceed monthly, quarterly, and yearly revenue targets
• Oversee management activities including monthly operating reviews, managing weekly forecasting and pipeline development activity, account planning, and go-to-market strategy
• Participate in internal team meetings to collaborate with the supporting ecosystem on opportunities, resolve customer issues, share best practices, and work with cross-functional teams
• Engage with the sales ecosystem and Red Hat Partners in support of sales opportunities

What you will bring:
Bachelor’s degree in a business, technical or scientific field; MBA is a plus
Security clearance at the Top Secret or Top Secret/Sensitive Compartmentalized Information (TS/SCI) level
Ability to connect the outcome themes from other industries to the customer’s specific mission use cases
Demonstrated success in selling into the IC with major program wins over the last decade
Extensive knowledge of public sector technology and the public sector industry with experience in large scale digitization strategy programs
Extensive working experience (minimum of 5 years) in leadership roles in the public sector technology sector
Experience in business development or sales in the public sector
Exceptional relationship building, collaboration, and influencing skills
Ability to work successfully across a complex, highly matrixed environment
Exceptional presentation and communication skills
Background in public sector sales or business development is a big plus
The following are considered a plus:
Understanding of Kubernetes, Linux, and automation software-related sales cycles
Experience selling open source software technology or other software services in a subscription model
Experience in a leadership role in charge of transforming public sector agencies
The salary range for this position is $323,000 - $550,000 (inclusive of base pay + target incentive compensation). Actual offer will be based on your qualifications. (inclusive of base pay + target incentive compensation).

• Your responsibilities will include building and managing a highly talented sales team focused on increasing revenue, adoption, and market penetration in the IC.
• This includes developing overall business and go-to-market strategies, collaborating with the Commercial Sales, Legal, and Marketing, Operations and Executive leadership to promote revenue attainment.
• To help you succeed in this role, you’ll need to have an extensive sales management background that enables you to lead a team of senior enterprise sales representatives with engagements at all levels of IC.
• Develop and deliver a comprehensive regional plan to grow revenue, accelerate customer adoption, and develop long-term strategic relationships with key accounts
• Lead and coordinate sales processes across account planning, opportunity planning, deal negotiation, customer decision frameworks, and engaging in sophisticated business case discussions
• Develop demand and pipeline by building business decision maker networks, assessing strategic customer objectives, digital transformation opportunity discovery, key improvement scenarios, and measure and present incremental and new economic value from solutions proposed
• Meet or exceed monthly, quarterly, and yearly revenue targets
• Oversee management activities including monthly operating reviews, managing weekly forecasting and pipeline development activity, account planning, and go-to-market strategy
• Participate in internal team meetings to collaborate with the supporting ecosystem on opportunities, resolve customer issues, share best practices, and work with cross-functional teams
• Engage with the sales ecosystem and Red Hat Partners in support of sales opportunitie