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Introduction

At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you’ll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact.Success in Global Sales is built on curiosity, empathy, and collaboration. You’ll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society. With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that’s passionate about driving innovation and making a difference.

Your role and responsibilities

The Red Hat Sales team is looking for a Telco Key Account Manager to join us in India In this role, you will represent Red Hat as the vendor of choice to the telecommunications market in India. You'll own the customer relationship and increase the business to achieve quarterly and annual revenue and growth targets by establishing and closely monitoring every aspect of the sales process and ensuring sales targets are achieved. As a Key Account Manager, you will also identify various opportunities to develop Red Hat's telecommunications business in India and accelerate the adoption and success of our emerging products, including Red Hat Cloud Infrastructure, Red Hat Cloud Suite, Red Hat Enterprise Virtualization, Red Hat OpenStack Platform, and Red Hat OpenShift, Red Hat's Platform-as-a-Service (PaaS) product suite.

1. Focus on an assigned set of accounts jointly agreed with directly managing pipeline and strategic initiatives to deliver multi year bookings results.
2. Collaborate with Marketing in order to generate leads for mid-term business in the defined solutions areas
3. Work directly with multiple business units inside the customer organization to understand pain points and develop value propositions that exceed those of our competitors
4. Develop C-level (budget owners) relationships who will validate our value proposition and commit budget for a decision in a specific time-line once the solution is validated via proof of concept, customer reference visit, or other means as may be needed
5. Coordinate directly with potential partners to achieve the described goals, in collaboration with Red Hat´s Ecosystem team when they cover the partners in consideration
6. Work internally with the rest of the Sales team, including Presales, Consulting, and other Red Hat teams as needed
7. Collaborate internally with our Global Telco Vertical associates, in order to capture relevant experience from elsewhere, and contribute our experience and knowledge from Asia Pacific (APAC)
8. Produce weekly Current, Quarter+1, and Quarter+2 opportunities reporting; proactively work with Ops to create these reports if not in place already

Required education

Bachelor's Degree

Preferred education

Master's Degree

Required technical and professional expertise

1. Bachelor's degree in business administration, marketing, or a technical discipline; MBA is a plus
2. Solid understanding and experience in selling telecommunication carrier software solutions, preferably with prior experience in the emerging Network Function Virtualization (NFV) space
3. 10+ years of solid leadership skills in a technology sales organization, with demonstrated success achieving sales targets and delivering in direct and channel routes-to-market; experience in software sales is a big plus
4. Successful record of delivering annual sales targets
5. Proven experience developing sales organizations that consistently deliver double digit year-over-year increases in revenue
6. Excellent planning, financial, and analytical skills and proven ability to apply these skills to complex situations with competing priorities
7. Good customer orientation and presentation skills
8. Ability to partner with senior business leaders to understand needs and deliver solutions that meet expectations
9. Demonstrated ability to think creatively and design novel approaches that balance local customer

Preferred technical and professional experience

NA

Years of Experience:
11 - 15