Job Description
About the Job
The Red Hat Services team is looking for a Training Business Development Manager to join us in Italy. In this role, you will help the Services Go to Market team be the catalyst for customer success the open source way by understanding our customers’ business and technical needs and by offering training services as part of Red Hat’s solutions. You will ultimately be accountable in alignment with the Sales account team for the successful adoption and value realization for the offerings and services our customers have purchased. As a Training Business Development Manager, reporting to a regional services manager, you’ll be responsible for an assigned region, market, or set of accounts.
What you will do
Selling training solutions and services within the region using all available promotions, specials, and bundles to achieve revenue and bookings target.
Identifying, defining, developing, and implementing corporate training plans for key accounts.
Supporting existing and new IT transformation projects.
Upselling courses and certifications to the existing customer base.
Identifying and generating new on-site training from both skills assessment leads and the existing customer base.
Performing follow-up calls on active training campaigns in the region.
Acting as a sales overlay to the region's sales team and its account managers.
Actively managing regional training resellers and partners.
Sending proposals and quotes for specific solutions to gain new customers and upsell existing accounts.
Answering sales queries and processing leads in accordance with Red Hat's service level agreements.
Actively promoting seats in last-minute or "at risk" courses to reduce the number of cancelled courses.
As part of the account team, develop relationships with key customer stakeholders to grow Learning Services bookings and revenue within your nominated accounts
Actively participate in account planning and strategy sessions and reviews with the wider account team, to identify and position areas where Red Hat Learning offerings and solutions can generate additional business outcomes and values.
Negotiate Learning Services pricing and terms
Be responsible for and have the ownership of the Learning Services bookings forecast for the assigned group of accounts or sectors
Provide executive leadership during the whole customer journey, including presales and post-sales phases
Lead Learning Services offerings in specific customer opportunities; call for and guide the formation of opportunity teams (services participation) together with the account manager
Collaborate with business development managers, solutions practices, the Partners and Alliances and Marketing teams on wider strategic initiatives and business development activities
Capture best practices in the sales and delivery process for reuse and sharing with the Europe, the Middle East, and Africa (EMEA) and Global Solutions Practice teams to evolve the Red Hat Services solutions portfolio
What you will bring
Ability to create and articulate the value proposition; experience in selling learning solutions
Advanced negotiation and presentation skills, experience in facilitating effective workshops and meetings
Knowledge of Red Hat’s or competitive technologies that engage and build trust with customer stakeholders at different levels
Understanding of customer business impact as well as the internal impact of projects from a legal, financial, supportability, scalability, and repeatability points of view
Experience working in customer-facing roles like an architect or consultant or in a related presales or services role
Services selling experience including development of statements of work (SoWs), requests for information (RFIs), and requests for proposal (RFPs), pricing, large-scale proposal development, and customer journeys
Experience leading and working in virtual and cross-functional teams
Proven record of closing complex solutions-led deals
Italian mother tongue, fluent English communication skills
Willingness to participate in regular business travel for customer and internal meetings within Italy
#LI-AM4
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.
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.