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Territory Sales Lead

2 weeks ago

กรงเทพมหานคร, Thailand Red Hat Software Full time

About the job:
The Red Hat Commercial Sales team is looking for a Territory Sales Lead to join us in Bangkok, Thailand. In this role, you will be responsible for business planning, forecasting, and sales delivery. You will work with our regional Sales and Ecosystem leadership to choose and align partners against sales pods to achieve sales objectives for your territory. As a Territory Sales Lead, you will build and deliver on a customer-centric territory revenue plan aligned to the partner ecosystem.

What you will do:

- Be accountable for overall pod strategy, coordination, and delivery, with mandate to build and deliver on a customer-centric territory revenue plan aligned to the partner ecosystem
- Manage the forecast process to achieve pod-level quotas
- Guide sales coordination and delivery across the pod, ensuring required pipeline coverage, quality, and health to win new customers and expand accounts; win deals together with partners
- Work with regional sales leaders to choose and align partners against sales pods to achieve sales objectives with partners for territory
- Highlight partner capacity and capability gaps to the Ecosystem team
- Work with Ecosystem team to identify partner capability and capacity gaps in the account base
- Work with regional sales leaders to validate managed partner list annually
- Create and guide connections between Red Hat sellers and partners, and partner to partner, to deliver solutions to end customers
- Collaborate with Red Hat marketing and partners for demand-generation within pod
- Work with Customer Success team, renewals team, and partners to ensure customer time to value milestones and renewals

What you will bring:

- Excellent leadership and communication skills, with ability to engage a diverse set of stakeholders in a matrixed organization
- Solid strategic planning skills and understanding of sales cycles
- Solid understanding of customers and partners within assigned territory, including customers' business, industry trends, competitive landscape, and Red Hat differentiators and value proposition
- Ability to articulate the value of Red Hat solutions, differentiation, and opportunity to customers and partners
- Ability to cultivate long-term relationships and develop advocates across customer and partner organizations
- Strategic orientation and value engineering skills to position and sell solutions to customer needs with and through partners
- Proven experience in selling complex IT solutions to mid-sized organizations and multiple decision makers by engaging the partner ecosystem

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