ISV Business Development Manager - IBERIA

Job Description

Company Description

At Red Hat, we connect an innovative community of customers, partners, and contributors to deliver an open source stack of trusted, high-performing solutions. We offer cloud, Linux, middleware, storage, and virtualization technologies, together with award-winning global customer support, consulting, and implementation services. Red Hat is a rapidly growing company supporting more than 90% of Fortune 500 companies.

Job summary

The Red Hat Independent Software Vendor (ISV) team is looking for an ISV Business Development Manager to join us in Madrid, Spain. In this role, you will work with a sales team that makes a significant financial contribution to Red Hat and increases our overall customer retention. You'll be assigned a defined set of customers in the region and you'll develop new architectural designs based on Red Hat's technology and grow revenue share in these named accounts. You'll also develop new and existing relationships within the defined accounts and maximize the global opportunity across the entire Red Hat's portfolio. As an ISV Business Development Manager, you'll collaborate with our corporate sales team to ensure alignment and cooperation within the region. You will report to the Europe, the Middle East, and Africa (EMEA) ISV Lead.

Primary job responsibilities

• Manage a named set of customers to develop the ISV business across the region
• Meet the strategic objectives and revenue growth for the named set of customers
• Develop long-term solutions with customers that require the embedding of Red Hat's technology
• Work with account managers and marketing teams to identify new business opportunities within the named set of customers
• Provide follow-up activities to support Red Hat's marketing campaigns
• Manage forecasts, close deals, record sales activity, and track customer data using company-standard customer relationship management (CRM) tools
• Collaborate with global teams as required to meet region goals and objectives
• Foster a team culture and share best practices
• Send proposals and quotes of specific solutions to gain new customers and upgrade existing accounts
• Answer sales queries and respond over the phone or email

Required skills

• 5+ years of IT sales experience
• 3+ years of partner sales experience in the IT industry
• Understanding of solutions selling methodologies related to ISVs
• Experience guiding sales to and through strategic ISVs
• Experience embedding royalty and Software-as-a-Service (SaaS)-based contracts
• Ability to engage management decision makers at senior levels
• Solid interpersonal and written and verbal communication skills
• Ability to work with multiple sales channels and routes to market
• Fluent written and verbal language skills in English and Spanish

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, uniformed services, genetic information, physical or mental disability, medical condition, marital status, or any other basis prohibited by law.

Red Hat does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract between Red Hat and the recruitment agency or party requesting payment of a fee.