SAP Business Development Manager

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

Red Hat's Sales team is looking for an SAP Business Development Manager for the Latin America (LATAM) region to join us in Sao Paulo, Brazil. In this role, you will develop business for Red Hat's SAP-related offerings in LATAM. You'll also collaborate with local sales teams and partners to develop the strategy to grow the revenue in that market. The role can also be located in Mexico City, Mexico where Red Hat has an office. In this case, Brazilian market experience will be required, as well as an intermediate level of language skills in Portuguese.

Primary job responsibilities

• Ensure customer adoption of Red Hat's offerings for the SAP market and manage partner development
• Work with the local Red Hat Sales team, SAP, global alliance partners, and system integrators (SIs) to meet assigned sales quotas by creating and carrying out sales plans and strategies across multiple countries
• Maintain and develop executive relationships within the global alliance partner and system integrator ecosystem; develop joint go-to-market plans based on the value proposition
• Work with SAP as a partner to define solutions and sales alignment
• Develop joint go-to-market programs and facilitate delivery in the most effective way
• Manage internal Red Hat’s associates to support sales and account expansion efforts with SAP and the assigned key partners in the field
• Provide sales support to the direct and partner sales organizations through training, customer visits, and programs
• Facilitate technical and administrative information, demonstrations, and customer price quotes for our offerings
• Understand and integrate Red Hat’s sales and marketing initiatives to support and use the SAP related go-to-market strategy
• Develop set of initiatives and programs to grow non-touch bookings in the assigned territory
• Define different Red Hat initiatives along with the Marketing team; define the messages and the communication format
• Build a solid relationship with SAP Move program teams; participate in key SAP events or partner events
• Define and build a detailed value message for each market stakeholder, including SAP, SI, Americas’ SAP Users’ Group (ASUG), Channels, and SAP partners
• Build SAP and Red Hat partner ecosystem in order to assure the adoption of Red Hat’s offerings in the SAP world
• Develop and disseminate the Red Hat value message for SAP customers; develop and maintain executive relationships with partners, SIs, channels, and associations (ASUG) throughout LATAM
• Work with local sales teams in order to segment customers and alignment
• Work with IBM to pursue 100% Red Hat Enterprise Linux (RHEL) installations in new named customers; define a replacement SuSE initiative together with IBM’s customers

Required skills

• Ability to explain and persuade target partners about Red Hat ́s solid technology position and benefits with Linux infrastructure and cloud technologies as part of their solutions offerings
• 8+ years of sales experience working with or for a global alliance partner like HP, IBM, Dell, Cisco, or Fujitsu
• Experience working with SAP and in the SAP market
• 8+ years of successful solutions software direct and indirect sales experience
• Exceptional written and verbal communication and follow-up skills
• Negotiation skills and the ability to grow and close sales opportunities
• Ability to build long-term relationships and persuade both partners and internal stakeholders
• Fluent language skills in English; advanced Spanish or Portuguese are a plus
• Willingness to travel over 50%

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.