Business Development Manager - Training and Certification

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 Training team is looking for a passionate and experienced Business Development Manager to join us in Melbourne, Australia to position and sell our training and certification offerings across the southern region of Australia and New Zealand. In this role, you will work directly with clients, serve as an overlay for field sales to our named accounts, and work with the training distribution network to grow the Red Hat business. You’ll need to have creative and strategic planning skills to define systems and processes that will successfully carry our training services to market. As a Business Development Manager, you will have the opportunity to establish relationships with customers across the region, assisting them to achieve their business goals by developing and implementing a joint training and skills strategy for success. You’ll have a specific focus on evangelizing and selling our Training and Certification services, one of the most effective mechanisms to accelerate their return on investment in Red Hat’s technologies. Working closely with clients and the Account teams, you will determine training requirements, conduct training needs assessments and build detailed training proposals and plans to accelerate adoption of Red Hat Services. Key to your success will be to build and maintain a solid relationship with customers to ensure flawless implementation of training plans.

Primary job responsibilities

• Position, promote, and sell the complete Red Hat Training portfolio and services across the region to enterprise, named, and strategic customer segments
• Create and sustain strategic customer relationships, including federal and public sectors
• Identify and generate new training opportunities from existing leads and customer base
• Develop new markets and new business across the region
• Assist with creating go-to-market plans and regional marketing planning
• Develop and define your territory plan and provide regular forecasts and business reviews to stakeholders and management
• Meet assigned sales quotas, grow and renew existing customer relationships, and acquire new business
• Manage and provide weekly forecasts, build and maintain pipeline, close deals, record sales activity, and track customer data using company-standard customer relationship management (CRM) tools like Salesforce.com (SFDC)
• Develop training plans to meet the long-term needs of your accounts to accelerate the adoption and deployment of Red Hat’s technologies
• Evangelize Red Hat Training and Certification within account, at industry events, and within the assigned territory either directly or in conjunction with Red Hat’s Account teams and partners
• Develop proposals of specific solutions to gain new customers and upsell and cross-sell into existing accounts
• Conduct Training Needs Assessments with key customers and provide recommendations

Required skills

• Demonstrated success working in a similar role in technology or software sales, either in account management or business development; proven record of success
• Demonstrated success presenting to C-level the business value of training and being strategic in your approach and engagement
• Proven success with achieving or exceeding bookings and revenue targets
• Understanding of complete sales cycle management from prospecting to closing
• Positive outlook and a clear focus on delivering high-quality service to our customers
• Ability to build long-term relationships with customers through trust and credibility
• Excellent time management and organizational skills
• Excellent presentation and communication skills, especially on the phone and in person
• Proven success and a good understanding of complex sales cycles, procurement requirements, and compliance, including the public sector, is a plus

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.

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.