Consulting Services Sales Specialist

4 weeks ago

Wellington, New Zealand Cgr Services Full time

The Red Hat Global Professional Services team is looking for a Consulting Services Account Specialist to join us in Wellington, NZ.
In this role, you will participate in strategic account planning sessions, territory reviews, and deal-specific account calls to identify how Red Hat can increase large journey based solution wins and help customers achieve their business and technology transformation objectives.
You'll need a good foundation of technical knowledge, understanding of and ability to articulate enterprise transformation and solution journeys, with expertise in project and scope management.
As a Consulting Services Account Specialist, you will create forecasts and plans for your region's consulting sales in close collaboration with the services and sales management in the territory or region.
You'll develop a Consulting Services business pipeline for large, journey based solutions deals and jointly manage sales cycles to closure in collaboration with sales and presales.
You'll seek out new opportunities with existing customers to land, guide adoption of, and expand Red Hat solutions and services in these accounts.
What you will do :

Manage and construct technology sales, coordinate services team responses, and create proposals for customers.
Work closely with the Account Managers, Solution Architects, Systems Integrators, partners to maximize project value.
Conduct and/or coordinate Discovery Sessions working with pre-sales architects and consultants in some situations.
Construct technology journey and high level project approach.
Negotiate rates, project costs, terms, and statements of work in collaboration with the Regional Services Manager and/or Service Delivery Managers.
Provide booking forecasts.
Ensure that appropriate delivery resources are involved in validating scope of engagements with your local Services Delivery Manager.
Participate in account strategy sessions for target Services accounts.
Meet or exceed assigned targets including Sales, Revenue and Margin.

What you will bring :

8-10 years of enterprise technology solutions sales experience with 4-5 years in a senior level role selling to CxO level; these could be obtained in customer-facing position as a professional services architect, enterprise architect, or consultant or in a related sales position.
Experience with a professional services organization and an understanding of a variety of consulting delivery models.
Preference for background in the financial sector, utilities, public sector and/or any major Enterprise environment.
Familiarity with enterprise architecture, cloud technologies, application development, and infrastructure.
Thorough experience selling services strategies and developing proposals, contracts, close plans, and statements of work for professional services.
Ideal candidate will have project management experience.
Excellent cross-functional communication skills, consultative selling and presentation skills.
Industry transformation vision and the ability to explain technical topics.
Established sustainable network of customer relationships.

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