Sales Specialist 3

The Red Hat Technical Sales team is looking for an Automation Sales Specialist to join us serving our North America Public Sector Intelligence agencies . In this role, you will be accountable  for Red Hat Ansible Automation Platform software subscription sales  and services to prospective and current accounts. You'll need to have the ability to understand customer needs and challenges and link them to a set of Red Hat Ansible offerings. Your tasks will include creating sales opportunities in both new and existing customer accounts through well-planned demand generation efforts with the account teams. Active Top Secret security clearance with SCI and a minimum of a CI polygraph (current) is required. You must be local to the Washington DC Metro area. Candidates outside of the DC / MD / VA area will not be considered. What you will do: Owns the development of new strategic sales opportunities. Leads critical customer presentations/sessions around business problems, Red Hat solutions, business value, competitive positioning and product capabilities and roadmaps. Maintains relevant and detailed knowledge about products in your domain (features, updates, success stories, etc.) and general knowledge of the RH portfolio. Maintains knowledge and enables account teams on current Plays in your domain (ISVs, use cases, solution blueprints, Red Hat Sales Plays, etc.). Advises on and speaks to forecasts for appropriate products, services and training. Guides strategy based on deep knowledge of industry or specialty. Positions right sized solutions (subs, services, partners) in the context of addressing the customer’s challenges or problems in their environment. Drive growth beyond initial sale and deployment to scale and expansion to other relevant products. Coordinate with Customer Success on the delivery of the proposed business value/solution. What you will bring: Strong technology foundation (business-focused SA, Tech Leader, Prod Manager, Big 6 Consultant,Specialist, App Dev delivery, start-up AE) with ability to translate business value. Proven track record of proactive prospecting Highly competitive with No-Excuses accountability Values of curiosity, authenticity and humility in helping our intelligence agencies reduce toil and increase efficiency and mission capabilities. Strong understanding of the buyer journey and mapping it your sales process Has successfully used the MEDDPICC framework to qualify opportunities and test champions Proven experience in selling to Department of Defense Challenger mentality with demonstrated persuasiveness. Passion and curiosity about technology, the market, and its future demonstrated by what you read, follow, subscribe to, listen to, etc. Strategic thinker who sees beyond selling an individual product to a single need. Entrepreneurial and motivated to run your own business within the role. Prior startup experience is a plus. Highly effective orchestrator and collaborator, able to lead a cross-functional team (internal and partner ecosystem) through a complex sales cycle. Compelling presenter of business and technical topics, capable of delivering demos for your domain. C-Suite presence: charismatic, outgoing and able to “own the room” to connect individually. Relevant experience in one or more of the following: territory, vertical, account selling. Automation tech experience with Ansible or comparable technology. Experienced in key automation use cases (Infrastructure as Code, Ops as Code, security, network, etc.). Conversant with ROI nuances and business-value arguments around high-degree automation and autonomous operations. Experience with technology offerings and economics of cloud computing. Knowledge of the principles and processes of open source technology. The salary range for this position is $211,650.00 - $349,250.00 (inclusive of base pay + target incentive compensation). Actual offer will be based on your qualifications. Pay Transparency Red Hat dete ... (truncated, view full listing at source)