About the job

Red Hat is looking for an individual to lead the Subscription Renewals and Compliance (Subscription Education and Awareness Program–SEAP) business in our Americas Geography. This role sits within the sales organization with special focus on ensuring revenue retention and growth and a consistent and healthy customer and subscription lifecycle throughout accounts within the geography. You will manage Renewals and SEAP specialists within your geography with a focus on sales performance, program development, and business initiatives. You will also have matrixed reporting in which you will coordinate with global leadership and peers in other geographies to implement effective tools and programming that bolster sales KPIs and quota achievement, improve customer success, and guide and support reps in the field. 

This role requires a balance of software compliance, sales, and retention related experience; operational and analytical awareness; influence across a matrixed organization; excellence in sales execution, and an ability to identify and solve complex issues across diverse geographical areas. You will partner with Sales, Finance, Product, and Marketing teams to further our strategic thinking around customers and renewals, and help future proof our business.

This team has outsized influence on Red Hat’s topline as Renewals make up a massive portion of our business and SEAP is a key strategic area of focus for the sales leadership. Your success will depend on your ability to lead and collaborate across a matrixed team. You'll need to be smart, balanced, and able to thrive in a fast-paced environment.

What you will do:

Maintain revenue accountability and drive quota achievement across the geography.

Manage collaboration across the Americas Renewals and SEAP organization to implement and scale Red Hat’s retention, growth, and software compliance strategy and programs

Ensure consistent and regionally scaled sales execution of Renewals Programs, selling framework, risk identification, management system, and coverage models. 

Drive sales target achievement in regions through a defined management system including regular forecast calls, deal reviews, and involvement in escalations

Collaborate across Sales, Finance, Operations, Product BUs, Legal, and Marketing teams to drive alignment and implementation of business priorities and broader awareness of and adherence to Red Hat’s subscription model

Help define and launch localized renewals and retention initiatives that lead to the implementation and expansion of best practices

Extend sales strategies to the Partner Ecosystem, collaboratively identifying how to improve and scale retention, growth, and software compliance standards through all possible routes

Understand the state of consumption based tooling and resources used by SEAP and customers to support compliance activities

Mentor and educate sub-regional teams on Red Hat software compliance standards, Red Hat subscription model and related contracts

Collaborate with Finance on target/quota setting activities and forecasting

 

What you will bring:

Bachelor’s degree in business administration or a quantitative field; MBA is a plus

15+ years of direct Sales or Compliance preferred; other customer facing experience or related  professional experience in marketing, strategy, or customer success will be considered

Proven experience in driving successful sales programs across a matrixed organization

Demonstrated success driving complex negotiations

Industry and subscription company experience; familiarity with renewals, compliance and the consumption-based business models

Excellent relationship management, presentation, and persuasion skills

Strong analytic and strategy skills

Coachable, energetic, accountable, and detail-oriented; focus on and diligence in delivering results

Excellent written and verbal communication skills in English; Spanish speaking skills a huge plus

The following are considered a plus:

Basic understanding of and reporting in SalesForce.com

Experience working in global organizations

The salary range for this position is $304,540.00 - $517,630.00 (inclusive of base pay + target incentive compensation). Actual offer will be based on your qualifications.

Pay Transparency

Red Hat determines compensation based on several factors including but not limited to job location, experience, applicable skills and training, external market value, and internal pay equity. Annual salary is one component of Red Hat’s compensation package. This position may also be eligible for bonus, commission, and/or equity. For positions with Remote-US locations, the actual salary range for the position may differ based on location but will be commensurate with job duties and relevant work experience. 

About Red Hat

Red Hat is the world’s leading provider of enterprise open source software solutions, using a community-powered approach to deliver high-performing Linux, cloud, container, and Kubernetes technologies. Spread across 40+ countries, our associates work flexibly across work environments, from in-office, to office-flex, to fully remote, depending on the requirements of their role. Red Hatters are encouraged to bring their best ideas, no matter their title or tenure. We're a leader in open source because of our open and inclusive environment. We hire creative, passionate people ready to contribute their ideas, help solve complex problems, and make an impact.

Benefits
●    Comprehensive medical, dental, and vision coverage
●    Flexible Spending Account - healthcare and dependent care
●    Health Savings Account - high deductible medical plan
●    Retirement 401(k) with employer match
●    Paid time off and holidays
●    Paid parental leave plans for all new parents
●    Leave benefits including disability, paid family medical leave, and paid military leave
●    Additional benefits including employee stock purchase plan, family planning reimbursement, tuition reimbursement, transportation expense account, employee assistance program, and more! 

Note: These benefits are only applicable to full time, permanent associates at Red Hat located in the United States. 

Diversity, Equity & Inclusion at Red Hat
Red Hat’s culture is built on the open source principles of transparency, collaboration, and inclusion, where the best ideas can come from anywhere and anyone. When this is realized, it empowers people from diverse backgrounds, perspectives, and experiences to come together to share ideas, challenge the status quo, and drive innovation. Our aspiration is that everyone experiences this culture with equal opportunity and access, and that all voices are not only heard but also celebrated. We hope you will join our celebration, and we welcome and encourage applicants from all the beautiful dimensions of diversity that compose our global village.

Equal Opportunity Policy (EEO)
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.

Red Hat supports individuals with disabilities and provides reasonable accommodations to job applicants. If you need assistance completing our online job application, email application-assistance@redhat.com. General inquiries, such as those regarding the status of a job application, will not receive a reply.