Senior Director - Business Development

Job Description

Senior Director - Business Development

• Identify and guide new business opportunities with new-to-Red Hat organizations, targeting large enterprise C-level stakeholders
• Establish sales goals and monitor achievement, taking necessary actions as needed to ensure that sales targets are achieved; assess and determine how the Sales team functions and identify potential improvements in the organization, team member profiles, and account strategies to increase the overall performance
• Continually develop and mentor the sales team to achieve success and meet the overall goals of Red Hat as a whole
• Continually assess and upgrade the talent and capabilities of the team to better enhance long-term growth success
• Design strategic sales plans via organizational structure, competitive analysis, customer segmentation, and penetration plans, as well as thoughtful positioning of our offerings; develop and implement strategies and tactics to expand Red Hat s market presence, market share, and lead conversion rates
• Build a sales model capable of aggressive year-over-year growth, building revenues to quickly exceed targets
• Develop annual and quarterly sales plans and forecasts
• Be directly involved role with the field sales team, maintain a personal presence and high visibility in the field, and directly participate in customer sales cycles at key accounts; apply the highest-leverage activities to identify and negotiate contracts and close major deals with support from corporate counsel and other key executive associates
• Evangelize and embed a rigorous sales qualification and pipeline management process regionally and globally; implement repeatable processes, systems, and best practices that are required to ensure improved operations and increased customer acquisition
• Provide regimented, disciplined, ethical, and focused leadership to the Sales team that will foster success based on a culture of respect for customers, associates, and other Red Hat s stakeholders
• Effectively collaborate with other channels, teams, and associates within Red Hat
• Integrate into the existing management team, establishing credibility while embracing an open, inclusive communication style, seeking to understand perspectives, viewpoints, experiences, and successes

What you will bring

• Outstanding sales and services executive skill with broadly based progressive experience in a large, global, high-growth enterprise software or technology company
• Proven record of leading and growing a public sector business development team and successfully achieving sales targets
• 15+ years of relevant experience, including 5+ years of leadership experience in a public sector business development organization in a fast-growing environment with responsibility for delivering at least $ 100 million in single-year bookings revenue in the software markets with demonstrated year-over-year growth
• Experience directing, managing, and growing a matrixed organization of at least 30 people for a multi-faceted sales and services organization while consistently increasing revenues
• Experience leading business development capture and alliance teams that support the public sector system integration community
• Understanding of federal and SLED go-to-market strategies, including direct selling models and multi-channel selling motions and business development best practices
• Extensive relationships across the public sector landscape with the decision makers
• Outstanding knowledge and successful use of proven sales processes and solutions selling strategies and methodologies
• Proven ability to work with strategic partners to successfully grow revenue achievement through prime contracts including the bid and proposal process, teaming, and award
• Solid planning, financial, and analytical skills; proven ability to apply these skills with agile business insight to complex situations with competing priorities
• Proven ability to partner with senior business leaders to understand needs and deliver solutions that exceed expectations; experience selling to or persuading C-level executives
• Outstanding organizational leadership skills including solid written and verbal communication skills, customer and vendor relationships, and respectful treatment of employees at all levels; eader that builds through teamwork, motivation, and energy
• Security clearances are a big plus
• Industry experience in software or technology in both a large multi-billion dollar company and in a higher-growth mid cap is a plus

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Keyskills :
marketingsalesdeliverypeople managementautomationopen source softwarestrategic sales plansnew business opportunitiesopen sourcefield sales