Territory Services Manager

2 months ago

Riyadh, Saudi Arabia Red Hat Software Full time

About the job:
The Red Hat Consulting team is looking for an Territory Services Manager to join us in Saudi Arabia, as part of our services business team with focus on Enterprise and Commercial customers in Saudi Arabia. In this role, you will work closely with the account team, providing leadership for services-led business opportunities and positioning consulting and training services as part of the wider Red Hat offerings. You'll serve as the end-to-end main point of contact for customer and account stakeholders, while also paying attention to the project delivery. The delivery activities will be performed by the Middle East, Turkey and Africa (META) team, local and regional delivery centers, and partners. As a member of the Red Hat consulting team, you will also contribute to the evolution of the wider services business and participate in the ongoing process of growing and industrializing our services offering.

What you will do:

- As part of the account team, develop relationships with key customer stakeholders to grow services bookings and revenue within your nominated accounts
- Actively participate in account planning and strategy sessions and reviews with the wider account team
- Collaborate with business development managers, solutions practices, the Partners and Alliances and Marketing teams, and other territory services managers on wider strategic initiatives and business development activities
- Work closely with strategic business partners to complement solutions and maximize customer value
- Work with the delivery teams, including delivery managers, program and project managers, architects, and consultants, on getting the right offerings scoped to solve customer business needs
- Negotiate Services pricing, project costs, and terms
- Be responsible for and have the ownership of the bookings forecast for the assigned group of accounts or sectors within your territory
- Lead Services offerings in specific customer opportunities; call for and guide the formation of opportunity teams (services participation) together with the account manager
- Capture best practices in the sales and delivery process for reuse and sharing with the EMEA and Global Solutions Practice teams to evolve the Red Hat Services solutions portfolio

What you will bring:

- Experience with consultative selling and delivery of complex consulting solutions in digital transformation, Application modernization and Automation adoption within different industries (Banking, Public Sector, Oil & Gas) within the Saudi and North Gulf region
- Knowledge of Red Hat’s or competitive technologies that engage and build trust with customer stakeholders at different levels
- Experience working in customer-facing roles in a related presales or services sales role
- Services selling experience, including development of statements of work (SoWs), RFIs and RFPs, pricing, large-scale proposal development, and customer journey
- Experience leading and working in virtual and cross-functional teams
- Proven record of closing complex solutions-led deals worth millions of dollars
- Excellent written and verbal communications skills in English and Arabic
- Willingness to participate in regular business travel for customer and internal meetings

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