Gtm Services Leader

2 weeks ago

Riyadh, Saudi Arabia Red Hat Software Full time

About the job:
The Red Hat Middle East, Turkey and Africa (META) Services team is looking for a “Manager, Go To Market Services” to join us and lead the Services business end-to-end in the Kingdom of Saudi Arabia as part of the region. In this role, you will work with the local Sales leadership to ensure proper support in the sales process and with META and EMEA resource management to oversee complete project lifecycle and project staffing projects in your region.

You’ll oversee and lead the sales and delivery process of our Services opportunities and projects after closure. As a Business Manager you’ll manage the profit and loss of the Services business in Saudi Arabia and North gulf. As a People Manager, you will manage a team of Services Sales Representatives, Architects and Project Managers including performance and development, one-on-one meetings, escalation situations and general team coordination within your region.

What you will do:

- Oversee the services sales process from lead identification to deal closure.
- Oversee services delivery in all local accounts; be responsible for revenue and margin targets
- Grow bookings and revenue within each account and country by offering and delivering new projects; guide services opportunities based on account plans
- Act as an executive leader and sponsor during the whole customer journey
- Carry out internal statement of work (SoW) approval and delivery
Handle rates, project costs, and terms and conditions of work and contracts, as well as other commercial factors
- Take responsibility for bookings, revenue, margin, and billability targets for the team
- Weekly forecasting of bookings and revenue for the Services business in KSA.
- Support and promote accurate revenue recognition and provide regular financial reports with forecasting for revenue and bookings
Monitor and track the quality of service for external and internal customers
- Set up and maintain a capacity plan for skills needed; develop the team's skills and partner network to ensure high quality support for business needs and for existing and upcoming technologies
- Ensure profitability and staff sufficiency by collaborating with the Services Operations team.
- Work with the consulting enablement lead for the EMEA region to ensure availability of appropriate training.
- Work closely with the local Sales and Country Management team to ensure proper alignment between Services and Sales in regard to the countries’ strategic directions and account plans.
- Represent Red Hat Services in the country leadership teams
- Collaborate with your service manager colleagues in Education Services and TAM Services, EMEA and global Solutions Practices, the Partners and Alliances and Marketing teams, and other Red Hat Services Leaders in META on wider strategic initiatives and business development activities.

What you will bring:

- Demonstrated experience developing a business team or organization and managing within a matrix environment
- Very good understanding of the industry technical evolution and software business professional services model with the ability to operate in a rapid growth environment
- Practical experience with people management including a successful record of talent development within a team
- Ability to create and articulate the value proposition; experience in consultative selling and professional services delivery
- Experience leading and working in virtual and cross-functional teams
- Proven record of closing complex solutions-led deals worth millions of dollars
- Experience working in sales or professional services sales support including developing SoWs, pricing, large-scale proposal development, customer development and forecasting
- Knowledge of project management processes and experience with revenue-based project reporting and P&L control.
- Ability to understand the technical impact of projects and the business impact on both Red Hat and customers in delivering and scoping projects.
- Fluent language skills in Arabic and English.

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