The Training Specialist is primarily responsible for the independent, end-to-end management of the sales cycle, with a critical focus on consistently achieving and exceeding personal sales targets. This role requires the autonomous generation and closing of bookings for training services, specifically targeting and developing relationships with tier 1 telecommunications accounts. Success hinges on working both independently and as a team with Red Hat account teams, exercising expert judgment, and applying creative solutions to complex, non-routine sales challenges. While the role contributes to the overall training sales function, the core measure of performance is the individual attainment of defined sales goals.
What you will do:
1. Grow existing business relationships and acquire new business within your assigned territory/segment/vertical by selling training and certification offerings.
2. Exceed financial goals, including sales bookings and revenue
3. Work directly with customers (in person or virtually), to craft and execute on their training and certification plans.
4. Effectively communicate with high-level customer executives on a regular basis to position training offerings into large, complex deals.
5. Engage with partners to drive force multiplication of Red Hat enablement within their companies as well as with their customers
6. Negotiate terms/pricing/contracts and advance them through to closure
7. Manage consumption and renewals of Red Hat Learning Subscription (RHLS)
8. Manage forecasts, provide quotes, scope proposals, close deals, and track data through Salesforce.com (SFDC) and our learning management system (LMS)
9. Work extensively with cross functional sales teams (in person and virtual) and partners to grow business in your specific territory/segment/vertical
10. Act as a subject matter expert on training and certification both internally and externally in your assigned territory/segment/vertical
11. Provide thought leadership to internal Red Hat teams in order to advance the training portfolio of offerings and strategy.
12. Promote and sell training solutions and services to the Partners using all available promos, specials, and bundles to achieve the highest possible revenue and bookings
13. Identify, define, develop, and implement corporate training plans for strategic enterprise accounts within the region
14. Identify and generate new training business opportunities and upsell to existing customers
15. Support existing and new Telco transformation projects within the local accounts
16. Support and Coach the local Sales, pre-sales, channel Teams and partners in relation to the training offering and processes
17. Identify subscription opportunities that don't include training and attempt to add training offerings to them
18. Develop and refine the training selling best practices
19. Actively work on RFIs/RFPs to include Training and Certifications related offerings
20. Work with the local services team to align the GLS offering with the services solutions
What you will bring:
21. 5 years of sales / business management experience with a proven record of achievement.
22. Strong communication skills both internally and externally
23. Strong in-person customer-facing skills
24. Proven ability to work with various sales teams (internal and external) championing Red Hat training and certification as well as working autonomously to drive growth in accounts
25. Telco industry experience is a plus
26. Experience with SFDC or equivalent CRM system.
27. Strong Experience with Office Suites (MS Office, Google G-Suite, LibreOffice or alternatives)
28. Understanding of learning management systems (LMS)
29. Understanding of the complete sales cycle management from prospecting to closing
30. Strong customer interaction skills.
31. Resilience in dealing with transactional administrative work associated with the sale through current training sales systems.
32. Ability to travel up to 50%
About Red Hat
is the world’s leading provider of enterprise 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.
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 different 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 that compose our global village.
Equal Opportunity Policy (EEO)
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