AddressRed Hat is looking for an individual to be responsible for execution of Subscription Education program initiatives and sales performance within the ANZ market. The ideal candidate will report directly to the APAC SEAP Leader, and work directly with sales teams, partners, and end customers in ANZ to build awareness and enforce the Red Hat subscription model.
- Drive collection of revenue through the education and enforcement of Red Hat's subscription model.
- Mentor regional sales teams and partners on the Red Hat subscription model and requirements.
- Provide continuous education to regional sales teams and partners.
- Ensure Red Hat compliance policies are understood and followed by Red Hat teams and end customers.
- Educate partners on the different types of partner programs at Red Hat and ensure proper and timely reporting of Red Hat consumption.
- Initiate and implement the Subscription Asset Management (SAM) program within region.
- Build and grow relationships with ANZ Sales Leadership and the sales teams to generate ongoing SEAP pipeline.
- Work directly with non-compliant customers to resolve compliance & legal concerns.
- Track, measure, and enforce compliance-related opportunities, including timelines for resolution/escalation; Provide metrics to Global Subscription Education and Awareness team.
- Identify, report, and correct methods of subscription abuse identified within target region.
- Document and distribute compliance best practices for regional sales teams.
- Create and distribute regionally specific marketing and messaging for program.
- Identify regional external compliance standards that are applicable to Red Hat value proposition.
- Educate regional sales teams on external compliance standards.
- Bachelors degree in related field
- Preferred at least 5 years related experience in either sales, business development, compliance, legal, or management fields
- Subject matter expert in Software License Compliance & Asset Management.
- Experience with tooling and technical aspects. Technical experts are an included resource on this team, but an understanding of the process and the ability to speak at a technical level is required.
- Strong experience in engaging with CXO teams. You will present findings back to the customer, propose remediation, negotiate, and handle objections from the customer including contractual and legal questions.
- Experience negotiating multi-million dollar resolutions and preserving customer relationships.
- High level of initiative, drive, and intelligence; strong self-starter.
- Good judgment in potentially sensitive and/or difficult situations
- Detail and process-oriented.
- Strong written and verbal communication skills.
- Excellent commercial skills – managing programs/projects, developing proposals, data analytics.
- Possess sales, business development, and marketing skills
- Ability to effectively negotiate with internal and external parties
- Ability to use and track revenue generation using Salesforce.com
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