General Manager, EMEA Sales

The General Manager,  EMEA Sales will be responsible for driving the strategic vision, resource management, pipeline and forecasting, organizational planning and tactical implementation to ensure market penetration, expansion and profitable growth. He/she will develop, motivate and lead the Sales and Services. organisation that operates with the confidence and understanding of the market to move decisively and take advantage of emerging opportunities. 

A key goal for this role is to create a balance in the portfolio between established and emerging products, while driving and leveraging revenue opportunities to cloud services. The sales leader will use a consultative approach to managing customer requirements, helping them map technology to business needs. Additionally, this executive will be a key member of the company’s overall leadership team, driving broader corporate strategy and direction for both near and long term planning. 

What you will do:

• Growing double digit revenue and maintaining profitability by maximizing the potential of the existing customer base, while concurrently gaining additional market-share.

• Refining and executing a go-to-market strategy in line with the global strategic model and beyond, for Red Hat that balances the mix of established and emerging products, and cloud services. 

• Collaborate  with Global SVP of Partner Ecosystem in maintaining and expanding channel ecosystems driving partner strategy to expand routes to market. 

• Providing leadership for a growing team, increasing the capability of the organisation to successfully sell in a market that demands complex solutions. 

• Providing overall operational sales direction to the company and leadership of the sales organisation to achieve superior levels of performance measured by lower customer acquisition costs, improved operating margins, and improved go-to-market and sales operational processes.

• Attracting, developing, and retaining the best possible team and ensuring that they operate and assimilate into the successful Red Hat culture.

• Implementing and understanding key performance indicators, both operational and financial, and holding people accountable for results.

• Developing strategies for improving sales effectiveness and ensuring that sales efforts maximise return while achieving strategic goals.

• Establishing effective customer and partner feedback mechanisms from the sales organisation to inform product improvement and new business opportunities.

• Collaborating actively with peers on the leadership team to drive Red Hat’s performance and excellence.

What you will bring:

The General Manager EMEA Sales, will be a strategic, results-oriented leader with a strong customer-centric mindset and will drive to compete and innovate in an increasingly complex technology environment. He/she will have a track record of accelerating sales with organisations over $2B in annual revenue and will have led teams of comparable size and complexity. The GM will bring a strong executive presence, able to effectively present to the c-suite, customers, IBM, and partners . The ideal candidate will have the ability to architect and execute a comprehensive sales strategy in addition to influencing new product development based on a strong understanding of customer needs. As a senior leader with Red Hat, he/she must be inspirational, and capable of contributing to overall company strategy.

• 15+ years of experience selling software or service infrastructure solutions into large, complex organisations.  

• Revenue responsibility of over $2B in a rapidly scaling business.  Global sales experience or exposure to managing multiple countries is required.

• Track-record of building and leading high-performing, geographically-dispersed, multifaceted teams across multiple management layers. 

• Proven experience leading sales in an organization where the solution set requires a solid understanding of the broader technology ecosystem and the complexity of effective architecture/integration of solutions. 

• This leader must have the technical ability to understand Red Hat’s solution portfolio and help shape solution strategy and development.

• Act to surpass goals, seizing opportunities to push the envelope and define new opportunities to serve customers and drive results.  

• Responsible for creating, optimising and revising the sales strategy and value proposition for the EMEA  organisation ensuring alignment with broader organizational/product strategies. 

• Challenge assumptions and conventional wisdom with specific, supported, reasoned proposals, and lead the organization forward to new ways of doing business, new operating models and improved customer engagement. 

• Authentically lead an organisation by engaging, developing and motivating team members.  

• Inspires an organization through vision building and ability to lead an organisation through transformation and change with a positive outlook. 

• Communicates long-term direction and collaborates with the team on how to reach it.

• Holds people accountable for their commitments, providing clarity and outlining clear and shared expectations for success.​

• Raises the level of overall organizational performance and capability through mentorship, professional development and comprehensive skills enhancement. 

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About Red Hat

Red Hat is the world’s leading provider of enterprise open source 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
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