Technical Red Hat Sales Specialist

This role is critical in the software sales process involving Red Hat’s Enterprise, OpenShift, and Ansible Platforms and associated products in two ways. Firstly, to position s/w benefits, benchmarks, and technical expertise to potential customers, helping them understand how Red Hat can meet their needs. This typically enables GBM to create new sales Leads on Red Hat.  Secondly, to capture customer requirements, create fit-for-purpose technical solutions, size license specifications, and run consulting-led customer conversations leading to deal closure in the case of confirmed customer opportunities involving Red Hat.

Your primary responsibilities in this role include:

• Sales Collaboration: Be an advocate of Red Hat to GBM’s client-facing Sales and Account teams and work closely with them to align technical solutions with sales strategies, ensuring that the proposed solutions are feasible and deliverable. Create winning strategies with them on any Red Hat sales opportunities and highlight issues and risks that could adversely affect the deal closure.
• Requirements Gathering: Manage client conversations to collect and document customer-specific business, Operations, and IT requirements vis-à-vis Red Hat.
• Technical Presentations: Create technical presentations and deliver them effectively in meetings with client stakeholders.  The presentations can also involve product demonstrations, showcasing how the software can solve customer problems and provide value.
• RFP and Proposal Support: Assist in responding to Requests for Proposals (RFPs) and Requests for Information (RFIs), providing detailed technical solutions and content as needed including Value Proposition, Scope, architecture diagrams, solution designs, sizing, and assumptions.
• Sizing: Size the license needs based on client requirements and work closely with the local Red Hat team on pricing.
• POCs and Pilot Projects: Coordinate and support POCs and pilot projects or trials of the software to showcase its effectiveness and help customers evaluate its suitability.
• Post-Sale Handover: Assist in the smooth transition of projects from the pre-sales phase to the post-sales implementation phase, ensuring clear communication of customer expectations and requirements.
• Training and Support: Provide training and technical support to sales teams and, in some cases, to customers.
• Red Hat Partnership: Work collaboratively with the local Red Hat teams in Qatar to coordinate client conversations, deal registration, Pricing, product knowledge, joint GTM actions as necessary.
• Revenue targets: Take accountability to own and deliver an annual Sales/Revenue Quota for new Red Hat sales.

Core Skills:

• An in-depth understanding of the Red Hat Platforms and suite of products and solutions, including their features, capabilities, and benefits.
• Exceptional customer-facing skills to convince the customers of the suitability of the solution to solve their technology problems and meet business needs.
• Excellent understanding of Linux and related technologies like management, networking, and storage
• Experience with IT automation, Cloud, application deployment, infrastructure orchestration technologies, and enterprise data center environments and operations
• Pre-sales and Solutioning background

Pre-requisites:

• Bachelor’s degree in a technology-related discipline, preferably computer science
• Red Hat Certified Engineer (RHCE)
• 6+ years of Pre-sales experience in software/cloud, out of which at least 2 years on Red Hat Platforms
• Ability to move to Doha, Qatar
• Excellent English verbal and written skills. Arabic will be an added advantage.