Vice President, India Sales

Job Summary

Reporting to the SVP and GM Asia Pacific, you will serve as the primary point of contact for strategy, marketing and sales activities (both direct and channel) in the India market, and work closely with the rest of the Asia Pacific leadership team to promote the development of Red Hat in India. You will serve as the key account management leader for India, be the face of Red Hat in the market, with regulatory bodies and JV partners, and assume full P&L accountabilities for India. The Country GM will also lead by example in instilling a consultative sales mindset in which Red Hat strives to engage C-suite decision makers (e.g., CIO, CEO, CFO) in strategic business conversations, gain keen insights into their business needs, and then develop Red Hat-based solutions that can address these needs. You will build, train, and manage a direct sales and channel sales team, and will play an active role in shaping and developing new customers, partnerships and JVs to achieve Red Hat’s strategy of being the leader in infrastructure and platform solutions for cloud and enterprise.  

What you will do:

- Ensure that P&L targets are met or exceeded 

- Develop and execute longer-term strategy and make the optimal trade-offs between achieving short-term goals vs. making the investments required to build the foundation for future success 

- Identify, attract, develop, and retain top talent in India 

- Build a positive team culture including rewards and recognition that align individuals’ focus with Red Hat’s company goals and values 

- Foster a culture of continuous learning and development for the team to build their skills 

- Coach and mentor the team, strengthening the effectiveness of each member 

- Establish an effective sales management process for the team, including account planning, deal execution, performance assessment, follow-up, and closing 

- Be an involved and strategic team leader who plays an active role in helping the team succeed 

- Lead cross-functional teams as part of an integrated go-to-market approach for India 

- Work closely with the Marketing team, Operations, and regional Services department to develop a holistic sales, marketing, and services strategy for the region, including value-selling, bundled sales, and up-selling 

- Instill strong discipline and manage and report on projected targets, forecasts, and team results 

- Engage executive leadership in creative solutions for driving maximum revenue 

- Manage key customer relationships and advocate for the India customer market within Red Hat 

- Be an open source champion within key customer relationships and help make them be successful with long-term engagements, optimizing their strategic relationship with Red Hat 

- Be a solution building champion (as a coach and mentor to the sales teams) in solving customer problems with the wide array of products and services in the Red Hat portfolio and partner ecosystem

- Embody and drive the brand of Red Hat in the local markets with customers, analysts, media representatives, and more 

- Embody Red Hat’s values of freedom, courage, commitment, and accountability 

- Build a sense of community where customers and associates feel strongly connected to the mission and value of open innovation

What you will bring:

- 5+ years of GM or 10+ years of VP-level direct/indirect sales/JV experience in enterprise technology

- Success in implementing short and long-term focused strategies to grow revenue within a region 

- Track record of ownership over personal and team revenue targets, forecasting sales accurately and identifying critical sales pipeline indicators 

- Experience working in a global technology company, with a track record of contributing to the broader region's business success 

- Bilingual, fluency in English (written, reading and presentation)   

Critical Leadership Capabilities  

- Driving Results 

- Acts to surpass goals, seizing opportunities to push the envelope. 

- Sets continually higher goals that are ambitious but realistic for self and team, geared to organizational objectives. 

- Focuses on new business opportunities that enable business development targets to be exceeded. 

- Leading People 

- Delegates roles thoughtfully to free themselves to work at a more strategic level 

- Collaborates and openly debates with the team to manage projects, solve problems, discuss challenging issues, or learn more about the critical issues as a group. 

- Collaborates with each employee to establish clear, challenging performance goals and metrics for the year. 

Strategic Thinking

- Thinks 2-3 years ahead and make the right investments and change direction if needed 

- Explains specifically how changes in Red Hat’s competitors, clients, and market segments affect its own business. 

- Translates broad corporate strategies into clear, specific objectives and plans for units and individuals.

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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
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.

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