Vice President, North America Commercial Sales

The Vice President, Commercial Sales, North America will be responsible for leading revenue generating activities across North America. The successful candidate will be a results-oriented leader with a strong customer, partner and revenue oriented mindset with executive presence. This person should be comfortable leading in a matrixed organization. This individual will manage their local customers and partners needs while operating within Red Hat’s globally defined Commercial go to market strategy and operating model. This leader will be responsible for ensuring smooth and predictable sales execution in their region, also serving as the central point of contact for resolution between Enterprise and Commercial regional organizations. This leader is critical to support the acceleration of Red Hat as a diverse, inclusive, and customer centric world-class leader in open source innovation. As a senior leader with Red Hat, this person must be inspirational, and capable of contributing to the overall company strategy. The position reports directly to the SVP of North America Sales with a dual solid line reporting to the global Commercial Sales Leader.

• Coordination, in Region, across all Commercial sales and partner sales motions to ensure sales and revenue goals are met for the region.
• Develop, motivate and lead a sales organization that operates with the confidence and understanding of the market to move decisively and take advantage of emerging opportunities.
• Collaborate closely with the global segment and function leaders to guide Red Hat’s GTM strategy and approach, in region.
• Fully embrace the partner ecosystem as the key driver for meeting our sales and revenue targets.
• Drive an end-to-end co-sell partner engagement to maximize leads, opportunities, and joint revenue potential.
• Allocate Regional level Commercial budget and targets as assigned by global segment and function leaders.
• Align account segmentation to criteria developed by Commercial leaders with ability to flex assignments within predefined limits based on needs of the region.
• Align field resources against accounts and supported partners based on defined WW segment coverage blueprints with the ability to flex assignments within predefined limits based on needs of the region.
• Maintain a high performing regional management system, implementing globally consistent operational and financial key performance indicators, holding associates accountable for results.
• Champion for the experience of customers and partners within Region.
• Serve as the point of escalation for all Commercial account approvals and conflicts across the segment including pricing approvals, prioritization of resource allocation to accounts.
• Attract, develop and retain the best possible team, ensuring that they operate and assimilate into the successful Red Hat culture.
• Collaborate with Global Segment and Function leadership to ensure Red Hat associates affiliate both locally and within their function.
• Collaborate actively with peers on the leadership team to drive Red Hat’s standards of performance and excellence.

• 10+ years experience selling software or service infrastructure solutions into medium enterprise organizations through a partner led sales motion.
• Demonstrated track-record of building and leading high-performing, geographically-dispersed, multifaceted teams.
• 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.
• Must have the technical ability to understand Red Hat’s solution portfolio and help shape solution strategy and development.
• Demonstrated ability to surpass goals, seizing opportunities to push the envelope and define new opportunities to serve customers through partners and drive results.
• Demonstrated ability to execute on the sales strategy and value proposition for Commercial organizations within their respective geo and region ensuring alignment with broader organizational/product strategies.
• Must be able to 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.
• Demonstrated ability to lead an organization by engaging, developing and motivating team members.
• Strong communication skills used to articulate long-term direction and collaborate with the team on how to reach it.
• Demonstrated ability to hold oneself and associates accountable for commitments, providing clarity and outlining clear and shared expectations for success.
• Must be able to raise the level of overall organizational performance and capability through mentorship, professional development and comprehensive skills enhancement.