About the role:- The Red Hat Global Technology Sales team is looking for a Global Lightwell Leader to join our team. This leadership position is responsible for the quality and execution of the Global Lightwell business and field execution for Lightwell specialists. This role is also responsible for developing and advocating Red Hat's go-to-market (GTM) strategies and tactics for Lightwell with their BU counterparts. This role is a global role with flexible location options in all regions.
What you will do:- Lead the Red Hat Lightwell global sales strategy, including articulating the clear business value of Red Hat Lightwell, to continue elevating our impact on internal and external customers and partners and driving growth through net new opportunities.
- Build the Red Hat Lightwell global strategy and lead the build-out of Lightwell specialist teams within the GEOs.
- Accountable for the Global Lightwell targets and planned growth.
- Serve as the technical thought leader for Red Hat Lightwell, acting as a trusted advisor for Red Hat account teams within Global Sales.
- Collaborate with peers in P&GE, marketing, enablement, customer success and services, and CEE for successful build-out and execution of the Red Hat Lightwell GTM.
- Collaborate with the Global RHEL, OpenShift, Ansible, and AI Platform Leaders when joint GTMs may be required for joint solutions and to simplify our offerings from the customer's point of view.
- Review associate performance and related performance management activities quarterly with GEO Tech Sales Leaders, providing results of that review to the Global Tech Sales leader.
- Synthesize regional feedback for Product team and Engineering reviews.
- Lead monthly Business Leadership Team (BLT) meetings.
- Execute global sales plays with the support of the Global and Segment sales teams.
- Partner with the Global Ecosystem Tech Sales Leader to incorporate Global Ecosystem strategies into Lightwell execution.
- Partner with IBM on the above, from strategic go-to-market to day-to-day execution.
- Represent Red Hat through public thought leadership (written and/or spoken advocacy).
What you bring:- 10+ years experience in a sales leadership role in a technology sales environment.
- Strong technical and business background with a track record of leading cross-functional teams and delivering on complex projects.
- Experience managing sales and technical pre-sales associates.
- Proven track record of managing direct and indirect teams and solid cross-functional collaboration skills, with a proven track record of success.
- Experience in secure application development, including the software development lifecycle (SDLC); DevSecOps (e.g., Red Hat Trusted Software Supply Chain); open source software development libraries, tools, and practices; container and Linux operating system platforms (e.g., Red Hat OpenShift and Red Hat Enterprise Linux); and enterprise automation technologies (e.g., Red Hat Ansible).
- Experience with software provenance, deterministic builds, dependency lifecycle management, or component inventory at enterprise scale.
- Strong understanding of open source software supply chain market opportunities, the competitive landscape, and deep technical expertise in related solutions, technologies, trends, and concepts.
- Experience directly managing a globally distributed team of senior individual contributors without an intermediate management layer.
- Experience building and/or contributing to pre-sales material and process creation.
- Ability to present to and have conversations at multiple levels with customers, from developers and architects to infrastructure and operations teams, strategic executives, and C-level management.
- Experience with a digital transformation effort as part of sales, consulting, or as a customer.
- Bachelor's degree (or US foreign equivalent) in computer information systems, computer science, or security-related field.
- Willingness to travel up to 30% of the time, following Red Hat's established travel and expense policies.
- Accountable for the Global Lightwell targets and planned growth.
- Serve as the technical thought leader for Red Hat Lightwell, acting as a trusted advisor for Red Hat account teams within Global Sales.
- Collaborate with peers in P&GE, marketing, enablement, customer success and services, and CEE for successful build-out and execution of the Red Hat Lightwell GTM.
- Collaborate with the Global RHEL, OpenShift, Ansible, and AI Platform Leaders when joint GTMs may be required for joint solutions and to simplify our offerings from the customer's point of view.
- Review associate performance and related performance management activities quarterly with GEO Tech Sales Leaders, providing results of that review to the Global Tech Sales leader.
- Synthesize regional feedback for Product team and Engineering reviews.
- Lead monthly Business Leadership Team (BLT) meetings.
- Execute global sales plays with the support of the Global and Segment sales teams.
- Partner with the Global Ecosystem Tech Sales Leader to incorporate Global Ecosystem strategies into Lightwell execution.
- Partner with IBM on the above, from strategic go-to-market to day-to-day execution.
- Represent Red Hat through public thought leadership (written and/or spoken advocacy).
The salary range for this position is $313,230.00 - $532,580.00 (inclusive of base pay + target incentive compensation). Actual offer will be based on your qualifications.
Pay TransparencyRed Hat determines compensation based on several factors including but not limited to job location, experience, applicable skills and training, external market value, and internal pay equity. Annual salary is one component of Red Hat's compensation package. This position may also be eligible for bonus, commission, and/or equity. For positions with Remote-US locations, the actual salary range for the position may differ based on location but will be commensurate with job duties and relevant work experience.
Benefits• Comprehensive medical, dental, and vision coverage
• Flexible Spending Account - healthcare and dependent care
• Health Savings Account - high deductible medical plan
• Retirement 401(k) with employer match
• Paid time off and holidays
• Paid parental leave plans for all new parents
• Leave benefits including disability, paid family medical leave, and paid military leave
• Additional benefits including employee stock purchase plan, family planning reimbursement, tuition reimbursement, transportation expense account, employee assistance program, and more!
Note: These benefits are only applicable to full time, permanent associates at Red Hat located in the United States.
