Red Hat

Receive alerts when this company posts new jobs.

Similar Jobs

Job Details

Vice President, Global, Financial Services and Insurance Industry

at Red Hat

Posted: 8/4/2019
Job Reference #: 65127
Keywords: financial

Job Description

  • LocationUS-NY-Remote
    Posting date4 weeks ago(7/29/2019 4:37 AM)
    Job ID
    Alliance or Partner Sales
  • Company description

    At Red Hat, we connect an innovative community of customers, partners, and contributors to deliver an open source stack of trusted, high-performing solutions. We offer cloud, Linux, middleware, storage, and virtualization technologies, together with award-winning global customer support, consulting, and implementation services. Red Hat is a rapidly growing company supporting more than 90% of Fortune 500 companies.

    Job summary

    The Red Hat Sales team is looking for a Vice President for the Financial Services and Insurance Industry to join us. In this role, you will promote Red Hat’s success in the financial services industry (FSI) and within the overall Red Hat’s FSI accounts across our global landscape. As the Global sales lead for the finance sector, you will also accelerate development and implementation of a multiyear strategy to rapidly grow revenue within the industry vertical. You will direct a cross-functional team to achieve industry goals with a focus on applying deep FSI domain knowledge and sales leadership to develop the overall FSI vertical vision and related ecosystem. As a Vice President, you will guide multi-product growth through the creation of joint go-to-market solutions that promote real industry-specific business outcomes on key global Financial sector accounts. You will also provide the strategy and leadership for the development of a partner ecosystem that applies Red Hat’s open source technologies and ensures our success within cross-functional solutions areas across the FSI. You will be expected to present a cohesive, coherent face of our brand to finance sector customers as we rapidly introduce and expand our solutions and offerings. This role should ideally be located in New York, NY or London, U.K., but qualified candidates located in other areas will also be considered. Successful applicants must reside in a country or state where Red Hat is registered to do business.

    Primary job responsibilities

    • Motivate, coach, and mentor sales and account teams to both grow existing accounts and capture new business throughout the global landscape by developing effective and industry-specific customer engagement strategies
    • Guide the creation of strategic sales plans via competitive analysis, customer segmentation, penetration plans, and thoughtful positioning of our offerings
    • Evangelize and embed a rigorous qualification and management process through the development and maintenance of C-level and senior-level customer relationships with our regional sales leadership and account teams
    • Develop a solid FSI ecosystem with a rich independent software vendor (ISV) portfolio
    • Exceed vertical-specific goals by adding valuable leadership, strategy, and vision to teams across the Global FSI team
    • Achieve success as a key leader to direct and channel go-to-market teams and internal product business teams
    • Establish and closely monitor short and long-term revenue goals, taking action as needed to ensure that key sales, revenue, and profit targets are understood and achieved
    • Engage in a field sales matrix to support FSI revenue with a focus on pipeline quality, size, and product mix and help regional sales leadership to achieve revenue booking objectives
    • Provide disciplined, ethical, and focused leadership to the FSI team that will foster success based on a culture of respect for customers, employees, and Red Hat’s values
    • Play a direct role in the field team by maintaining a personal presence and by being highly visible through key market tipping customer engagements in the field
    • Participate directly in closing deals at key accounts and guiding business initiatives for future success within our regional sales team
    • Guide the development and effectiveness of a partner ecosystem that provides solutions leverage and ensures our relevance and success in the relevant vertical market
    • Collaborate with the Services team to tailor industry-specific consulting and training offerings as needed
    • Continue to support and evolve the finance sector vertical team from a structure, talent, and competence perspective
    • Support the development of major market-transformative relationships and transactions in partnership with our product, marketing, services and regional sales teams
    • Support sales to fulfill vertical revenue with a focus on opportunity development, management, and transactional closure to meet quarterly and annual targets

    Required skills

    • Extensive industry sales, sales leadership, and business development experience and insight to guide the global strategy
    • 10+ years of experience within the IT industry, ideally in sales and sales management with targets in excess of $500 million USD
    • Advanced strategic thinking and problem-solving capacity for the FSI sector across multiple geographies
    • Proven ability to inspire multiple internal teams of achieve increased total addressable market-driven opportunities
    • Demonstrated record of managing and growing a business vertical in the finance sector with experience in working with matrixed structures
    • Proven success in engaging corporate support functions and business teams; ability to inspire diverse communities internally and externally
    • Proven success in guiding and persuading senior account managers with diverse backgrounds and experience levels to achieve success in remote and distributed locations
    • Preferred understanding of key regions of U.S., Europe, the Middle East, and Africa (EMEA), Asia Pacific (APAC), and Latin America (LATAM); record working in at least two of these theaters of operation is a plus
    • Demonstrated past experience in achieving sales, revenue, and profit targets and achieving goals in both direct and channel routes to market within the FSI segment
    • Outstanding leadership skills and ability to inspire, motivate, and provide vision to a broad and remote organization to achieve strategic growth goals as well as annual and quarterly revenue targets
    • Proven ability to build credibility with partner executives, industry analysts, and associates, combined with a reputation for developing successful global partner relationships
    • Proven background in strategic planning, business development, sales leadership, and partner management experience within software, hardware, and professional services
    • Ability to contribute to broader business conversations beyond your functional area of expertise
    • Solid work ethic, intellectual curiosity, and creativity with an understanding of FSI
    • Experienced and comfortable with leading in a matrixed environment
    • Experience working in global FSI with ability to use an extensive network of executive contacts
    • Demonstrated ability to think creatively and design novel approaches that balance local customer needs with corporate guidelines and philosophies
    • Bachelor's degree in business administration, marketing, or a technical discipline; MBA is a plus
    • 15+ years overall experience

    Red Hat is proud to be an equal opportunity workplace and an affirmative action employer. We review applications for employment without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, citizenship, age, uniformed services, genetic information, physical or mental disability, medical condition, marital status, or any other basis prohibited by law.

    Red Hat does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract between Red Hat and the recruitment agency or party requesting payment of a fee.