AI Solution Specialist, ANZ (Sydney/Melbourne-based)

About the role

The AI Solution Specialist for ANZ (Sydney/Melbourne-based) drives the commercial success of the Red Hat AI portfolio within the Australia & New Zealand markets. Your mission is to help enterprises bridge the "AI Gap", moving from disconnected experimentation to scalable, production-grade reality. You will successfully position our platform as the unified foundation for the hybrid cloud, enabling customers to deploy and manage AI workloads with the same security, transparency, and efficiency they expect from Red Hat's core infrastructure. Core Sales Accountabilities Deal Orchestration : You own the technical close. You are the primary orchestrator of the sales strategy, aligning technical architecture resources, partner ecosystems, and account teams to lead high-stakes, multi-million dollar AI subscription and services wins. Consultative Challenger : You act as a commercial catalyst, providing customers with unique insights that challenge proprietary lock-in. You will lead the narrative on Digital Sovereignty, showing customers how an open platform provides the flexibility to run any model, on any accelerator, across any cloud. Economic Value Realization : You translate complex AI infrastructure into a "Business Value" narrative. You are responsible for demonstrating how Red Hat AI reduces Total Cost of Ownership (TCO) by providing a complete end-to-end AI platform that operates in hybrid cloud, and further optimizes hardware utilization for inference as well as accelerating time-to-market for AI agent development and operations. Strategic Growth Advisor : You define the AI-specific strategy within the Global Account Plan, ensuring that Red Hat is positioned as the platform of choice for the customer's long-term AI roadmap, including predictive, generative, and agentic workflows Technical Scope: The Red Hat AI Portfolio You will leverage your technical depth to sell the value proposition of the 2026 Red Hat AI stack: Red Hat AI Enterprise : Positioning the integrated platform for building, developing, and deploying AI-powered applications. You will sell the value of a unified lifecycle for both platform and AI engineers to increase operational efficiency. Red Hat AI Inference Server : Leading the "production-first" conversation by showcasing high-performance, cost-effective inference. You will demonstrate how vLLM and llm-d technologies maximize throughput and minimize latency across any accelerator (NVIDIA, AMD, Intel, Google TPU and more). Open Hybrid Cloud AI : Selling the "run anywhere" advantage by demonstrating how Red Hat AI provides a consistent operational model across bare metal, virtual machines, public clouds, and edge locations. Agentic AI & Orchestration : Positioning Red Hat as the stable foundation for autonomous, goal-oriented AI workflows that integrate with existing enterprise APIs and data sources. Sales Parameters for Success Professional Sales Attributes Entrepreneurial Drive: You "run your own territory," demonstrating high autonomy and a proactive approach to pipeline generation and deal closure. C-Suite Presence: Exceptional ability to lead critical presentations for both technical decision-makers and C-level executives, simplifying complex AI concepts into strategic business outcomes. Collaborative Leadership: Proven track record of leading cross-functional teams (including Marketing, Product Engineering, and Partners) to win in a competitive landscape. Strategic Influence GTM Alignment : You will actively influence our Go-to-Market (GTM) strategy by providing a "voice of the customer" feedback loop to Product Management. Stakeholder Management : You will hold internal account partners accountable for opportunity quality while providing the subject matter expertise needed to drive deal velocity. Requirements & Qualifications Technical Sales Excellence : Extensive experience in professional technical sales or solution architecture, specifically in AI, Cloud, Kubernetes and High-Performance Computing. Enterprise Deal Experience : Demonstrated success in managing long-term, complex sales cycles with multiple technical and financial gatekeepers. AI Domain Expertise : Deep understanding of the AI/ML lifecycle, from data preparation to distributed inference and model monitoring. Commitment to Open Source : A passion for selling the benefits of open standards, community-driven innovation, and software transparency. Deep Market Knowledge : 15+ years of experience in technical solution selling across both Australia and New Zealand markets. Residency & Right to Work : This role requires residence in Sydney or Melbourne with appropriate right-to-work within Australia. Willingness to Travel: Requires a willingness and ability to travel extensively throughout Australia and New Zealand for key customer meetings, architecture workshops, and industry events. About Red Hat Red Hat is the world's leading provider of enterprise open source software solutions, using a community-p