Training Services Account Specialist

About the role

The Red Hat Services team is looking for a Training Business Development Manager to join us in Italy. In this role, you will help the Services Go to Market team be the catalyst for customer success the open source way by understanding our customers' business and technical needs and by offering training services as part of Red Hat's solutions. You will ultimately be accountable in alignment with the Sales account team for the successful adoption and value realization for the offerings and services our customers have purchased. As a Training Business Development Manager, reporting to a regional services manager, you'll be responsible for an assigned region, market, or set of accounts.

Responsibilities

• Selling training solutions and services within the region using all available promotions, specials, and bundles to achieve revenue and bookings target.
• Identifying, defining, developing, and implementing corporate training plans for key accounts.
• Supporting existing and new IT transformation projects.
• Upselling courses and certifications to the existing customer base.
• Identifying and generating new on-site training from both skills assessment leads and the existing customer base.
• Performing follow-up calls on active training campaigns in the region.
• Acting as a sales overlay to the region's sales team and its account managers.
• Actively managing regional training resellers and partners.
• Sending proposals and quotes for specific solutions to gain new customers and upsell existing accounts.
• Answering sales queries and processing leads in accordance with Red Hat's service level agreements.
• Actively promoting seats in last-minute or "at risk" courses to reduce the number of cancelled courses.
• As part of the account team, develop relationships with key customer stakeholders to grow Learning Services bookings and revenue within your nominated accounts
• Actively participate in account planning and strategy sessions and reviews with the wider account team, to identify and position areas where Red Hat Learning offerings and solutions can generate additional business outcomes and values.
• Negotiate Learning Services pricing and terms
• Be responsible for and have the ownership of the Learning Services bookings forecast for the assigned group of accounts or sectors
• Provide executive leadership during the whole customer journey, including presales and post-sales phases
• Lead Learning Services offerings in specific customer opportunities; call for and guide the formation of opportunity teams (services participation) together with the account manager
• Collaborate with business development managers, solutions practices, the Partners and Alliances and Marketing teams on wider strategic initiatives and business development activities
• Capture best practices in the sales and delivery process for reuse and sharing with the Europe, the Middle East, and Africa (EMEA) and Global Solutions Practice teams to evolve the Red Hat Services solutions portfolio

Requirements

• Ability to create and articulate the value proposition; experience in selling learning solutions
• Advanced negotiation and presentation skills, experience in facilitating effective workshops and meetings
• Knowledge of Red Hat's or competitive technologies that engage and build trust with customer stakeholders at different levels
• Understanding of customer business impact as well as the internal impact of projects from a legal, financial, supportability, scalability, and repeatability points of view
• Experience working in customer-facing roles like an architect or consultant or in a related presales or services role
• Services selling experience including development of statements of work (SoWs), requests for information (RFIs), and requests for proposal (RFPs), pricing, large-scale proposal development, and customer journeys
• Experience leading and working in virtual and cross-functional teams
• Proven record of closing complex solutions-led deals
• Italian mother tongue, fluent English communication skills
• Willingness to participate in regular business travel for customer and internal meetings within Italy
• #LI-AM4
• About Red Hat
• 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 any

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