OpenShift Sales Specialist - Michigan/Great Lakes Region
External
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About the role
This role is built for someone who thinks like a developer, understands a 'day in the life of a developer', but operates as the strategic dealmaker. This involves going deep on the technology and architecture requirements in one conversation, and helping to construct and deliver a comprehensive solution/proposal in the next. As part of Red Hat's OpenShift team, you'll work alongside account teams to position OpenShift as the platform of choice across all our enterprise accounts, spanning cloud-native application development, hybrid cloud, vm to container migration, AI app development, and edge computing. Red Hat leads the hybrid cloud market on open-source principles, and we're extending that leadership. This role puts you at the center of that story.
Responsibilities
- Earn trust with developers: engage engineering and platform teams at a peer level, demonstrating genuine understanding of their daily challenges, toolchains, and the realities of building and running software at scale
- Probe for needs: consult with customers daily to surface business drivers, technical pain points, and transformation goals, then connect those directly to Red Hat solutions
- Own the sales cycle: lead sales campaigns from discovery and technical qualification, through validation, and secure the technical win. In some cases through to final procurement as needed.
- Business Translator: translate technical solutions into business value for executives while staying credible and relevant with application developers, infra architects, and engineering leads.
- Champion cloud-native transformation: guide customers through rapid app platform modernization, virtualization migration and cloud adoption conversations.
- Build & execute the strategy: partner early and often with account teams to develop territory plans, identify whitespace, and position OpenShift as the platform of choice.
Requirements
- Developer-adjacent seller: 7+ years in enterprise software, cloud, or technology sales with the technical experience and depth to be accepted by app development teams.
- 'Code to Boardroom' Range: comfortable white boarding a Kubernetes/ hybrid cloud architecture with a platform team, and presenting a modernization business case to a CTO in the same day
- Platform evangelist: working knowledge of Kubernetes, OpenShift, and/or cloud-native ecosystems; with a genuine passion for open source and Red Hat's model
- Consultative nature: skilled at asking the right questions to uncover what customers actually need, not just what they say they want.
- Executive presence: strong presentation and storytelling skills that resonate across both technical and business audiences.
- Collaborative and accountable: proven track record working across matrixed teams while taking personal ownership of pipeline, quota, and customer outcomes
- Note: This role may come into contact with confidential or sensitive customer information requiring special treatment in accordance with Red Hat policies and applicable privacy laws.
- The salary range for this position is $221,330.00 - $365,160.00 (inclusive of base pay + target incentive compensation). Actual offer will be based on your qualifications.
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