Vice President, Telco Americas

About The Job

The Red Hat Global Telco organization is looking for a Vice President to lead the Americas Telco Sales organization. In this role, you will be responsible for leading, overseeing and growing the Telco business across North America and LATAM through direct sales interactions and in close collaboration with the broader sales organization. You will be tasked with accelerating development and execution of a multi-year strategy to the Telco business within this region.

• Serve as Red Hat’s recognized leader for its Americas Telco sales organization with a focus on Global Service Providers, Network Equipment Providers (NEP’s), ISV Partners and Global System Integrators (GSI’s) within the geographies.
• Lead and manage a team of Telco Sales Managers, Sales Account Executives, Account Solution Architects, Specialist Solution Architects, Sales Specialists within the Americas.
• Grow revenue and order intake as well as tightly managing cost.
• Continuously review and evolve the Americas Telco business, strategy, structure and talent to deliver on business goals and objectives.
• Foster a “Big Deal” mindset and orientation to ensure expansive growth in deal size. This will be underpinned by being an expert advisor on commercial arrangements and frameworks, evaluating the business value to ensure Red Hat’s ongoing sales success, especially on key opportunities.
• Drive a continuous improvement and growth culture within the team, closely managing performance, coaching and mentoring organisation leadership.
• Partner with other global and geo functional partners, to include Marketing, Finance and Sales Operations to continuously drive compliance to internal processes and standards.
• Partner with Sales Enablement to develop programs that continually enhance and improve upon the industry knowledge and solution selling skills in support of not only the Americas but also the Global Telco organization.
• Develop and lead senior (CxO) customer relationships across all key accounts in the region.

• 15+ years experience within the Telco and IT industries, having held progressive roles in sales and sales management, leading teams across North America and LATAM.
• Must have proven success in leading and managing senior sales managers with diverse backgrounds and experience, to achieve success in remote and dispersed locations.
• Proven ability to deliver at/above target and drive continuous year‑over‑year business growth.
• 10+ years working in North America and LATAM based roles developing an understanding of local markets and cultures.
• Demonstrated ability to provide organizational vision and identify areas for expansion to build on the current success at Red Hat and drive continued growth.
• Must possess the requisite industry experience and acumen to drive Americas wide business in alignment with the global Red Hat strategy.
• Solid intellectual awareness, aptitude and dynamic work ethic that aligns to the core values of Red Hat and what it means to be a leader in the organization.
• Demonstrated track record of managing and growing business across a region with experience working in matrixed reporting structures and proven success in influencing corporate support functions and business units.
• Excellent leadership skills and ability to inspire, motivate and provide vision to a broad, diverse and remote organization to achieve strategic growth goals, as well as annual and quarterly revenue targets.
• Relationship driven with a strong executive presence and proven ability to build credibility with executives, industry analysts and associates, combined with an extensive network and a solid reputation for developing and driving successful relationships.
• Proven strategic planning, business development, operational sales management and sales awareness within software, hardware and professional services.
• Must be capable of contributing to broader business conversations beyond the functional area of expertise.
• Must be strategic and creative as well as possess strong execution, problem‑solving and deal‑making capabilities, which are critical for success.
• Ample demonstrated experience in successfully managing teams of…