Sales Account Manager

Sales Account Manager

Emergent is seeking a Sales Account Manager to support a specialized business unit focused on expanding Red Hat's presence across State and Local Government and Education (SLED) accounts. This role is responsible for developing new customer relationships, expanding existing accounts, and driving adoption of Red Hat's full software portfolio across a territory covering the Central, Mountain West, and Southeast regions, serving as the primary Red Hat-facing representative for the region.

The Sales Account Manager will execute strategic sales motions in partnership with internal engineering, professional services, product support, and channel teams to deliver value-driven outcomes for public sector clients. This position requires strong consultative selling skills, understanding of Red Hat's technology portfolio, and the ability to manage complex, multi-stakeholder sales cycles.

• Identify, qualify, and close net new logo opportunities across the assigned region.
• Expand existing accounts through structured account planning, relationship mapping, and multi-year growth strategies.
• Maintain accurate pipeline forecasting and activity tracking within CRM systems.
• Lead consultative sales engagements with IT executives, departmental leaders, procurement officials, and technical stakeholders.
• Effectively position Red Hat solutions such as operating systems, automation, container platforms, middleware, and emerging AI technologies.
• Coordinate proofs of concept, pilots, workshops, and technical evaluations in partnership with Solutions Architects and engineering teams.
• Establish and maintain long-term, trusted‑advisor relationships with key decision‑makers across SLED accounts.
• Navigate state and local procurement frameworks, budget cycles, and competitive solicitation processes.
• Support RFP, RFQ, and other procurement responses in collaboration with Contracts and Operations teams.
• Partner with distribution and reseller ecosystem partners to structure deals, secure pricing, and align on go‑to‑market strategies.
• Support field marketing events, campaigns, and initiatives to generate pipeline and enhance account coverage.
• Attend customer meetings, industry conferences, on‑site events, and Red Hat / Emergent field programs throughout the territory.
• Represent Emergent and Red Hat professionally, consistently reinforcing value, expertise, and customer success.

• Bachelor's and / or equivalent work experience.
• 5+ years of successful B2B sales experience, preferably in enterprise software, cloud infrastructure, automation, or related technology domains.
• Demonstrated track record of meeting or exceeding annual revenue targets and quota objectives.
• Prior experience selling into State & Local Government and / or Education (SLED) accounts strongly preferred.
• Working knowledge of public sector procurement rules, contracting mechanisms, and budget cycles.
• Strong ability to present and communicate business value to CIOs, IT Directors, procurement teams, and project leadership.
• Experience leading consultative, value‑based, or solution‑oriented sales engagements.
• Proven ability to manage complex, long‑cycle, multi‑stakeholder sales processes.
• Excellent written and verbal communication skills with high attention to detail.
• Ability to collaborate effectively with cross‑functional teams in a fast‑paced environment.
• Proficiency with CRM systems (Salesforce strongly preferred) and standard business productivity tools.

• Experience with Red Hat technologies or similar enterprise platforms (e.g., Linux, automation, middleware, Kubernetes, hybrid cloud).
• Established relationships across state agencies, higher education institutions, or K12 districts within the region.
• Experience operating within a channel ecosystem, including distribution and reseller partners.
• Familiarity with public sector pricing structures, contract vehicles, and compliance requirements.
• Experience supporting workshops, technical demonstrations, or solution enablement sessions with customers or partners.

• Remote role with travel required throughout the assigned…