General Manager, EMEA Sales in London

The General Manager, EMEA Sales will be responsible for driving the strategic vision, resource management, pipeline and forecasting, organizational planning and tactical implementation to ensure market penetration, expansion and profitable growth. He/she will develop, motivate and lead the Sales and Services organisation that operates with the confidence and understanding of the market to move decisively and take advantage of emerging opportunities. A key goal for this role is to create a balance in the portfolio between established and emerging products, while driving and leveraging revenue opportunities to cloud services. The sales leader will use a consultative approach to managing customer requirements, helping them map technology to business needs. Additionally, this executive will be a key member of the company’s overall leadership team, driving broader corporate strategy and direction for both near and long term planning.

What you will do:

• Grow double digit revenue and maintain profitability by maximising the potential of the existing customer base, while concurrently gaining additional market-share.
• Refine and execute a go-to-market strategy in line with the global strategic model and beyond, for Red Hat that balances the mix of established and emerging products, and cloud services.
• Collaborate with Global SVP of Partner Ecosystem in maintaining and expanding channel ecosystems driving partner strategy to expand routes to market.
• Provide leadership for a growing team, increasing the capability of the organisation to successfully sell in a market that demands complex solutions.
• Provide overall operational sales direction to the company and leadership of the sales organisation to achieve superior levels of performance measured by lower customer acquisition costs, improved operating margins, and improved go-to-market and sales operational processes.
• Attract, develop, and retain the best possible team and ensure that they operate and assimilate into the successful Red Hat culture.
• Implement and understand key performance indicators, both operational and financial, and hold people accountable for results.
• Develop strategies for improving sales effectiveness and ensuring that sales efforts maximise return while achieving strategic goals.
• Establish effective customer and partner feedback mechanisms from the sales organisation to inform product improvement and new business opportunities.
• Collaborate actively with peers on the leadership team to drive Red Hat’s performance and excellence.

What you will bring:

• The General Manager EMEA Sales will be a strategic, results-oriented leader with a strong customer-centric mindset and will drive to compete and innovate in an increasingly complex technology environment.
• He/she will have a track record of accelerating sales with organisations over $2B in annual revenue and will have led teams of comparable size and complexity.
• The GM will bring a strong executive presence, able to effectively present to the c-suite, customers, IBM, and partners.
• The ideal candidate will have the ability to architect and execute a comprehensive sales strategy in addition to influencing new product development based on a strong understanding of customer needs.
• As a senior leader with Red Hat, he/she must be inspirational, and capable of contributing to overall company strategy.
• 15+ years of experience selling software or service infrastructure solutions into large, complex organisations.
• Revenue responsibility of over $2B in a rapidly scaling business.
• Global sales experience or exposure to managing multiple countries is required.
• Track record of building and leading high-performing, geographically-dispersed, multifaceted teams across multiple management layers.
• Proven experience leading sales in an organization where the solution set requires a solid understanding of the broader technology ecosystem and the complexity of effective architecture/integration of solutions.
• This leader must have the technical ability to understand Red Hat’s solution portfolio and help shape solution strategy and development.
• Act to surpass goals, seizing opportunities to push the envelope and define new opportunities to serve customers and drive results.
• Responsible for creating, optimising and revising the sales strategy and value proposition for the EMEA organisation ensuring alignment with broader organizational/product strategies.
• Challenge assumptions and conventional wisdom with specific, supported, reasoned proposals, and lead the organization forward to new ways of doing business, new operating models and improved customer engagement.
• Authentically lead an organisation by engaging, developing and motivating team members.
• Inspire an organization through vision building and ability to lead an organisation through transformation and change with a positive outlook.
• Communicate long-term direction and collaborate with the team on how to reach it.
• Hold people accountable for their commitments, providing clarity and outlining clear and shared expectations for success.
• Raise the level of overall organizational performance and capability through mentorship, professional development and comprehensive skills enhancement.