Job Overview
This role involves driving sales of Ansible Automation Platform software subscriptions and services to North America Public Sector Intelligence agencies. You will identify customer needs, create sales opportunities, and collaborate with account teams to deliver value through Red Hat solutions.
Responsibilities
- Develop new strategic sales opportunities in prospective and existing accounts.
- Lead customer presentations on business problems, solutions, value, competitive positioning, and product roadmaps.
- Maintain detailed knowledge of domain products and general Red Hat portfolio.
- Enable account teams on current sales plays, including ISVs, use cases, and solution blueprints.
- Advise on forecasts for products, services, and training.
- Guide strategy based on industry knowledge.
- Position appropriate solutions to address customer challenges.
- Drive growth through scaling and expansion to other products.
- Coordinate with Customer Success on delivering proposed business value.
Qualifications
- Strong technology foundation with ability to translate business value, such as in sales, technical leadership, product management, or consulting.
- Proven track record of proactive prospecting and competitive accountability.
- Active Top Secret security clearance with SCI and current CI polygraph required.
- Must be local to Washington DC Metro area (DC/MD/VA).
- Strong understanding of buyer journey and mapping to sales process; experience with MEDDPICC framework.
- Proven experience selling to Department of Defense.
- Challenger mentality with persuasiveness.
- Passion for technology and market trends.
- Strategic thinking beyond individual product sales.
- Entrepreneurial motivation; prior startup experience a plus.
- Effective collaborator leading cross-functional teams through complex sales cycles.
- Compelling presenter capable of delivering demos.
- C-Suite presence: charismatic and outgoing.
- Relevant experience in territory, vertical, or account selling.
- Automation tech experience with Ansible or comparable technology.
- Knowledge of key automation use cases like Infrastructure as Code and security.
- Conversant with ROI and business-value arguments for automation.
- Experience with cloud computing offerings and economics.
- Knowledge of open source technology principles and processes.
