LATAM Commercial Sales Leader

About the job:

The LATAM Commercial Sales Leader will be responsible for leading the strategy for the Corporate and Territory segments across multiple Regions and their associated partners who are driving revenue-generating activities. The successful candidate will be a results-oriented leader with experience building and executing sales growth strategies with a partner-led approach. This individual will be responsible for developing and executing a strategy that builds the extended Commercial Segment team, with a keen focus on growth.

This person should be comfortable leading in a matrixed organization. This individual will partner with their field counterparts to ensure the sales strategy lands and is executed consistently while operating within Red Hat’s globally defined Commercial go-to-market strategy and operating model. As a leader within Red Hat, this person must be inspirational, collaborative, and capable of contributing to the overall company strategy.

What you will do:

• Strategic Coordination & Revenue: Coordinate across all region Commercial Sales Leaders to ensure pipeline metrics, sales, and revenue goals are met. Fully embrace the partner ecosystem as the key driver for meeting sales and revenue targets, ensuring the field leverages partners always.  Developing strong geo partner relationships as well as ensuring partner growth and capabilities to execute the RH Portfolio. “Sherpa” company objectives such as AI, hybrid-cloud strategy, large deal development, and / or sales methodologies like land, adopt, expand and renew (LAER).
• Global Collaboration: Collaborate closely with global function leaders to guide Red Hat’s GTM strategy and approach across partner-led sales motions, including Marketing, Product Groups, Operations, Ecosystem, and Tech Sales. Own field escalations with the Commercial Segments scope.
• Operational Execution: Driving KPIs, OKR’s  and action plans where needed to ensure success. Drive high-impact projects/initiatives to improve the segment's velocity, growth trajectory, and simplification. Launch and refine the Growth Territory sub-segment ensuring the right process with Ecosystem, developing standard work and processes.
• Leadership & Culture: Attract, develop, and retain top talent, ensuring that they operate and assimilate into the successful Red Hat Americas culture. Collaborate actively with peers on the leadership team to drive Red Hat’s standards of performance and excellence. Must be able to raise the level of overall organizational performance and capability through mentorship, professional development, and continuous improvement.
• Reporting: Accountable for reporting the performance of Corporate and Territory financial indicators to leadership.

What you will bring:

• Experience: 10+ years of experience selling software or service infrastructure solutions into small and medium enterprise organizations through a scalable partner-led sales motion.
• Leadership Track Record: Demonstrated track record of building and leading high-performing, geographically dispersed, multifaceted teams. Demonstrated ability to lead and influence an organization by engaging, developing, and motivating team members through the matrix.
• Strategic Vision: Demonstrated ability to execute on the sales strategy and value proposition for Commercial organizations within their respective geo and region, ensuring alignment with broader organizational/product strategies. Must be able to challenge assumptions and conventional wisdom with specific, supported, reasoned proposals.
• Technical Acumen: 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. Must have the technical ability to understand Red Hat’s solution portfolio and help shape solution strategy and development.
• Communication: Strong communication skills used to articulate long-term direction and collaborate with the team on how to reach it. Demonstrated ability to hold oneself and associates accountable for commitments, providing clarity and outlining clear and shared KPI expectations for success.
• Results Orientation: Demonstrated ability to surpass goals, seizing opportunities to push the envelope and define new opportunities to serve customers through partners and drive results.

Preferred Qualifications:

• Consulting and / or Lean Six Sigma experience
• Background with Hyper scalers and / or large technology organizations
• Immediate Red Hat product or sales knowledge

About Red Hat

Red Hat is the world’s leading provider of enterpriseopen source software solutions, using a community-powered approach to deliver high-performing Linux, cloud, container, and Kubernetes technologies. Spread across 40+ countries, our associates work flexibly across work environments, from in-office, to office-flex, to fully remote, depending on the requirements of their role. Red Hatters are encouraged to bring their best ideas, no matter their title or tenure. We're a leader in open source because of our open and inclusive environment. We hire creative, passionate people ready to contribute their ideas, help solve complex problems, and make an impact.

Inclusion at Red Hat
Red Hat’s culture is built on the open source principles of transparency, collaboration, and inclusion, where the best ideas can come from anywhere and anyone. When this is realized, it empowers people from different backgrounds, perspectives, and experiences to come together to share ideas, challenge the status quo, and drive innovation. Our aspiration is that everyone experiences this culture with equal opportunity and access, and that all voices are not only heard but also celebrated. We hope you will join our celebration, and we welcome and encourage applicants from all the beautiful dimensions that compose our global village.

Equal Opportunity Policy (EEO)
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