Senior Telco Account Executive, Dubai or Riyadh based Full Time

About The Job

The Red Hat Telco, Media and Entertainment (TME) Team is looking for a Senior Telco Account Executive to join us either in Riyadh, Saudi Arabia or Dubai, United Arab Emirates. In this role, you will be working with all the existing TME account teams in the Middle-East, as well as Africa and Turkey and be a crucial part of the first impression our customers have with Red Hat.

You will create possibilities, solve problems, and establish trusted working relationships with all our customers. You will help our customers invest in solutions from across the Red Hat portfolio that will give them a competitive advantage. As a Senior Telco Account Executive, you’ll help push, generate and manage pipelines that will drive and accelerate the consumption and utilization of our technologies, services and solutions in the coming years.

You will have a solid understanding of the operating model within the customers, their different business units, interdependencies, growth plans, and operational challenges. You will work with the existing account team to help identify opportunities for Red Hat that bring real business value to the customers through Red Hat solutions and services, and therefore maintain and grow Red Hat’s position with the customers.

What You Will Do
Own strategic customer initiatives that lead critical customer presentations/sessions around business problem, Red Hat solutions, business value, competitive positioning, and product capabilities and roadmaps
Drive adoption of containerised applications and workloads on to existing unified (horizontal) clouds – for IT, Enterprise Edge, B2B, and Network
Drive expansion of existing cloud infrastructure at the customer that results in accelerated adoption of Red Hat hybrid cloud and application platform solutions in IT, network, and Enterprise Edge
Align with Edge go to market teams to present the Red Hat Edge value proposition to accelerate adoption, and support digital transformation monetization efforts of the customers
Be an extended virtual member of the account teams (Key Account Managers, Solutions Architects, Customer Success Executives, Territory Services Managers) in terms of executing OCP expansions and adoption strategies (for IT and network) within Tier-1 and Tier-2 customers; special focus on aligning with key customer KPI’s on digital transformation initiatives
Maintain knowledge and enable account teams on current “Plays” in the telco industry (NEP’s, ISVs, use cases, solution blueprints), and be able to map these to customer-specific executive KPI’s
Provide advisory to our customers on operationalizing (and therefore accelerating adoption) Red Hat solutions
Advise and speak to appropriate products, services and training forecasts
Guide strategy based on good understanding of the telco industry
Drive growth beyond initial sale and deployment to scale and expansion
Coordinate with Customer Success and services organization (Territory Services Manager, Project Managers etc.) on delivery of proposed business value
Be accountable for ensuring there is an adequate and qualified pipeline of business (products, training and services) 2 quarters out and beyond
What You Will Bring
5+ years of experience selling software solutions to the telco industry vertical; understanding of the telco opportunities that exist within this market segment
Experience with a network in the infrastructure market of the IT industry, including technologies like operating systems, middleware, virtualization, cloud, and system management
Solid understanding of telco market dynamics, including customer needs, processes, offerings, and competition
Excellent communication and technical skills for developing relationships at engineering, commercial, and executive levels throughout various organizations
Record of selling complex solutions to large organizations and multiple decision makers
Ability to demonstrate creativity and innovative thinking
Solid organizational, negotiation, presentation, and time management skills
High level of initiative and motivation with demonstrated ability to work on your own while maintaining your team role
Reliable, committed, and organized with the ability to handle change easily
Attention to detail and solid analytical skills
Fluent communication skills in English and Arabic, French and Turkish nice to have
Willingness to travel up to 50% (throughout the META region)