Note: The job is a remote job and is open to candidates in USA. Red Hat provides enterprise open source software solutions, including Linux, cloud, container, and Kubernetes technologies. The Account Solution Architect will lead the technical approach for assigned customer accounts across the customer lifecycle, advising Sales, designing solutions, managing customer success plans, and driving successful technical engagements and long-term customer growth.
Responsibilities
- Become the technical leader at assigned customer accounts, building strong relationships to better understand their goals, challenges and desired outcomes and become the trusted advisor to their technical teams. Must be able to articulate what business the customer is in and how the sales or technical engagement impact the customer’s business
- Be the technical advisor to the Sales team, providing guidance on all technical aspects of the sales process
- Collaborate with the Sales team to understand customer requirements and technical needs, identifying and mitigating technical sales blockers
- Assist in developing proposals and responding to RFPs (Request for Proposals) with technical expertise and solution recommendations
- Design solutions to address customer challenges, aligning with their business objectives
- Lead the technical sales conversation, conveying the ways in which Red Hat’s portfolio and architected solutions address the customer’s business and organizational requirements
- Prove through demonstration and discussion how the use of Red Hat’s portfolio will solve customer issues and challenges
- Create, manage and execute Customer Success Plans, collaborating with Sales, Customer Success, Adoption, and Consulting teams to ensure successful onboarding and implementation of Red Hat’s solutions. Plans must outline and address the problems being solved for, how they will be remedied and how success will be measured
- Influence the Account Plan, collaborating with the Account team to increase pipeline and close opportunities
- Partner with the Account Executive to operate according to account strategy, coordinating and holding accountable the extended sales team
- Own the technical win for each sales opportunity, orchestrating the people and resources to achieve the customers’ acceptance of proposed technical solutions
- Partner closely with Sales, Engineering, Product Management and Support to ensure seamless execution of customer engagements
- Provide ongoing technical support and guidance to customers, addressing issues that arise
- Conduct regular check-ins with customers to assess satisfaction levels and identify opportunities for expansion or upselling
- Serve as a liaison between customers and Red Hat’s internal teams, conveying customer feedback, requirements and technical needs. Recommend product enhancements, features, etc., based upon customer feedback
Skills
- Strong technical background with experience in solution architecture, consultative selling and complete sales process management (pre and post sales)
- Foundational level knowledge of Red Hat's portfolio of products and an advanced level of knowledge of Red Hat Enterprise Linux, Ansible, OpenShift, Cloud and DevOps. Accounts may require depth of knowledge in additional areas, based upon customer needs and priorities
- Excellent communication and executive presentation skills, with the ability to convey and demonstrate complex technical concepts to both technical and non-technical audiences
- Proven experience in customer success and technical account planning, account management or related roles, with a focus on delivering exceptional customer experiences
- Strong cross functional collaborator with the ability to build and maintain strong relationships with customers and internal stakeholders
- Strong discovery, problem-solving and analytical skills to understand customer requirements and design appropriate solutions
- Strong project management skills to manage multiple customer accounts and prioritize tasks effectively
- Understanding of sales engagement business impacts and ability to quickly gain expert knowledge of the customer's business
Benefits
- Comprehensive medical, dental, and vision coverage (only applicable to full time, permanent associates at Red Hat located in the United States)
- Flexible Spending Account - healthcare and dependent care (only applicable to full time, permanent associates at Red Hat located in the United States)
- Health Savings Account - high deductible medical plan (only applicable to full time, permanent associates at Red Hat located in the United States)
- Retirement 401(k) with employer match (only applicable to full time, permanent associates at Red Hat located in the United States)
- Paid time off and holidays (only applicable to full time, permanent associates at Red Hat located in the United States)
- Paid parental leave plans for all new parents (only applicable to full time, permanent associates at Red Hat located in the United States)
- Leave benefits including disability, paid family medical leave, and paid military leave (only applicable to full time, permanent associates at Red Hat located in the United States)
- Employee stock purchase plan (only applicable to full time, permanent associates at Red Hat located in the United States)
- Family planning reimbursement (only applicable to full time, permanent associates at Red Hat located in the United States)
- Tuition reimbursement (only applicable to full time, permanent associates at Red Hat located in the United States)
- Transportation expense account (only applicable to full time, permanent associates at Red Hat located in the United States)
- Employee assistance program (only applicable to full time, permanent associates at Red Hat located in the United States)
- May also be eligible for bonus, commission, and/or equity
- Associates work flexibly across work environments, from in-office, to office-flex, to fully remote, depending on the requirements of their role
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