Manager – Go to Market, Consulting Services – Germany (m/f/d) in Munich, Germany

Job Summary

The Red Hat Europe, the Middle East, and Africa (EMEA) Services team is looking for a “Manager Services – Germany” to join us and lead the services business end-to-end in Germany as part of the Central Europe (CE) region.

In this role, you will work with the local Sales Management to ensure proper support in the sales process and with CE and EMEA resource management to staff projects in your region. You’ll oversee and lead the sales and delivery process of our Services opportunities and projects after closure. As a Business Manager, you’ll manage the profit and loss of the services business in Germany. As a People Manager, you will manage a team of Services Sales Representatives, Architects and Project Managers including one-on-one meetings, escalation situations, performance and development, and general team coordination within your region.

Primary Job Responsibilities

• Oversee the services sales process from lead identification to deal closure.

• Oversee services delivery in all local accounts; be responsible for revenue and margin targets

• Grow bookings and revenue within each account and country by offering and delivering new projects; guide services opportunities based on account plans

• Act as an executive leader and sponsor during the whole customer journey

• Carry out internal statement of work (SoW) approval and delivery Handle rates, project costs, and terms and conditions of work and contracts, as well as other commercial factors

• Take responsibility for bookings, revenue, margin, and billability targets for the team – Weekly forecasting of bookings and revenue for the Services business in Germany

• Support and promote accurate revenue recognition and provide regular financial reports with forecasting for revenue and bookings Monitor and track the quality of service for external and internal customers

• Set up and maintain a capacity plan for skills needed; develop the team’s skills and partner network to ensure high quality support for business needs and for existing and upcoming technologies

• Ensure profitability and staff sufficiency by collaborating with the Services Operations team

• Work with the consulting enablement lead for the EMEA region to ensure availability of appropriate training Work closely with the local Sales and Country Management team to ensure proper alignment between Services and Sales in regard to the countries’ strategic directions and account plans.

• Represent Red Hat Services in the country leadership teams

• Collaborate with your service manager colleagues in Education Services and TAM Services, EMEA and global Solutions Practices, the Partners and Alliances and Marketing teams, and other Red Hat Services Leaders in Central Europe on wider strategic initiatives and business development activities

Required Skills

• Extensive expertise in delivering strategic consulting services and driving client success

• Demonstrated experience developing a business team or organization and managing within a matrix environment

• Very good understanding of the software business professional services model with the ability to operate in a rapid growth environment

• Practical experience with people management, including a successful record of talent development within a team

• Ability to create and articulate the value proposition; experience in consultative selling and professional services delivery

• Experience leading and working in virtual and cross-functional teams – Proven record of closing complex solutions-led deals worth millions of dollars

• Good understanding of enterprise architecture technologies, including application development and infrastructure

• Experience working in sales or professional services sales support including developing SoWs, pricing, large-scale proposal development, customer development and forecasting

• Knowledge of project management processes and experience with revenue-based project reporting

• Ability to understand the technical impact of projects and the business impact on both Red Hat and customers in delivering and scoping projects

• Fluent language skills in German and English

#LI-MR3

About Red Hat

Red Hat (https://www.redhat.com/) is the world’s leading provider of enterprise open source (https://www.redhat.com/en/about/open-source) software solutions, using a community-powered approach to deliver high-performing Linux, cloud, container, and Kubernetes technologies. Spread across 40+ countries, our associates have the flexibility to choose the work environment that suits their needs from in-office to fully remote to office-flex. 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. Opportunities are open. Join us.

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