Senior Manager, Consulting Services - Regional

The Red Hat Europe, Middle East, and Africa (EMEA) Services team is looking for a Regional Services Senior Manager - Iberia to lead the services business (Consulting, Learning and Technical Account Management) end-to-end in Iberia as part of the Southern Europe region. 

In this role, you will work with the Sales Management, Tech Sales and Partner Ecosystem teams to ensure proper support in the sales process and with Southern Europe and EMEA resource management to ensure projects are delivered  in your region. You’ll execute on GTM strategies of our Services opportunities and timely planning of projects after closure. As a Business Manager, you’ll manage the profit and loss of the services business in Iberia. As the leader for Iberia, you will be fully responsible for an organisation of People Managers, GTM Architects and Project Managers and will be expected to develop their skills and capabilities including holding one-on-one meetings, managing escalation situations, performance and development, and general team coordination within your region.  

What you will do:

• Accountable for  services delivery in all local accounts; be responsible for revenue, margin and utilization targets 

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

• Take responsibility for bookings, revenue, margin, and billability targets for the team - Weekly forecasting of bookings and revenue for the Services business.

• 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 

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

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

• Represent Red Hat Services in the country leadership teams

• 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 

• 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. 

What you will bring:

• 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 

• Very Good understanding of project management processes and experience with revenue-based project reporting 

• Proven experience in project management organizations, with a strong track record of successfully leading and executing complex projects.

• 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 

• 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 Spanish and English - Portuguese a plus

#LI-MP2

About Red Hat

Red Hat is the world’s leading provider of enterprise 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 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.

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