Training Services Account Specialist

About the Job

The Red Hat Services team is looking for a Training Business Development Manager to join us in Italy. In this role, you will help the Services Go‑to‑Market team be the catalyst for customer success the open source way by understanding our customers’ business and technical needs and by offering training services as part of Red Hat’s solutions. You will ultimately be accountable in alignment with the Sales account team for the successful adoption and value realization for the offerings and services our customers have purchased.

What you will do

• Sell training solutions and services within the region using all available promotions, specials, and bundles to achieve revenue and bookings targets.
• Identify, define, develop, and implement corporate training plans for key accounts.
• Support existing and new IT transformation projects.
• Upsell courses and certifications to the existing customer base.
• Identify and generate new on‑site training from both skills assessment leads and the existing customer base.
• Perform follow‑up calls on active training campaigns in the region.
• Act as a sales overlay to the region’s sales team and account managers.
• Actively manage regional training resellers and partners.
• Send proposals and quotes for specific solutions to gain new customers and upsell existing accounts.
• Answer sales queries and process leads in accordance with Red Hat’s service level agreements.
• Actively promote seats in last‑minute or "at risk" courses to reduce the number of cancelled courses.
• Develop relationships with key customer stakeholders to grow Learning Services bookings and revenue within nominated accounts.
• Actively participate in account planning and strategy sessions and reviews with the wider account team to identify and position areas where Red Hat Learning offerings can generate additional business outcomes and values.
• Negotiate Learning Services pricing and terms.
• Own the Learning Services bookings forecast for the assigned group of accounts or sectors.
• Provide executive leadership throughout the entire customer journey, including presales and post‑sales phases.
• Lead Learning Services offerings in specific customer opportunities; call for and guide the formation of opportunity teams together with the account manager.
• Collaborate with business development managers, solutions practices, partners, alliances, and marketing teams on wider strategic initiatives and business development activities.
• Capture best practices in the sales and delivery process for reuse and sharing with the EMEA and Global Solutions Practice teams to evolve the Red Hat Services solutions portfolio.

What you will bring

• Ability to create and articulate the value proposition; experience in selling learning solutions.
• Advanced negotiation and presentation skills, experience in facilitating effective workshops and meetings.
• Knowledge of Red Hat’s or competitive technologies that engage and build trust with customer stakeholders at different levels.
• Understanding of customer business impact and the internal impact of projects from legal, financial, supportability, scalability, and repeatability perspectives.
• Experience in customer‑facing roles such as architect, consultant, or related presales or services role.
• Services selling experience including development of statements of work (SoWs), requests for information (RFIs), and requests for proposals (RFPs); pricing, large‑scale proposal development, and customer journeys.
• Experience leading and working in virtual and cross‑functional teams.
• Proven record of closing complex solutions‑led deals.
• Italian mother tongue, fluent in English communication skills.
• Willingness to participate in regular business travel for customer and internal meetings within Italy.

Equal Opportunity Policy (EEO)

RedHat is proud to be an equal opportunity workplace and an affirmative action employer. We review applications for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, citizenship, age, veteran status, genetic information, physical or mental disability, medical condition, marital status, or any other basis prohibited by law. RedHat does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract. RedHat supports individuals with disabilities and provides reasonable accommodations to job applicants. If you need assistance completing our online job application, email application‑Visualizzare la mail su click.appcast.io. General inquiries regarding the status of a job application will not receive a reply.