The Red Hat Sales team is looking for a Sales Specialist to join us in Perth or Brisbane. In this role, you will be responsible for Red Hat Application Platform software subscription sales offerings and services to prospective and current accounts. You'll need to have the ability to understand customer needs and challenges and link them to a set of Red Hat Application Platform offerings. Your tasks will include creating sales opportunities in both new and existing customer accounts through well-planned demand generation efforts with the account teams. Owns the development of new strategic sales opportunities. Leads critical customer presentations/sessions around business problems, Red Hat solutions, business value, competitive positioning and product capabilities and roadmaps. Maintains relevant and detailed knowledge about products in your domain (features, updates, success stories, etc.) and general knowledge of the RH portfolio. Maintains knowledge and enables account teams on current "Plays" in your domain (ISVs, use cases, solution blueprints, Red Hat Sales Plays, etc.). Advises on and speaks to forecasts for appropriate products, services and training. Guides strategy based on deep knowledge of industry or specialty. Positions right sized solutions (subs, services, partners) in the context of addressing the customer’s challenges or problems in their environment. Drive growth beyond initial sale and deployment to scale and expansion to other relevant products. Coordinate with Customer Success on the delivery of the proposed business value/solution. Strong technology foundation (business-focused SA, Tech Leader, Prod Manager, Big 6 Consultant, Specialist, App Dev delivery, start-up AE) with ability to translate business value Challenger mentality with demonstrated persuasiveness Passion and curiosity about technology, the market, and its future demonstrated by what you read, follow, subscribe to, listen to, etc Strategic thinker who sees beyond selling an individual product to a single need Entrepreneurial and motivated to run your own business within the role Highly effective orchestrator and collaborator, able to lead a cross functional team (internal and partner ecosystem) through a complex sales cycle Compelling presenter of business and technical topics, capable of delivering demos for your domain C-Suite presence: charismatic, outgoing and able to “own the room” to connect individually Relevant experience in one or more of the following: territory, vertical, account selling Extensive experience with Hyperscalers and expertise in Cloud consumption models Ability to own workload conversations (RH ISV) around key sales plays and use cases (Modernization, New App Dev, Data Science/AI/SW Factory/etc) Agile Development and DevOps foundation, with the ability to lead Transformation motions Understanding and hands on experience with Containers and Kubernetes Understanding the value and hands on experience with an Application Platform Prior experience with software development and understanding of the full software development life cycle including runtimes, APIs, integrations, and agile methodologies Ability to conceive and lead delivery of complete solutions (inclusive of ISVs) and orchestrate January 2023 multi-vendor cycles Knowledge of the principles and processes of open source technology LI-EG1