Job summary: The Red Hat Training team is looking for a Business Development Manager focused on original equipment manufacturers (OEM) and service integrator (SI) partners and join us in Milan, Italy. In this role, you will promote training bookings and revenue quotas within a specific territory, and be accountable for managing forecasts, providing quotes, closing deals, and tracking data through Salesforce.com (SFDC). You'll be responsible for growing existing business relationships and acquiring new business while working with colleagues from corporate sales to grow the business in your specific territory. As a Business Development Manager, you will also have a shared responsibility of working on existing accounts with key account managers and regional service managers, as well as identifying net new business. You will focus on a percentage growth within the entire Europe, Middle East, and Africa (EMEA) region. This is an opportunity for you to join a high-growth, award-winning, and innovative team within Red Hat that guides significant financial contribution while increasing customer retention. Primary job responsibilities: Sell training solutions and services into all our OEM and SI partners in EMEA countries using all available promos, specials, and bundles to achieve the highest possible revenue and bookingsIdentify, develop, and implement corporate training plans for key accountsSupport existing and new IT transformation projectsUpsell courses and certifications to existing customer base, eg, selling the next course in a curriculum to former course participantsIdentify and generate new on-site training from skills assessment leads and existing customer baseActively promote last minute or courses at risk seats to reduce the number of cancelled coursesArrange follow-up calls on active training campaigns in the regionIdentify subscription opportunities in SFDC that don't have training included, and attempt to add training units to itDevelop and refine the training selling best practicesSend proposals and quotes of specific solutions to gain new customers and upsell existing accountsAnswer sales queries by phone and email, and process leads in accordance with Red Hat's service level agreements Required skills: 3+ years of sales experience selling training services or professional services, with a proven record of achievementUnderstanding of solutions selling methodologies as well as services-led selling and project sellingGreat interpersonal skills, with the ability to engage management decision-makers and inspire at any levelOutstanding written and verbal communication skillsMotivated, with engaged approach in generating new businessHigh attention to detail and good organizational skills, as well as the ability to remain consistent with processes and daily tasksAbility to work with many sales channels and sales teamsKnowledge of and experience with SFDC is a plusExcellent English language skills; knowledge of additional languages is a plus About Red Hat: Red Hat is the worlds leading provider of enterprise open source software solutions, using a community-powered approach to deliver reliable and high-performing Linux, hybrid cloud, container, and Kubernetes technologies. Red Hat helps customers integrate new and existing IT applications, develop cloud-native applications, standardize on our industry-leading operating system, and automate, secure, and manage complex environments. Award-winning support, training, and consulting services make Red Hat a trusted adviser to the Fortune 500. As a strategic partner to cloud providers, system integrators, application vendors, customers, and open source communities, Red Hat can help organizations prepare for the digital future.Red Hat is proud to be an equal opportunity workplace and an affirmative action employer. We review applications for employment without regard to their 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.Red Hat 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 between Red Hat and the recruitment agency or party requesting payment of a fee.