Training Specialist MEA (Saudi nationals or Premium Residency holder)

About the Training Specialist MEA Role

Red Hat is seeking a Training Specialist MEA to join its Services team in Riyadh, Saudi Arabia. This full-time position focuses on supporting the Services Go-to-Market team, aiming to drive customer success through the effective adoption of open source solutions. The specialist will play a key role in understanding customer business and technical needs to integrate training services as part of Red Hat’s comprehensive solutions.

Role Context and Objectives

Reporting to a regional services manager, the Training Specialist will manage an assigned region, market, or set of accounts. A primary objective is to ensure the successful adoption and value realization of purchased Red Hat offerings and services, working in close alignment with the Sales account team. This involves strategically positioning Red Hat Learning offerings to generate additional business outcomes and value for customers.

Core Responsibilities

• Sell training solutions and services within the region, utilizing promotions 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 and upsell courses and certifications to the customer base.
• Generate new on-site training opportunities from skills assessment leads and the existing customer base.
• Perform follow-up calls on active training campaigns and act as a sales overlay to the regional sales team.
• Actively manage regional training resellers and partners.
• Prepare and send proposals and quotes for solutions, answer sales queries, and process leads according to service level agreements.
• Promote seats in last-minute or "at risk" courses to minimize cancellations.
• Develop relationships with key customer stakeholders to grow Learning Services bookings and revenue.
• Participate in account planning and strategy sessions with the wider account team.
• Negotiate Learning Services pricing and terms, and own the Learning Services bookings forecast for assigned accounts.
• Provide executive leadership throughout the customer journey, including presales and post-sales phases.
• Lead Learning Services offerings in specific customer opportunities and guide the formation of opportunity teams.
• Collaborate with business development, solutions practices, Partners and Alliances, and Marketing teams on strategic initiatives.
• Capture best practices in sales and delivery for sharing with EMEA and Global Solutions Practice teams to evolve the solutions portfolio.

Essential Skills and Competencies

• Ability to create and articulate value propositions effectively.
• Advanced negotiation and presentation skills.
• Experience in facilitating effective workshops and meetings.
• Knowledge of Red Hat’s or competitive technologies to 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 points of view.

Professional Experience

• Experience in selling learning solutions.
• Experience working in customer-facing roles such as an architect or consultant, or in a related presales or services role.
• Services selling experience, including development of statements of work (SoWs), requests for information (RFIs), requests for proposal (RFPs), pricing, large-scale proposal development, and customer journeys.
• Proven record of closing complex solutions-led deals.

Work Environment and Travel

The successful candidate will have experience leading and working in virtual and cross-functional teams. Regular business travel for customer and internal meetings within the MEA region is a requirement for this position.