Territory Services Manager (m/f/d)

Red Hat is looking for a services seller, (known as Territory Services Manager or TSM), to sell strategic services within a group of tier 1 telco accounts in Europe. The TSM leads services opportunities, driving both sales and delivery accountability. Operating as a pivotal member of the account team, the TSM bridges the gap between customer business needs and Red Hat’s technical solutions, ensuring seamless continuity from consultative selling through project execution. The successful candidate will have a proven track record of selling and delivering major services engagements in tier 1 telcos, preferably including Deutsche Telekom and Vodafone. What you will do: Sell Services: Creates, defines, positions, negotiates and closes services opportunities. Revenue & Growth Management: Owns the services bookings pipeline and forecast. Leads account planning to maximize the services footprint and strategic value within assigned accounts. Delivery Accountability: Maintains stewardship of customer outcomes by collaborating directly with delivery managers, architects, and partners. Ensures all scoped offerings align with successful execution and project delivery best practices. Stakeholder Orchestration: Maintains strong relationships with key services buyers. Acts as the central point of contact, mobilizing cross-functional teams—including architects, partners, and regional delivery centers—to resolve complex customer challenges. What you will bring: Proven track record in consultative selling and delivery of complex solutions within the telco industry. Ability to balance workload and prioritize resources based on deal size, timing, and probability of closure. Expertise in developing Statements of Work (SoWs), responding to RFXs, and navigating complex commercial negotiations. Proficiency in positioning learning services and technical account management (TAM) services. Demonstrated leadership in managing virtual, cross-functional teams to close multi-million dollar deals. Strong value-based knowledge of Red Hat or competitive technology stacks. Proficiency in English and German. 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. Inclusion at Red Hat Red Hat’s culture is built on the open source principles of transparency, collaboration, and inclusion, where the best ideas can come from anywhere and anyone. When this is realized, it empowers people from different backgrounds, perspectives, and experiences to come together to share ideas, challenge the status quo, and drive innovation. Our aspiration is that everyone experiences this culture with equal opportunity and access, and that all voices are not only heard but also celebrated. We hope you will join our celebration, and we welcome and encourage applicants from all the beautiful dimensions that compose our global village. Equal Opportunity Policy (EEO) Red Hat is proud to be an equal opportunity workplace and an affirmative action employer. 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We’re the world’s leading provider of enterprise open source solutions—including Linux, cloud, container, and Kubernetes. We deliver hardened solutions that make it easier for enterprises to work across platforms and environments, from the core datacenter to the network edge. At Red Hat, our commitment to open source extends beyond technology into virtually everything we do. We collaborate and share ideas, create inclusive communities, and welcome diverse perspectives from all Red Hatters, no matter their role. It’s what makes us who we are. Some of the most knowledgeable and passionate people in the technology industry work here. Whether we’re building software, championing our products, or training new associates, we’re collaborating openly to make a difference in the world of open source and beyond.