Market Development Representative (m/f/d)
Red Hat · Germany
- Hybrid
- Full-time
- $75,000 / year
- Germany
Job highlights
- Generate net new pipeline for Red Hat sales.
- Qualify leads and pass to Account Executives.
- Engage leads via phone, email, social media.
- Collaborate with marketing and sales teams.
- Requires 1+ years experience in IT sales.
About the role
Market Development Representative
The Market Development Representative (MDR) is responsible for generating net new pipeline for Red Hat by discovering, qualifying and passing net new opportunities to Sales while demonstrating good judgment with industry and knowledge of Red Hats Portfolio. The role involves both following up marketing sourced leads in accordance with clear SLA’s and proactively engaging specific accounts with strategic outbound activity, adhering to Red Hat's standardized MEDDPICC qualification process. Upon qualification of these opportunities, the MDR is responsible for setting up a 3 way hand off call with the AE/SA and customer. This position supports marketing and sales initiatives by collaborating closely with both teams to ensure routine tasks and lead follow up activities are completed efficiently.
Note: This role may come into contact with confidential or sensitive customer information requiring special treatment in accordance with Red Hat policies and applicable privacy laws.
What You Will Do
- Proactively engage with well-qualified leads in Germany & Austria through telephone, email and social media outreach.
- Generate new prospective opportunities through strategic cold calling and meticulous lead qualification.
- Collaborate with our Account teams to develop and execute targeted outbound initiatives to support Account Plans
- Qualify leads and hand them off to our Account teams to close the sale.
- Maintain an up-to-date knowledge of the industry, our competitors and our offerings to effectively position our products and services.
- Increase awareness of our company and offerings within your segment.
- Send Marketing and Sales literature to prospective clients as needed.
- Prepare and maintain activity and forecast reports to track progress and success.
- Expect a minimum presence of 3 days per week in the office to foster collaboration and team alignment (5 days per week during first 3 months)
What You Will Bring
- Detailed knowledge of the sales cycle within an information technology (IT) organization
- Knowledge of consultative sales techniques like solutions selling sales methodology
- 1+ year(s) of internal account management or business development experience
- Previous experience managing outbound activities
- Ability to work both on your own and as part of a team
- Comfortable presenting thoughts, ideas, and stories of success to the business
- Excellent written and verbal communication skills in English and German
- Willingness and motivation to learn and grow in an innovative technology company
- Bachelor's degree or relevant technical degree is a plus
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. 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.
Red Hat supports individuals with disabilities and provides reasonable accommodations to job applicants. If you need assistance completing our online job application, email application-assistance@redhat.com. General inquiries, such as those regarding the status of a job application, will not receive a reply.
Key skills/competency
- Sales Development
- Lead Generation
- Pipeline Management
- Cold Calling
- Sales Qualification
- Account Management
- Outbound Sales
- CRM Software
- Consultative Selling
- IT Sales
Skills & topics
- Market Development Representative
- Sales Development
- Lead Generation
- Outbound Sales
- BDR
- SDR
- IT Sales
- Enterprise Software Sales
- Pipeline Generation
- Customer Engagement
How to get hired
- Customize your resume: Highlight your IT sales cycle knowledge, consultative selling experience, and outbound activity successes. Quantify achievements where possible.
- Tailor your application: Clearly demonstrate your understanding of Red Hat's open-source solutions and your proficiency in English and German.
- Prepare for interviews: Be ready to discuss your sales methodology, lead qualification process, and how you collaborate with teams. Practice explaining complex IT concepts simply.
- Showcase your drive: Emphasize your willingness to learn and grow within an innovative technology company and your ability to work both independently and collaboratively.
Technical preparation
Behavioral questions
Frequently asked questions
- What are the key responsibilities for a Market Development Representative at Red Hat?
- As a Market Development Representative at Red Hat, your primary responsibility is to generate new sales pipeline by discovering and qualifying leads. You will engage with potential clients through various channels, collaborate with sales and marketing teams, and ensure smooth handoffs of qualified opportunities to Account Executives. Maintaining up-to-date industry knowledge and reporting on activity and forecasts are also crucial.
- What qualifications are essential for this Market Development Representative role at Red Hat?
- Essential qualifications include a detailed understanding of the IT sales cycle, knowledge of consultative sales techniques, and at least one year of experience in internal account management or business development. Previous outbound activity experience, strong communication skills in English and German, and the ability to work both independently and as part of a team are also vital. A Bachelor's degree or relevant technical degree is a plus.
- How does Red Hat support its Market Development Representatives in their role?
- Red Hat supports its MDRs by providing a collaborative environment, encouraging continuous learning, and fostering an open-source culture. You'll work closely with marketing and sales teams, gain knowledge of Red Hat's enterprise open-source solutions, and have opportunities to grow within an innovative technology company. The role also emphasizes a structured approach to lead qualification and opportunity management.
- What is the expected work arrangement for a Market Development Representative at Red Hat in Germany/Austria?
- For this role supporting Germany & Austria, there is an expectation of a minimum presence of 3 days per week in the office to foster collaboration and team alignment. During the initial 3 months, the expectation is a 5-day per week presence in the office.
- How does Red Hat ensure an inclusive application process for the Market Development Representative position?
- Red Hat is committed to an inclusive and equal opportunity workplace. They encourage applicants from all backgrounds and perspectives, and their culture is built on transparency, collaboration, and inclusion. If you require assistance with the application process due to a disability, Red Hat provides reasonable accommodations and offers an email address for assistance.
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