• Identify, qualify, and close net new logo opportunities across the assigned region. • Expand existing accounts through structured account planning, relationship mapping, and multi-year growth strategies. • Maintain accurate pipeline forecasting and activity tracking within CRM systems. • Lead consultative sales engagements with IT executives, departmental leaders, procurement officials, and technical stakeholders. • Effectively position Red Hat solutions such as operating systems, automation, container platforms, middleware, and emerging AI technologies • Coordinate proofs of concept, pilots, workshops, and technical evaluations in partnership with Solutions Architects and engineering teams. • Establish and maintain long-term, trusted-advisor relationships with key decision-makers across SLED accounts. • Navigate state and local procurement frameworks, budget cycles, and competitive solicitation processes. • Support RFP, RFQ, and other procurement responses in collaboration with Contracts and Operations teams. • Partner with distribution and reseller ecosystem partners to structure deals, secure pricing, and align on go-to-market strategies. • Support field marketing events, campaigns, and initiatives to generate pipeline and enhance account coverage. • Attend customer meetings, industry conferences, on-site events, and Red Hat/Emergent field programs throughout the territory. • Represent Emergent and Red Hat professionally, consistently reinforcing value, expertise, and customer success.