Jessica Heath

• Lead and scale an organization of Solution Architects and Sales Specialists driving pipeline growth and bookings across Red Hat and its partner ecosystem
• Set strategic direction and priorities for the organization, aligning resources, skills, and focus areas to key growth initiatives
• Establish KPIs and performance frameworks across pipeline, bookings, and partner influence to measure impact and drive continuous improvement
• Partner cross-functionally with North America Tech Sales, Ecosystem, Direct Sales, and Product teams to align strategy and execution across shared goals
• Drive consistent execution across direct and extended teams through clear operating rhythms, accountability, and enablement
• Work closely with Product Business Units to translate partner ecosystem feedback into co-created solutions and joint go-to-market motions

Exceeded CY23 annual target by 120% while leading team of Solution Architects and Sales Specialists.

Provided strategic guidance within NA Segment Leadership and NA Eco teams for effective sales execution.

Drove accountability among regional Commercial Tech Sales leaders to enhance pipeline generation and bookings.

Delivered cross-functional feedback on sales plays, ecosystem strategy, and commercial tech sales priorities.

· Led a team of Sales Specialists dedicated to Red Hat Enterprise Linux pipeline growth and bookings achieving CY22 annual target by 105%

· Worked cross functionally with NA Sales, Business Unit & Eco leadership teams to drive growth of Red Hat’s RHEL business within their organizations

· Was responsible for the strategic planning and execution of go-to-market activities centered around RHEL growth – this included driving execution of sales plays, marketing collaboration & enablement of sales teams

· Led & managed team of SAP Sales Specialists across NA region to own and execute strategy of NA SAP Business exceeding annual target by 120%

· Represented NA within numerous working groups across the company including Direct Sales, Ecosystem Sales, Product Management, Marketing & Business Units

· Led discussions & presentations across the globe specific to Red Hat's SAP business & value proposition

· Meet with C level executives across partners & customers regarding Red Hat's SAP business & value

· Built & executed go-to-market plans to grow NA's SAP business 30%+ YoY

· Evangelized the importance of the SAP partnership & potential with Red Hat leaders across the NA region

· Red Hat Presidents Club winner, 2022

· Led the overall strategy and execution of SAP business within NA Commercial

· Represented NA Commercial within numerous working groups across the company including Direct Sales, Partner Sales, Product Management, Marketing & Business Units

· Led the SAP Initiative within the NA Red Hat/IBM Synergy organization

· Led & mentored NA Commercial SAP team members including 2 SA BDMs & 3 SAP SAs

· Represented Red Hat at regional and global SAP events as subject matter expert

· Presented Red Hat/SAP value to C level executives across partners and customers alike

· Collaborated with SAP ecosystem of partners to build joint GTM plans & pipeline execution

· Was responsible for ISV relationships partnering with SAS, Manhattan Associates & SAP

· Managed NA pipeline business for joint solutions identified for all 3 ISVs

· Guided go-to-market & sales execution with regional sales teams (including both internal & partner sales enablement, account mapping & sales play development) around identified joint solutions

· Presented Red Hat value & partnership capabilities to ISV company executives

· Worked with product & technology teams to align ISV solutions & offerings with product objectives & strategy

· Was responsible for working with CDW to find net new logo opportunities for Red Hat sales

· Established, grew & fostered strong relationships with over 1,400 CDW account managers across 76 teams throughout NA

· Established rapport with VP level executives at CDW to grow the Red Hat/CDW partnership

· Designed creative programs & incentives to make Red Hat relevant & desirable to sell at CDW

· Enabled CDW account managers & their management teams on the Red Hat value prop

· Monitored & reported forecast & growth of Red Hat booked business closed with CDW

· Acted as go-to liaison between Red Hat & CDWO account managers & management

· Maintained knowledge on a diverse and constantly changing product portfolio consisting of operating system platforms, middleware, applications, and management solutions

· Assisted in planning and execution of strategic long-term business plans leveraging open source technologies

· Built strategic relationships with channel partners to aggressively drive them to maximize sales through best practices, training and support

· Qualified opportunities by initiating on-site meetings and outbound calls to identify scope of projects, organizational initiatives and overall scale or opportunity

· Initiated contact and established rapport with high level VP and C level executives

· Mentored new hires

· Had strong success as a team player with outside field representatives as well as channel partners and business units

· Red Hat Commercial Incremental deal of the year FY13

· Was responsible for the initial sales of two software applications: SAP Central Process Scheduling & Report2Web

· Followed up with leads from outside tradeshows, webinars & other sources by phone.

· Scheduled on-site meetings with demos for outside field reps

· Developed lasting relationships with customer personas

· Generated new leads through cold calling

· Developed & maintained relationships with SAP Account Executives in order to prospect customers and sell jointly together

· Maintained 87+ call volume per day

· Mentored new hires

· Top Inside Sales Rep of the year award, 2007

· Chosen to represent team at all SAP trade shows

· Handled all potential client calls for largest divorce and family law firm in NC

· Presented firm's philosophy, fees, specialties and reasons for hire to each potential client

· Helped potential clients understand legal terminology by using clear, precise and understandable communication techniques

· Listened to and empathized with each client in order to ease anxiety and provide a calming presence during an emotional time

· Met with potential clients before each consultation to establish a rapport before meeting their attorney

· Followed up with potential clients to continue a rapport and relationship until they were ready to make the next step to hire

· Planned various firm events including firm seminars, client focus groups, staff team building activities and referral source meetings

· Biggest Contributor to Rosen Law Firm award, 2003