Business Value Director – Commercial Segment

Job Summary

The Red Hat Sales team is looking for a Business Value Director to join us and support the stupendous growth of the leader in the Hybrid Cloud market and other open source technologies.

Location is flexible – can be remote across EMEA, with a strong preference for locations near a Red Hat office with a Commercial Sales team. Hybrid work in-office a few days a week will be requested during the ramp up in the first 6+ months

Our Business Value Practice launched in EMEA in late 2023, and we are looking for innovative builders to join our talented team. This is a unique opportunity to join the Red Hat Sales team for building a comprehensive business value practice to spread the customer value methodology across functions.

We are looking for someone who is passionate about business outcomes and can combine the competencies of value selling, strategy consulting, and program management in the cloud infrastructure/platform space.

In this role, you will focus directly on our largest key customers while enabling scale to reach other customer segments. You will lead engagements to identify the impetus to change through leading customer-facing economic impact consulting discussions around measuring business outcome achievement, return on investment (ROI), total cost of ownership (TCO), and customer related financing strategies.

You will collaborate with Red Hat teams and customer senior executives to uncover, define, and communicate the financial impact for the adoption of Red Hat’s solutions. Your success will result in strategic elevation of Red Hat with customers, and shape the Sales team’s go-to-market strategies as well as customer success initiatives.

Consider this is an an individual contributor role, it is not a people management role.

What You Will Do :

1. Build the Red Hat Value Practice

• Collaboratively define the vision of customer value across the entire Red Hat customer lifecycle and the value community

• Build and execute strategies to establish a comprehensive value community partnering with internal teams (BD, professional services etc.)

• Establish and evolve a Red Hat value framework and deliverables to help sell the value across the portfolio and scale across customer segments

• Create a knowledge base including a library of reusable value assets, including value maps, benefit models, benchmarking, templates, tools etc.

2. CXO Customer Advisory on ROI and Business Value Achievement

• Directly engage with customer executive teams, helping articulate the strategic and financial impact of Red Hat’s digital transformation message to accelerate Sales cycles

• Develop C-level account strategies, ROI investment justifications, deal structures, commercial proposals, and value realization analysis

• Serve as a key source of market insights into how our customers view the economic benefit of using Red Hat relative to on-prem or competition

• Identify, lead and contribute to the creation of thought leadership (best practices, white papers, workshops, etc.) for pipeline building

3. Sales and Customer Success Counsel

• Act as a trusted advisor to regional Sales management by providing guidance on account strategies and helping prioritize Sales pursuits

• Manage relationships with regional Sales and Customer Success leadership to build effective strategic Sales best practices

• Enable Sales teams to elevate their executive discussions by facilitating value-focused discovery and delivering business value impact analysis

What You Will Bring :

• 10+ years experience, particularly in detailed business case development, ROI / TCO financial modelling and executive storytelling experience

• Strong experience in Management Consulting or Investment Banking is a must have

• Interest in building a practice and starting a program from the ground up

• Strong skills in developing executive narrative slideware with inputs from multiple internal stakeholders at times

• Experience engaging with C-level executives and complex internal stakeholder groups

• Preference for familiarity with selling complex solutions or transformation programs in the cloud infrastructure or platform space

• Strong program management and communication skills

• Presentation skills including public speaking, meeting facilitation, and whiteboarding

• Extra Bonus – fluency in Italian, Spanish or another European language, in addition to English

• Bachelor’s degree; Master’s degree in business administration is a plus

• Ability to accommodate limited business travel

#LI-AM4

About Red Hat

Red Hat (https://www.redhat.com/) is the world’s leading provider of enterprise open source (https://www.redhat.com/en/about/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.

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