Business Development Manager - Commercial Renewal

Business Development Manager

About the role:

The Red Hat Global Commercial Sales Team team is looking for a Business Development Manager (BDM) to join us. As a BDM, you will use industry and market experience to oversee the development of programs to support sales in designated market segments, identifying volume and strategic customers, and developing lasting and trusted partnerships. This role will report into the Global Commercial Sales Senior Director with ultimate accountability to the SVP of Global Commercial Sales.

What you will do:

• Manage the Commercial Renewal business strategy both internally and in working with third party business providers to help Red Hat achieve Commercial success. 
• Design and manage renewals motion across Commercial subsegments. Ensure appropriate renewals focus across both RHT-seller and outsourced managed-service models:
• CNX partnership management in Territory Growth
• IBM partnership management in Territory Core
• RHT CAE accountability in Corporate
• Build GTM strategy with a focus on maximizing retention and growth of all Commercial customers.  
• Drive customer life cycle strategy with a focus on upsell and cross sell.
• Work in coordination with the Red Hat Global Renewals team. 
• Work in coordination with SEAP team to drive health checks and true ups
• Primary accountability to the Commercial Renewal strategy in partnership with the 4 Geo Renewal leads who will indirectly report to this role. 
• Create and optimize seller enablement on renewal motions & tooling
• Lifecycle Selling / Action Plans in RHSC
• Customer Insights & Renewal Packages via Pitchbuilder+
• Ensure partner readiness, enablement, and performance across all renewal motions
• Lead transition from CNX-led renewals to Distributor-driven renewals automation
• Report program results monthly to Product and Sales leadership and stakeholders
• Define and track objective key results for financial performance, execution excellence, customer and partner satisfaction.

What you will bring:

• 15+ years post-degree business development, product management, solution architect, or product marketing experience
• Minimum a Bachelor’s degree; MBA is preferable
• Deep market analytical skills; ability to conduct both macro and micro level analysis of industries and guide business modeling
• Ability to think strategically, innovatively and creatively using sound business judgment and quantitative skills.
• Software industry experience, especially with virtualized cloud infrastructure and hybrid management solutions, as well as modern application development platforms and middleware
• Outstanding presentation skills and the ability to articulate complex concepts to cross-functional audiences.
• Proven leadership, problem-solving, project management skills, and strong attention to detail.
• Strong analytical and quantitative skills; ability to use hard data and metrics to prove theories and make decisions.
• Ability to manage multiple priorities and generate velocity in a dynamic environment; strong proclivity for action.
• Willingness to travel up to 15%; domestic and international travel may be required
   

The salary range for this position is $123,130.00 - $203,100.00. Actual offer will be based on your qualifications.

Pay Transparency

Red Hat determines compensation based on several factors including but not limited to job location, experience, applicable skills and training, external market value, and internal pay equity. Annual salary is one component of Red Hat’s compensation package. This position may also be eligible for bonus, commission, and/or equity. For positions with Remote-US locations, the actual salary range for the position may differ based on location but will be commensurate with job duties and relevant work experience. 

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 comple