Business Value Senior Manager (East Coast Commercial Sales)

About the job:

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

As one of the early hires of its kind in the company, this is a unique opportunity to join the Red Hat Sales team to help build a comprehensive business value practice that delivers expanded bookings and incremental pipeline growth. This role will be just the second team member locally supporting Commercial Sales (our relatively fast growing customer segment with high growth potential) in North America, which presents an exciting opportunity to help shape a relatively new and growing part of the team. The position is dedicated to our Commercial customers in the East region of the US, so only East Coast candidates will be considered and preference will be given to candidates based in Raleigh, Boston, or the Washington DC area. You will lead C-level engagements to identify the impetus to change and quantify the impact of business outcome achievement through return on investment (ROI) business cases, total cost of ownership (TCO), and customer related financing strategies.

We are looking for someone who is passionate about business outcomes and can combine the competencies of B2B software selling, strategy consulting, and executive stakeholder management in the cloud infrastructure/platform space.

What You'll 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 enterprise Sales best practices

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

What You'll Bring:

• 8+ years of detailed business case development, ROI / TCO financial modelling and executive storytelling experience

• Strong experience in Management Consulting or Investment Banking

• 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

• Strong program management and communication skills

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

• Ability to accomodate limited business travel

Would be a Plus:

• Familiarity with selling complex solutions or transformation programs in the cloud infrastructure or platform space

• Prior experience with people leadership

• Bachelor’s degree; Master’s degree in business administration

The salary range for this position is $260,330.00 - $429,590.00 (inclusive of base pay + target incentive compensation). Actual offer will be based on your qualifications.

Pay Transparency

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