Senior Business Value Principal - Americas Commercial (Territory)

About the job:

The Red Hat Sales team is looking for a Senior Business Value Principal - Americas Commercial to join us and support the growth of the leader in the Hybrid Cloud market and other open source technologies as we help customers capitalize on the AI opportunity and broader digital transformation.  The position is dedicated to our highest growth potential customers across the US, Canada, and Latin America, so preference will be given to candidates that are centrally located, particularly near the Austin, TX area.  

This role is part of a small, new team supporting Americas Commercial Sales (our relatively fast growing, high potential customer segment), which presents a unique and exciting opportunity to influence our direction and impact as we aim to build a comprehensive business value practice that delivers expanded bookings and incremental pipeline growth. 

In this role, you will lead C-level engagements with customers in close collaboration with account teams and partners 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. Within Red Hat, you will also act as a consultant to Sales leadership and help evolve Red Hat’s Value Practice.

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 will do:

• CXO Customer Advisory on ROI and Business Value Achievement

Directly engage with customer executive teams in collaboration with Red Hat account teams and partners, 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

• 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 leadership to build effective Sales best practices

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

• 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.

What you will bring:

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

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

• 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

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

• Ability to accommodate limited business travel

• Fluency in Spanish or Portuguese is a plus

The salary range for this position is $216,990.00 - $