Job Description
What you will do:
- 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.
- 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
- 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
- 10+ 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
- Preference for prior experience with people leadership
- 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 accomodate limited business travel
The salary range for this position is $281,650 OTE - $464,830 OTE (inclusive of base pay + target incentive compensation). Actual offer will be based on your qualifications.
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