Business Value Practice Director

Role 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.

As one of the early hires of its kind in the company, this is a unique opportunity to join the Red Hat Sales team for building a comprehensive business value practice to deliver expanded bookings and incremental pipeline growth.

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.

In this role, you will focus directly on our largest Commercial customers to drive incremental booking achievement. 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.

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 the strategic elevation of Red Hat with customers, leading to an expansion in our revenue and pipeline.

What you will do:
1. Deliver Incremental Revenue Through CXO Customer Advisory for Top Deals In-Region- Directly engage with customer executive teams, helping articulate the strategic and financial impact of Red Hat’s transformation message to deliver incremental bookings over account quota- 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

2. Accelerate Achievement of Commercial Sales Targets with Value Management- Collaboratively define the vision of customer value across the entire Red Hat customer lifecycle and the value community (Sales, Marketing, Tech Sales, Customer Success etc.)- Contribute to a knowledge base including a library of reusable value assets, including value maps, benefit models, benchmarking, templates, tools etc.

3. Expand Sales Pipeline Through Cross-Functional Initiatives- Lead customer executive sessions at key events such as Red Hat Summit, Executive Briefing Center etc. to elevate our positioning with customer economic buyers- Act as a trusted advisor to regional Sales management by providing guidance on account strategies and review MEDDPICC deal quality to prevent pipeline leak- Enable Sales teams to elevate their executive discussions by facilitating value-focused discovery and delivering business value oriented sales play campaigns

What you will bring:
- 15+ years of detailed business case development, financial analysis, ROI / TCO financial modeling and executive storytelling experience- Strong experience in Value Advisory, Management Consulting or Value Engineering- 10+ years of proven track record in selling of complex solutions in the cloud infrastructure or platform space- Experience engaging with C-level executives and complex internal stakeholder groups- Strong skills in developing executive narrative slideware with inputs from internal stakeholders- 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 business travel for delivering customer engagements

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