Apac Deal Architect

About the job:
The Red Hat Operations team is looking for a Deal Architect to join us in Singapore. In this role, you will collaborate with the Sales, Services, Sales Operations, Customer Success, Channel Ecosystem, Legal, and Finance teams, as well as other stakeholders, to facilitate the inception, drafting, approval, and closing of non-standard and complex deals. Serving as a key business partner and trusted advisor, you will provide assistance to the Sales team and stakeholders to structure and document high end complex deals and ensure that deal practices are optimized, communicated, adhered to, and in support of global operational and sales objectives, while aligning with corporate policies, programs, and systems.

As a Deal Architect, you will need to be passionate, dedicated, have empathy for and a demonstrated ability to listen to our customers, understand their complex problems, while providing explanations and solutions that are sound and clearly communicated. You will lead business reviews and guide early customer engagement, model large transactions, support key strategic deals to closure, and work with various teams to construct efficient and effective processes allowing these businesses to scale. As a Deal Architect, you will also be focused on sharing best practices to promote optimized financial outcomes for Red Hat for the quarterly and annual fiscal cycles.

What you will do:

- Interact closely with your team, establish trusted working relationships, and collaborate with Red Hat teams that contribute to the structure of or may be impacted by non-standard or complex deals, specifically with Telecommunication, Media, and Enterprise Sales team, Commercial Legal, Finance, Sales Operations, Product Management, Product Marketing, Consulting, and Global Support Services teams
- Act as a primary point of contact for escalation to Field Sales for supported regions on high-value or complex deal structures; serve as a partner, trusted adviser, and advocate for the Sales team on strategic and high end complex deals structuring; advise on alternative contract options or buying programs, possible ramifications, and value propositioning to help guide deal closures
- Manage fast-paced, time sensitive projects and facilitate complex deal structuring of non-standard and complex deals while aligning with corporate policies, programs, and systems
- Identify and analyze problems using sound judgment and creativity in order to determine the right solutions that will effectively resolve issues; develop, localize, and improve the customer-facing material in collaboration with the Asia Pacific (APAC) Customer Buying Program team
- Recognize and act upon education opportunities, augmenting the documentation and delivering enablement targeted at sales; draft and review business terms language in non-standard terms for strict compliance with corporate policies and approval framework
- Champion deal or agreement reviews and approvals by stakeholders using defined processes and systems; document final contract summaries and price justifications to ensure forward deal momentum, troubleshoot, handle escalations, and resolve issues
- Enforce the corporate approval framework and associated policies
- Work cross-functionally to develop and enhance customer buying programs that are designed to fit the purchasing needs of our customers
- Attend account planning sessions and actively engage with Sales to provide early advice and support in structuring the best deals and advise on the options available

What you will bring:

- Bachelor’s degree in business, finance, or computing science related field; software sales experience and certified Public Accountant (CPA), or revenue accounting group experience are a plus
- 5+ years of experience working in a rapidly changing, deadline-based position involving daily interaction with multiple levels of management and peers; leadership experience is a big plus
- Solid business acumen, experience with commercial deal negotiation and familiarity with enterprise license agreements, revenue share agreements, and subscriptions sales
- Excellent presentation, written, and verbal communication skills and ability to communicate across all levels of management and to customers; solid organizational and interpersonal skills
- Comfortable handling multiple urgent tasks, projects, and relationships under pressure
- Proven skills in negotiation, analysis, logic, problem-solving, crisis management, and leadership to lead deals to closing; ability to work quickly and thoroughly under changing conditions and timelines
- Expertise in complex software; financial modeling skills and advanced Excel skills
- Familiarity with sales operations, order processing, fulfillment, revenue recognition, legal contracts, purchase orders, and license agreements
- Detail-oriented and motivated; outstanding diplomatic skills
- Willingness and availability to travel, including to customers on a per need basis, followin