Business Value Sales Lead
1 month ago
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 first hires of its kind in the company, this is a unique opportunity to join the Red Hat Sales team for building a comprehensive Partner Ecosystem and Telco Business Value Practice to spread the customer value methodology across functions. We are looking for someone who is passionate about business outcomes and can combine the competencies of value selling, strategy consulting, and in-depth knowledge on partner-led sales in the cloud infrastructure/platform space.
In this role, you will focus directly on our key Partners driving engagements with their end customers, while enabling scale to reach other ecosystem partners. You will also lead engagements for Telcos to identify the value of Red Hat’s partnership and the impetus to change through leading partner or customer-facing economic impact consulting discussions around measuring business outcome achievement, return on investment (ROI), total cost of ownership (TCO), business cases, 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 in partnership with our ecosystem. Your success will result in the strategic elevation of Red Hat with our partners and our customers, and shape the Sales team’s joint go-to-market strategies.
What You Will Do
Build the Red Hat Partner Ecosystem Business Value Practice
Collaboratively define the vision of Telco and Partner value across the entire Red Hat customer lifecycle and the value community
Evolve a Partner and Telco Red Hat value framework and deliverables to help sell the value across the portfolio and scale across customer segments
Establish and evolve a value framework and deliverables applicable to Red Hat’s partnership with Global Systems Integrators (GSIs), Independent Software Vendors (ISV), and other partner types to help sell the value across the portfolio and scale across their customers
Create a knowledge base including a library of reusable value assets, including value maps, benefit models, benchmarking, templates, tools etc.
Lead Partner and Customer Advisory on ROI and Business Value Achievement
Directly engage with Partner account 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 realisation analysis
Serve as a key source of market insights into how our partners view the economic benefit of using Red Hat relative to on-prem or competition, and how that translates into customer value
Identify, lead and contribute to the creation of thought leadership (best practices, white papers, workshops, etc.) for pipeline building
Develop and Deliver Partner-Focused Value Enablement
Act as a trusted advisor to regional sales management by providing guidance on joint partner account strategies and helping guide partner account teams on accelerating partner-led growth
Enable internal sales teams and partner account teams on the value of Red Hat products, services, and solutions
Enable Partner sales teams to elevate their executive discussions by facilitating value-focused discovery and delivering business value impact analysis
What You Will Bring
10+ years of detailed business case development, ROI / TCO financial modelling and executive storytelling experience
10+ years of proven track record in enterprise selling of complex solutions in the telco, cloud infrastructure or platform space
Must have 5+ years of experience and knowledge of Partner-led sales in cloud infrastructure/platform space
Must have experience working with GSIs or other large Partners in the cloud space
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
Experience with selling digital transformation programs in the cloud infrastructure or platform space, especially through the partner ecosystem
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
#LI-EG1
About Red Hat
is the world’s leading provider of enterprise software solutions, using a community-powered approach to deliver high-performing Linux, cloud, container, and Kubernetes technologies. Spread across 40+ countries, our associates have the flexibility to choose the work environment that suits their needs from in-office to fully remote to office-flex. Red Hatters are encouraged to bring their best ideas, no matter their title or tenure. We're a leader in open source because of our open and inclusive environment. We hire creative, passionate people ready to contribute their ideas, help solve complex problems, and make an impact. Opportunities are open. Join us.
Diversity, Equity & Inclusion at Red Hat
Red Hat’s culture is built on the open source principles of transparency, collaboration, and inclusion, where the best ideas can come from anywhere and anyone. When this is realized, it empowers people from diverse backgrounds, perspectives, and experiences to come together to share ideas, challenge the status quo, and drive innovation. Our aspiration is that everyone experiences this culture with equal opportunity and access, and that all voices are not only heard but also celebrated. We hope you will join our celebration, and we welcome and encourage applicants from all the beautiful dimensions of diversity that compose our global village.
Equal Opportunity Policy (EEO)
Red Hat is proud to be an equal opportunity workplace and an affirmative action employer. We review applications for employment without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, citizenship, age, veteran status, genetic information, physical or mental disability, medical condition, marital status, or any other basis prohibited by law.
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