Enteprise Deal Director

About the job:
Serve as a strategy leader defining key Red Hat commercial strategies, including researching and identifying priority solutions that best unlock customer and Red Hat capabilities while also using IBM cross-contract vehicles and synergies.

The Red Hat Strategic Accounts team is looking for an experienced Enterprise Sales Deal Director to join us in any major European city. In this role, you will have a broad legal and financial authority and you will work closely with customer, Red Hat, and legacy IBM teams to achieve market scale and optimize IBM corporation outcomes. You will deliver growth to Red Hat through developing and enabling solutions that will solve customer business challenges through the adoption of Red Hat’s solutions. As an Enterprise Sales Deal Director, you will also represent Red Hat’s financial outcomes in key customer pursuits by serving as a deal leader and offer lead for Red Hat’s commercial solutions.

What you will do:

- Work directly and indirectly with the largest enterprise customers to assist in determining and approving optimal commercial solutions that will meet customer needs while optimizing the IBM’s and Red Hat’s offers
- Be accountable for making decisions regarding concessions to guide deals to closure while minimizing risk to Red Hat and closing good profitable business
- Support, develop, and deliver on the commercial revenue goals of Red Hat through one-off engagements and coordination with local Sales, Finance, Deal Desk, Business, and Operations teams on a case-by-case basis
- Enable customer success through advisory on proper processes, key metrics, and tools to enhance future renewal revenue; provide direction on customer success through market share gains, sales outcomes, customer feedback, and other key metrics
- Negotiate internally between IBM and Red Hat on commercial revenue share and how to carry out strategy of high-profile joint pursuits
- Take a leadership role in working directly with sales teams to help determine how to grow the business while ensuring that customer satisfaction remains a top priority
- Set strategic commercial direction; decide the overall strategic direction of new and inventive commercial offerings
- Design, evaluate, and direct the sales teams on IBM-Red Hat cross-brand commercial revenue opportunities that make use of our joint capabilities and that maximize customer and commercial outcomes
- Develop recommendations, including analyses for strategic investment proposals that will inspire senior leaders to invest in the strategy
- Coordinate with internal stakeholders to highlight licensing trends and challenges and ensure that the solutions developed meet the short and long-term needs of the customers and Red Hat

What you will bring:

- 10+ years of experience with commercial enterprise customers and a combination of management and strategy consulting or technology roles
- Solid background in Finance and/or Accounting
- Excellent communication and negotiation skills in Spanish and/or Italian, as well as excellent presentation skills
- Knowledge of the marketplace, competition, and specific challenges of major industry sectors informing your negotiation behavior
- Ability to support negotiation of large deals at the senior customer level (CxO)
- Ability to deal with a frequently changing environment, incomplete information, and complex stakeholder structures
- Solid analytical, mathematical, and financial skills, including Microsoft Excel, pivot tables, data manipulation, and transformation
- Knowledge of the enterprise platform and successful implementation of transformation using enterprise platforms; ability to map relevant technologies to customers’ IT and business needs and priorities
- Understanding of the partner ecosystems’ business models, including Tier 1s, independent software vendors (ISVs), and system integrators (SIs); ability to identify asymmetries that provide unique joint value creation opportunities for relevant repeatable solutions or domain practices
- Deep understanding of the competitive landscape within the industry; ability to translate Red Hat’s value proposition to guide global compete strategies
- Record of exemplary impact through cross-group collaboration and partnerships
- Bachelor's degree in economics or a similar related field, or an engineering or science degree with direct experience and demonstrated success in industry, ideally both in a technical and financial capacity