Global Enterprise Deal Director

hace 2 meses

Puerto del Carmen, Las Palmas, España Red Hat SL A tiempo completo
About the Role

We are seeking a highly experienced and skilled Global Enterprise Deal Director to join our team at Red Hat SL. As a key member of our sales organization, you will be responsible for owning and delivering large strategic global software deals exceeding $100M in Total Contract Value (TCV).

Key Responsibilities
  • Partner with customers to create innovative fiscal and commercial contractual solutions that drive revenue and margin growth.
  • Support and develop ACV and ARR goals through one-off engagements and collaboration with local sales, finance, deal desk, business units, and sales operations.
  • Design, evaluate, and advise on IBM/Red Hat cross-brand commercial revenue opportunities that leverage joint capabilities and maximize customer and commercial outcomes.
  • Negotiate intercompany IBM/Red Hat commercial revenue share and execute high-profile joint pursuits.
  • Develop recommendations that accelerate sales, including analysis of build, partner, and buy opportunities, and other strategic investment proposals that inspire senior leaders to grow Red Hat in new ways.
  • Work directly or indirectly with large Red Hat customers to determine and approve optimal commercial solutions that meet customer needs while optimizing the IBM/Red Hat offer and maximizing revenue opportunities.
  • Accountable for making decisions regarding concessions to drive deals to closure while minimizing risk to Red Hat and closing good, profitable business.
Requirements
  • 10+ years of direct sales experience with commercial enterprise customers.
  • Extensive experience with contracts and negotiations of committed spend and/or other Enterprise License Agreement (ELA) style contracts with hands-on experience and demonstrated success with customers with $25M+ annual spend.
  • Experience with Request for Proposal (RFP) and/or software negotiation on opportunities exceeding $100M+ contract value at senior customer level (CxO).
  • Knowledge of the marketplace, competition, and specific challenges of major industry sectors driving negotiation behaviors that present risk for the customer and Red Hat, with the ability to quantify and model to customer and stakeholders.
  • Ability to navigate a frequently changing environment, incomplete information, and complex stakeholder structures.
  • Strong analytical, mathematical, scenario analysis, and software tool skills (e.g., Excel, PowerPoint, pivot tables, data manipulation, transformation, expected value) and the ability to present compelling financial business cases to customers.
  • Excellent communication and negotiation skills, with knowledge of Zero-Option (ZOPA), Best Alternative to a Negotiated Agreement (BATNA), and the ability to use these in conjunction with excellent presentation skills (internally and customer-facing).
  • Proven capabilities of exemplary impact through cross-group collaboration and partnerships.
  • Experience in pricing and economics, along with a strong understanding of Generally Accepted Accounting Principles (GAAP) and Non-GAAP accounting.
Nice to Have
  • Knowledge of Enterprise Platform and successful implementation of transformation utilizing enterprise platforms, with the ability to map relevant technologies to customers' IT and business needs and priorities/adoption over time and transform into visual collaborative scenario models using customer collaboration and assumption that build alignment and trust.
  • Understanding of Partner Ecosystem business models (including Tier 1s, Independent Software Vendors (ISVs), and System Integrators (SIs)) and the ability to identify asymmetries that provide unique joint value creation opportunities for relevant repeatable solutions or domain practices and apply these to create commercial value.
  • Strong understanding of financing and Software as a Service (SaaS)/subscription revenue recognition.
  • Deep understanding of the industry competitive landscape with the ability to translate Red Hat's value proposition to drive globally competitive strategies that present Red Hat's unique competitive advantage.

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