Global Enterprise Deal Director
hace 4 semanas
About the Role
We are seeking a highly skilled Global Enterprise Deal Director to join our team at Red Hat SL. As a key member of our sales team, you will be responsible for owning and delivering large strategic global software deals in excess of $100M in TCV.
Key Responsibilities
- Partner with customers to create new, innovative fiscal and commercial contractual solutions that deliver revenue and margin growth.
- Support, develop and deliver on ACV and ARR goals through one-off engagements and coordination with local Sales, Finance, deal desk, BU and Sales Operations.
- Design, evaluate and advise FLT on IBM/Red Hat cross-brand commercial revenue opportunities that leverage joint capabilities and maximize customer and commercial outcomes.
- Negotiate intercompany IBM/Red Hat on commercial revenue share and executing strategy of high-profile joint pursuits.
- Develop recommendations that accelerate sales, including analysis of build, partner and buy opportunities and other strategic investment proposals.
- Work directly/indirectly with the largest Red Hat customers to assist in determining and approving optimal commercial solutions that meet the customers' needs while optimizing the IBM / Red Hat offer while maximizing the revenue opportunity.
- 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 Direct Sales experience with commercial enterprise customers.
- Extensive experience with contracts and negotiations of committed spend and/or other ELA style contracts with hands-on experience and demonstrated success with customers with $25M+ annual spend.
- Experience with RFP and/or Software negotiation on opportunities > $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.
- Must be able to navigate a frequently changing environment, incomplete information and complex stakeholder structures.
- Strong analytical, mathematical, scenario analysis and software tool skills (ex. Excel, Powerpoint, Pivot tables, data manipulation, transformation, expected value) and how to use these to present compelling financial business cases to customers.
- Excellent communication and negotiation skills with knowledge of ZOPA, BATNA, etc. and how 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 strong understanding of GAAP and Non-GAAP accounting.
About Red Hat
Red Hat SL 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. We are 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. We welcome and encourage applicants from all the beautiful dimensions of diversity that compose our global village.
Equal Opportunity Policy (EEO)
Red Hat SL 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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