Global Enterprise Deal Director
hace 2 semanas
In this role, you will be responsible for owning and delivering large strategic global software deals exceeding $100M in TCV. You will define key Red Hat commercial strategies, establish customer financial relationships, and create innovative commercial contractual solutions. You will collaborate with Red Hat/IBM teams and customers to identify financial solutions that best unlock customer and Red Hat capabilities, leveraging IBM cross-contract vehicles and synergies to maximize customer financial commitment to Red Hat.
Key Responsibilities- Partner with customers to create new, innovative fiscal and commercial contractual solutions that deliver revenue and margin growth, leveraging existing and new customer budgets and expanding the total Red Hat share of wallet.
- 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 on a case-by-case basis.
- 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 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/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 and 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.
- 10+ years of 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 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.
- Must be able 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 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 a strong understanding of GAAP and Non-GAAP accounting.
- 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, ISVs, 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 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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Global Enterprise Deal Director
hace 2 días
Puerto del Carmen, Las Palmas, España Red Hat SL A tiempo completoAbout the RoleWe are seeking a highly skilled and experienced 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, exceeding $100M in TCV, on specific strategic opportunity pursuits.Key ResponsibilitiesDefine key Red Hat...
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Global Enterprise Deal Director
hace 2 días
Puerto del Carmen, Las Palmas, España Red Hat SL A tiempo completoAbout the RoleWe are seeking a highly skilled and experienced 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, exceeding $100M in TCV, on specific strategic opportunity pursuits.Key ResponsibilitiesDefine key Red Hat...
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Global Enterprise Deal Director
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Puerto del Carmen, Las Palmas, España Red Hat SL A tiempo completoAbout the RoleWe are seeking a highly skilled and experienced 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 TCV.Key ResponsibilitiesPartner with customers to create innovative fiscal and...
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Global Enterprise Deal Director
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Puerto del Carmen, Las Palmas, España Red Hat SL A tiempo completoAbout the RoleWe are seeking a highly skilled and experienced 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 TCV.Key ResponsibilitiesPartner with customers to create innovative fiscal and...
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Puerto del Carmen, Las Palmas, España Red Hat SL A tiempo completoAbout the RoleWe 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 ResponsibilitiesPartner with customers to create...
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Puerto del Carmen, Las Palmas, España Red Hat SL A tiempo completoAbout the RoleWe 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 ResponsibilitiesPartner with customers to create...
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