The Red Hat Sales team is looking for a Senior Business Value Manager 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 early hires of its kind in the company, this is a unique opportunity to join the Red Hat Sales team for building a comprehensive business value practice to deliver expanded bookings and incremental pipeline growth.
We are looking for someone who is passionate about business outcomes and can combine the competencies of B2B software selling, strategy consulting, and executive stakeholder management in the cloud infrastructure/platform space.
In this role, you will focus directly on our largest Enterprise customers to drive incremental booking achievement. You will lead C-level engagements to identify the impetus to change and quantify the impact of business outcome achievement through return on investment (ROI) business cases, total cost of ownership (TCO), 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. Your success will result in the strategic elevation of Red Hat with customers, leading to an expansion in our bookings and pipeline.
1. Deliver Incremental Sales Bookings Through CXO Customer Advisory for Top Deals In-Region
Directly engage with customer executive teams, helping articulate the strategic and financial impact of Red Hat’s transformation message to deliver incremental bookings over account quota
Develop C-level account strategies, ROI investment justifications, deal structures, commercial proposals, and value realization analysis
Serve as a key source of market insights into how our customers view the economic benefit of using Red Hat relative to on-prem or competition
Identify, lead and contribute to the creation of thought leadership (best practices, white papers, workshops, etc.) for pipeline building
2. Accelerate Achievement of Global Enterprise Sales Targets with Scalable Customer Engagements
Identify trends from whiteglove customer engagements to deliver scalable lighter touch customer value engagements aimed at accelerating Sales cycles to achieve Global Enterprise targets
Collaboratively define the vision of customer value across the entire Red Hat customer lifecycle and the value community (Sales, Marketing, Tech Sales, Customer Success etc.)
Create a knowledge base including a library of reusable value assets, including value maps, benefit models, benchmarking, templates, tools etc.
3. Expand Sales Pipeline Through Customers / Partner Cross-Functional Initiatives
Lead customer & partner executive sessions at key events such as Red Hat Summit, Executive Briefing Center etc. to elevate our positioning with customer economic buyers
Act as a trusted advisor to regional Sales management by providing guidance on account strategies and review MEDDPICC deal quality to prevent pipeline leak
Enable Sales teams to elevate their executive discussions by facilitating value-focused discovery and delivering business value oriented sales play campaigns
10+ years of detailed business case development, financial analysis, ROI / TCO financial modeling and executive storytelling experience
Strong experience in Value Advisory, Management Consulting or Value Engineering
10+ years of proven track record in enterprise selling of complex solutions in the cloud infrastructure or platform space
Experience engaging with C-level executives and complex internal stakeholder groups
Strong skills in developing executive narrative slideware with inputs from internal stakeholders
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 business travel for delivering customer engagements
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