• Deal Desk Specialist - ISV Embedded, CCSP, and ICT

    Location GB-Farnborough
    Posting date 1 week ago(4/10/2018 8:21 AM)
    Job ID
  • Company Description

    At Red Hat, we connect an innovative community of customers, partners, and contributors to deliver an open source stack of trusted, high-performing solutions. We offer cloud, Linux, middleware, storage, and virtualization technologies, together with award-winning global customer support, consulting, and implementation services. Red Hat is a rapidly growing company supporting more than 90% of Fortune 500 companies.

    Job summary

    Support closure of complex deals and facilitate achievement of booking targets and forecast. The Red Hat Deal Desk team is looking for a Deal Desk Specialist for independent software vendors (ISVs), Certified Cloud Service Providers (CCSPs), and information and communication technology (ICT) for the Europe, the Middle East, and Africa (EMEA) region to join us in Farnborough, U.K. In this role, you will collaborate with the ISV, CCSP, and ICT organizations and with Sales, Sales Operations, and Finance teams and other stakeholders. You'll provide assistance to various stakeholders, closing complex ISV, CCSP, and ICT opportunities. As a Deal Desk Specialist, you will support complex ISV, CCSP, and ICT deals and ensure that deal practices are documented, optimized, communicated, adhered to, and in support of global operational and sales objectives while aligning with corporate policies, programs, and systems.

    Primary job responsibilities

    • Establish trusted working relationships with Red Hat teams that contribute to the achievement of the ISV, CCSP, and ICT bookings, forecast, and pipeline
    • Serve as a Subject Matter Expert and provide ISV, CCSP, and ICT deal structure support to Sales and Sales Operations teams, including regional Deal Desk team’s representatives, and engage teams which may be impacted specifically by the Commercial Legal Group, Finance, Product Management, Product Marketing, Global Professional Services, and Global Support Services teams
    • Provide Operational Support to the regional Sales and ISV, CCSP, and ICT leadership teams regarding the visibility of key deals in the forecast, planning, and pipeline management
    • Enforce the corporate approval framework and associated policies
    • Promote competency to negotiate and close deals that align with established guidelines
    • Promote and support the use of Salesforce.com (SFDC) as the primary system for contract review requests and price approval requests; document final contract summaries and price justifications for senior management
    • Ensure that deal practices are documented, optimized, communicated, adhered to, and in support of global operational and sales objectives
    • Be at the center of support activities, enabling ISV, CCSP, and ICT sales teams to close complex deals and facilitate efficient deal throughput; engage with the Sales Operations and Business Partnership teams to provide insights for their weekly business reviews with the Sales team’s country managers, analysing gaps to forecast and bookings targets and supporting achievement of linearity targets
    • Attend account planning sessions with sales teams to provide early advice and support in structuring the best ISV, CCSP, and ICT deals; advise on the available options
    • Provide project management support for large, complex ISV, CCSP, and ICT deals from opportunity to order

    Required skills

    • 5+ years of experience working in a rapidly changing, deadline-based position, involving daily interaction with multiple levels of management and peers; industry experience with deal construction in ISV, CCSP, and ICT business
    • Excellent written and verbal communication skills; solid organizational and interpersonal skills
    • Ability to communicate across all levels of management
    • Proven skills in negotiation, analysis, critical thinking, problem-solving, crisis management, and leadership
    • Familiarity with services and sales operations, order processing, fulfilment, revenue recognition, legal contracts, purchase orders, and license agreements
    • Comfortable handling multiple urgent tasks, projects, and relationships under pressure
    • Ability to work quickly and thoroughly under changing conditions and timelines
    • Excellent presentation skills
    • Detail-oriented and motivated
    • Fluent language skills in English; advanced knowledge of French or German is a plus
    • Bachelor's degree is a plus
    • Experience with SFDC and Oracle is a plus

    Red Hat 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, uniformed services, genetic information, physical or mental disability, medical condition, marital status, or any other basis prohibited by law.

    Red Hat does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract between Red Hat and the recruitment agency or party requesting payment of a fee.



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