Sales

Red Hat Inc. , NC

Posted 2 days ago

About the job

The Red Hat Sales team is looking for a Business Value Manager to join us and support the rapid growth of the leader in the hybrid cloud market and other open source technologies. As one of the first hires for this role in the company, this is a unique opportunity for you to build a comprehensive business value practice from scratch to spread the customer value methodology across functions. You'll need to be passionate about business outcomes and have the competencies of value selling, strategy consulting, and program management in the cloud infrastructure and platform space. As a Business Value Manager, you will focus directly on our largest key customers while enabling scale to reach other customer segments. You will lead engagements to identify the impetus to change through leading customer-facing economic impact consulting discussions around measuring business outcome achievement, return on investment (ROI), total cost of ownership (TCO), and customer-related financing strategies. You will collaborate with Red Hat's teams and customer senior executives to uncover, define, and communicate the financial impact of the adoption of Red Hat's solutions. Your success will result in strategic elevation of Red Hat with customers and you'll shape the Sales team's go-to-market strategies as well as customer success initiatives. Successful applicants must reside in a state where Red Hat is registered to do business.

What you will do

  • Build the Red Hat Value Practice

  • Collaboratively define the vision of customer value across the entire Red Hat's customer life cycle and the value community

  • Build and carry out strategies to establish a comprehensive value community partnering with internal teams, including Business Delivery, professional services, etc.

  • Establish and evolve a Red Hat value framework and deliverables to help sell the value across the portfolio and scale across customer segments

  • Create a knowledge base including a library of reusable value assets, including value maps, benefit models, benchmarking, templates, tools, etc.

  • Directly engage with customer executive teams, helping articulate the strategic and financial impact of Red Hat's digital transformation message to accelerate Sales cycles

  • 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-premises or competition solutions

  • Identify, lead, and contribute to the creation of thought leadership, including best practices, whitepapers, workshops, etc., for pipeline building

  • Serve as a trusted adviser to regional Sales management by providing guidance on account strategies and helping prioritize Sales pursuits

  • Manage relationships with regional Sales and Customer Success leadership to build effective enterprise Sales best practices

  • Enable Sales teams to elevate their executive discussions by facilitating value-focused discovery and delivering business value impact analysis

What you will bring

  • 5+ years of proven record of selling complex solutions or transformation programs in cloud infrastructure or platform space in the public sector, financial services, or commercial accounts

  • 3+ years of experience with datacenter operations and cloud migrations

  • Solid experience with value engineering, value selling, or strategy consulting

  • Detailed business case development, ROI and TCO financial modeling, and commercial proposal and deal structuring experience

  • 3+ years of experience with federal consulting or procurement function for IT organizations

  • Builder mentality; ability to build new programs or practices from start to finish

  • Experience engaging with C-level executives and internal stakeholders

  • Passionate, motivated, and empathetic; enjoying working in a highly collaborative, fast-paced environment

  • Experience working with open communities is a plus

  • Bachelor's degree in management information systems or finance; MBA is a plus

#LI-REMOTE

About Red Hat

Red Hat is the world's leading provider of enterprise open source software solutions, using a community-powered approach to deliver reliable and high-performing Linux, hybrid cloud, container, and Kubernetes technologies. Red Hat helps customers integrate new and existing IT applications, develop cloud-native applications, standardize on our industry-leading operating system, and automate, secure, and manage complex environments. Award-winning support, training, and consulting services make Red Hat a trusted adviser to the Fortune 500. As a strategic partner to cloud providers, system integrators, application vendors, customers, and open source communities, Red Hat can help organizations prepare for the digital future.

Benefits

  • Comprehensive medical, dental, and vision coverage

  • Flexible Spending Account - healthcare and dependent care

  • Health Savings Account - high deductible medical plan

  • Retirement 401(k) with employer match

  • Paid time off and holidays

  • Paid parental leave plans for all new parents

  • Leave benefits including disability, paid family medical leave, and paid military leave

  • Additional benefits including employee stock purchase plan, family planning reimbursement, tuition reimbursement, transportation expense account, employee assistance program, and more!

Note: These benefits are only applicable to full time, permanent associates at Red Hat located in the United States.

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Sales

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