Job Description

What you will do

• Lead CXO customer engagement for Red Hat\xe2\x80\x99s largest global accounts
• Directly engage with global accounts and create business cases, financial justifications, deal structures, commercial proposals, and other business value analyses to help grow and close deals, and generation pipeline
• Develop C-level account strategies, ROI investment justifications, deal structures, commercial proposals, and value realization analysis for global accounts
• Identify, lead and contribute to the creation of Business Value thought leadership (best practices, white papers, workshops, etc.) for pipeline building
• Design and lead GTM transformation by using a value approach consistently and at scale
• Design a robust strategy to continue the transformation of Red Hat\xe2\x80\x99s GTM with a business approach to selling and realizing customer value at scale
• Collaborate with field learning to design and deliver enablement of internal Sales teams and partner account teams on the value of Red Hat products, services, and solutions
• Extend support to groups outside of enterprise sales to grow the value selling muscle for Red Hat, such as collaboration with Product Portfolio Marketing, Partners, Engineering, and other Sales or non-sales functions
• Establish and inform the strategic direction of the practice and implement global standardization
• Lead the development, deployment, and governance of global strategy for the BVP, providing advisory to global leader of BVP
• Promote consistency across global teams and incorporate lessons learned to elevate BVP\xe2\x80\x99s portfolio of tools and assets accessible to all team members, as well as the suite of self-service assets accessible to the entire field organization
• Help expand the core business value practice as well as any other new business value sub-teams, as well as onboard new team members into the different global geographies

• 15+ 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
• 5+ years of experience in leading Business Value functions at scale
• 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\xe2\x80\x99s degree; Master\xe2\x80\x99s degree in business administration is a plus
• Ability to accommodate business travel for delivering customer engagements

Red Hat