Business Value Director - North America Public Sector

Red River • Washington, DC

9d

About The Position

About the role: The Red Hat Sales team is looking for a Business Value Director to join us and support the growth of the leader in the Hybrid Cloud market and other open source technologies. 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. What you will do: In this role, you will focus directly on our largest Enterprise customers with a global footprint 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.

Requirements

• 12+ 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
• Prior experience with public sector including Federal, State and Local, or Higher Education
• Experience engaging with C-level executives and complex internal stakeholder groups
• 10+ years of proven track record in enterprise selling of complex solutions in the cloud infrastructure or platform space
• 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
• Ability to accommodate business travel for delivering customer engagements

Nice To Haves

• Master’s degree in business administration is a plus

Responsibilities

• Deliver Incremental Sales Bookings Through CXO Customer Advisory for Top Deals with North America Public Sector Accounts 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
• Accelerate Achievement of Americas 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 Americas 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.
• 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

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!

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Number of Employees: 501-1,000 employees