Strategic Accounts Manager 5

Red Hat•Remote US TX, TX

9d•$247,780 - $409,000

About The Position

The Strategic Accounts Manager delivers growth to Red Hat by developing, proposing, negotiating, and closing complex financial contracts exceeding $80 million in total contract value. The role creates solutions to customers’ commercial and fiscal challenges and transforms business relationships by mitigating risk and quantifying the impact of creative solutions on the total customer buying relationship. The Dealmaker represents Red Hat in must-win customer negotiations and owns deal results, using fiscal and risk scenario analysis, modeling, and proposals to build customer trust and deliver revenue growth, margin, and cash flow outcomes. The position partners with customers and internal teams to create commercial solutions, support ACV and ARR goals, evaluate IBM/Red Hat cross-brand opportunities, and advise senior leaders on strategic investments. It works with Red Hat’s largest customers to determine optimal commercial solutions and has broad legal and financial authority to make concession decisions while managing risk and closing profitable business. Candidates may be located in any EU country where Red Hat is registered to employ associates.

Requirements

10+ years of direct sales experience with commercial enterprise customers.
Extensive experience with contracts and negotiations involving committed spend and/or ELA-style contracts, including hands-on success with customers spending $25 million or more annually.
Experience with RFPs and/or software negotiations on opportunities exceeding $100 million in contract value at senior customer (CxO) level.
Knowledge of the marketplace, competition, and major industry-sector challenges that influence negotiation behavior and create risks for customers and Red Hat; ability to quantify and model these for customers and stakeholders.
Ability to navigate a frequently changing environment, incomplete information, and complex stakeholder structures.
Strong analytical, mathematical, and scenario-analysis capabilities, and software-tool skills such as Excel, PowerPoint, pivot tables, data manipulation, transformation, and expected-value analysis.
Ability to use analytical tools to present compelling financial business cases to customers.
Excellent communication, negotiation, and presentation skills, including knowledge of ZOPA and BATNA and how to apply them internally and with customers.
Proven ability to achieve exemplary impact through cross-group collaboration and partnerships.
Experience in pricing and economics, with a strong understanding of GAAP and non-GAAP accounting.

Nice To Haves

Knowledge of enterprise platforms and successful implementation of transformations using them; ability to map relevant technologies to customer IT and business needs and priorities, and develop collaborative scenario models that build alignment and trust.
Understanding of partner ecosystem business models, including Tier 1s, ISVs, and SIs, and ability to identify asymmetries that create joint value and apply them to commercial opportunities.
Strong understanding of financing and SaaS/subscription revenue recognition.
Deep understanding of the industry competitive landscape and ability to translate Red Hat’s value proposition into globally competitive strategies that highlight its unique advantages.

Responsibilities

Partner with customers to create innovative fiscal and commercial contractual solutions that grow revenue and margin, use existing and new budgets, and expand Red Hat’s share of wallet.
Support and deliver on ACV and ARR goals through one-off engagements and coordination with Sales, Finance, Deal Desk, business units, and Sales Operations.
Design, evaluate, and advise FLT on IBM/Red Hat cross-brand commercial revenue opportunities that leverage joint capabilities and maximize customer and commercial outcomes.
Negotiate commercial revenue sharing between IBM and Red Hat and execute strategies for high-profile joint pursuits.
Develop recommendations to accelerate sales, including analysis of build, partner, and buy opportunities and strategic investment proposals for senior leaders.
Work with Red Hat’s largest customers to determine and approve commercial solutions that meet customer needs, optimize the IBM/Red Hat offer, and maximize revenue opportunity.
Make decisions regarding concessions to close deals while minimizing Red Hat’s risk and ensuring profitable business.
Represent Red Hat in must-win customer negotiations and own deal results.
Use fiscal and risk scenario analysis, modeling, and proposals to build customer trust and deliver revenue growth, margin, and cash flow outcomes.

Benefits

Comprehensive medical, dental, and vision coverage (stated as applicable to full-time, permanent associates in the United States).
Flexible Spending Account for healthcare and dependent care (stated as applicable to full-time, permanent associates in the United States).
Health Savings Account for the high-deductible medical plan (stated as applicable to full-time, permanent associates in the United States).
401(k) retirement plan with employer match (stated as applicable to full-time, permanent associates in the United States).
Paid time off and holidays (stated as applicable to full-time, permanent associates in the United States).
Paid parental leave plans for all new parents (stated as applicable to full-time, permanent associates in the United States).
Leave benefits including disability, paid family medical leave, and paid military leave (stated as applicable to full-time, permanent associates in the United States).
Employee stock purchase plan (stated as applicable to full-time, permanent associates in the United States).
Family planning reimbursement (stated as applicable to full-time, permanent associates in the United States).
Tuition reimbursement (stated as applicable to full-time, permanent associates in the United States).
Transportation expense account (stated as applicable to full-time, permanent associates in the United States).
Employee assistance program (stated as applicable to full-time, permanent associates in the United States).
The position may also be eligible for bonus, commission, and/or equity.