Job Summary

In  this role you will own and deliver Large Strategic Global Software Deals >$100M in TCV on specific strategic opportunity pursuits by defining key Red Hat commercial strategies, establishing customer financial relationships, and creating and delivering innovative commercial contractual solutions. You will collaborate with Red Hat/IBM teams and customers to identify financial solutions that best unlock customer and Red Hat capabilities while also leveraging IBM cross contract vehicles and synergies in order to maximize customer financial commitment to Red Hat. 

The role delivers growth to Red Hat through developing, proposing, negotiating and closing complex financial contracts in excess of $80M+ in Total Contract Value. These solutions solve our customers' commercial and fiscal challenges and transform our businesses' business relationships through mitigation of risk and quantifying and visualizing the application of creative solutions and their impact to the total customer buying relationship.  The Dealmaker represents Red Hat in must win customer negotiations and owns deal results, leveraging Fiscal/Risk Scenario Analysis, modeling and proposals to gain customer trust and deliver outcomes (Revenue Growth, Margin, and Cash Flow).

We will consider candidates located in any EU country where Red Hat is registered to employ Associates.

What You Will Do

• Partner with customers to create new, innovative fiscal and commercial contractual solutions that deliver revenue and margin growth leveraging existing and new customer budgets and expanding the total Red Hat share of wallet.   

• Support, develop and deliver on ACV and ARR goals through one off engagements and coordination with local Sales, Finance, deal desk, BU and Sales Operations on a case-by-case basis. 

• 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 intercompany IBM/Red Hat on commercial revenue share and executing strategy of high-profile joint pursuits.

• Develop recommendations that accelerate sales, including analysis of build, partner and buy opportunities and other strategic investment proposals that inspire senior leaders to grow Red Hat in new ways.

• Work directly/indirectly with the largest Red Hat customers to assist in determining and approving optimal commercial solutions that meet the customers’ needs while optimizing the IBM / Red Hat offer while maximizing the revenue opportunity. Empowerment and decision making, broad legal and financial authority, with extensive understanding of concession risks and cost of sales implications.  

• Accountable for making decisions regarding concessions to drive deals to closure while minimizing risk to Red Hat and closing good, profitable business.

What You Will Bring:

• 10+ years Direct Sales experience with commercial enterprise customers 

• Extensive experience with contracts and negotiations of committed spend and/or other ELA style contracts with hands-on experience and demonstrated success with customers with $25M+ annual spend. 

• Experience with RFP and/ or Software negotiation on opportunities > $100M+ contract value at senior customer level (CxO). 

• Knowledge of the marketplace, competition and specific challenges of major industry sectors driving negotiation behaviors that present risk for the customer and Red Hat with the ability to quantify and model to customer and stakeholders.

• Must be able to navigate a frequently changing environment, incomplete information and complex stakeholder structures. 

• Strong analytical, mathematical, scenario analysis and software tool skills (ex. Excel, Powerpoint, Pivot tables, data manipulation, transformation, expected value) and how to use these to present compelling financial business cases to customers.

• Excellent communication and negotiation skills with knowledge of ZOPA, BATNA, etc. and how to use these in conjunction with excellent presentation skills (internally and customer-facing). 

• Proven capabilities of exemplary impact through cross-group collaboration and partnerships.  

• Experience in pricing and economics along with strong understanding of GAAP and Non-GAAP accounting.  

Nice To Have:

• Knowledge of Enterprise Platform and successful implementation of transformation utilizing enterprise platforms, with the ability to map relevant technologies to customers’ IT and business needs and priorities/adoption over time and transform into visional collaborative scenario models using customer collaboration and assumption that build alignment and trust.

• Understanding of Partner Ecosystem business models (including Tier 1s, ISVs, SIs) and the ability to identify asymmetries that provide unique joint value creation opportunities for relevant repeatable solutions or domain practices and apply these to create commercial value. 

• Strong understanding of financing and SaaS/subscription revenue recognition.  

• Deep understanding of the industry competitive landscape with the ability to translate Red Hat’s value proposition to drive globally compete strategies that present Red Hat’s unique competitive advantage.

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About Red Hat
Red Hat is the world’s leading provider of enterprise open source software solutions, using a community-powered approach to deliver high-performing Linux, cloud, container, and Kubernetes technologies. Spread across 40+ countries, our associates have the flexibility to choose the work environment that suits their needs from in-office to fully remote to office-flex. Red Hatters are encouraged to bring their best ideas, no matter their title or tenure. We're a leader in open source because of our open and inclusive environment. We hire creative, passionate people ready to contribute their ideas, help solve complex problems, and make an impact. Opportunities are open. Join us.

Diversity, Equity & Inclusion at Red Hat
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Equal Opportunity Policy (EEO)
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