Senior Director, Enterprise Strategic Deal Making

Job Description

Senior Director, Enterprise Strategic Deal MakingPosting Location : Location US-NC-RemotePosting date 1 day ago(12/7/2021 5:50 AM)Job ID 92514 Workday ID R-019812 About the job The Red Hat Enterprise Sales team is looking for a global Senior Director focused on enterprise strategic deal making to join us. In this role, you will be instrumental in initiating and completing large strategic deals for the enterprise segment, which will require you to have the ability to collaborate globally to maximize and successfully close deals. You ll be responsible for the overall design, negotiation, strategy, and completion of customer deals with the key expectation of leading the negotiation of large, complex deals that will grow the enterprise segment s booking and revenue dollars and adoption of Red Hat s offerings in enterprise accounts. You and your team will work closely with the account teams and also coordinate with the Deal Desk, Legal, and Products and Technologies (PnT) teams to expedite approvals. As a Senior Director, you will also lead a team of business value assessment experts who work closely with customers to build custom ROI and value analysis to justify acquisition of Red Hat s capabilities. You ll need to have the ability to understand and adhere to Red Hat s policies, internal control procedures, and ethics guidelines. You will report to the Senior Vice President of Global Enterprise Sales. This role can be located in the Europe, the Middle East, and Africa (EMEA), North America (NA), or Latin America (LATAM) regions or remotely. Successful applicants must reside in a state or country where Red Hat is registered to do business. What you will do

• Achieve enterprise sales goals, maximizing Red Hat s revenue opportunity in key accounts
• Lead creation of complex, value-driven deal architectures and negotiations in enterprise accounts through direct customer interactions, working across the Red Hat portfolio of offerings
• Collaborate with global and regional leaders, sales teams, including the Partner, Commercial, and Telco, Media, and Entertainment (TME) teams, and the Customer Success, Business, PnT, Finance, Legal, and Marketing teams; promote growth while maintaining profitability through data-driven deal structures and negotiations
• Serve as brand ambassador to ensure that proposals and business cases are delivered in accordance with corporate brand guidelines
• Use and evolve Red Hat s systems, processes, and tools to ensure that business cases and proposals are processed rapidly and approved within operating principles and timelines
• Serve as a change agent, deploying new tools, technologies, and processes, absorbing complex information and simplifying it for consumption
• Guide standardized global processes and adherence to internal control policies and procedures, including those of the Ethics, Security, and Legal teams
• Oversee the management and implementation of deal proposals, pursuing innovations in the end-to-end deal process to improve proposal methods and business development support
• Provide thought leadership and creative problem-solving, maximizing the use and adoption of Red Hat s portfolio of offerings
• Manage competing priorities in a fast-paced environment with ongoing change
• Display exceptional balance between the needs of Red Hat and our customers
• Demonstrate awareness, professional maturity, and executive presence, ensuring that all interactions support Red Hat s values
• Demonstrate consistent data-driven decision making, remaining calm under pressure in adverse, high-stress situations

What you will bring

• 10+ years of global leadership experience selling software or service infrastructure solutions with extensive field sales and services leadership experience
• Knowledge of Red Hat s offerings, services, and solutions
• Demonstrated record of building robust business cases and proposals and effective deal realization in global organizations
• Solid enterprise understanding, advanced analytical skills, and technical insight
• Global business knowledge related to served markets, global and regional cultural differences, strategies, and segments
• Excellent data-driven decision making and high analytical system experience
• Demonstrated ability to surpass goals, seizing existing opportunities and defining new opportunities to serve customers and achieve results
• Ability to challenge assumptions and conventional wisdom with specific, supported, reasoned business cases and proposals, leading the organization through customer negotiations to close complex deals
• Solid communication skills used to articulate direction and collaborate with the organization, reaching into a matrixed organization to gain alignment and teamwork momentum
• Demonstrated ability to hold oneself and others accountable for commitments, providing clarity and outlining clear and shared expectations for success
• Solid operational aptitude to analyze performance, anticipate business needs, and align resources and action plans needed to succeed
• Ability to lead through ambiguity and with clarity in how to land our strategy
• Solid executive leadership, communications, and business skills
• Comfortable negotiating changes that will impact growth for the enterprise segment
• Willingness to take on travel and non-standard hours conference calls to meet deadlines, following Red Hat s COVID-19 guidelines
• Bachelors degree in business administration or a technical discipline; 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.Interested in this job ApplyApplyShareSorry the Share function is not working properly at this moment. Please refresh the page and try again later.Share on your newsfeedRed Hat s culture is built on the open source principles of transparency, collaboration, and inclusion, where the best ideas can come from anywhere and anyone. When this is realized, it empowers people from diverse backgrounds, perspectives, and experiences to come together to share ideas, challenge the status quo, and drive innovation. Our aspiration is that everyone experiences this culture with equal opportunity and access, and that all voices are not only heard but also celebrated. We hope you will join our celebration, and we welcome and encourage applicants from all the beautiful dimensions of diversity that compose our global village.Read our complete Statement of Commitment to Diversity, Equity, and InclusionIn accordance with Red Hat s policies, U.S. government regulations, and our ongoing commitment to prioritizing the health and safety of our associates, their families, and the community at large, all Red Hat associates and contractors working in the United States must be fully vaccinated against COVID-19 no later than November 29, 2021. Should you require accommodation for medical or religious reasons, Red Hat will engage in an interactive process with you to determine if a reasonable accommodation can be provided in accordance with applicable City, State and/or Federal law.Red Hat is proud to be an equal opportunity workplace and an affirmative action employer. We review applications for employment without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, citizenship, age, veteran status, genetic information, physical or mental disability, medical condition, marital status, or any other basis prohibited by law.Red Hat does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract between Red Hat and the recruitment agency or party requesting payment of a fee.,

Keyskills :
latin americaopen sourcefield salesdeliveryproblem solvingopen source softwareautomationfamily planningpeople managementvalue analysishybrid clouddeal structuresmarketingsalesdatadriven decision making