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Business Value Director (Global Value CoE)

12.00 to 14.00 Years   Delhi   08 Feb, 2023
Red Hat, Inc
Job LocationDelhi
EducationNot Mentioned
SalaryNot Disclosed
IndustryIT - Software
Functional AreaSector / Business Research
EmploymentTypeFull-time

Job Description

    Business Value Director (Global Value CoE)You will focus directly on our largest key customers while enabling scale to reach other customer segments. You will lead engagements to identify the motivation to change through leading customer-facing economic impact consulting discussions around measuring business outcome achievement, return on investment (ROI), 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, and shape the Sales team s go-to-market strategies as well as customer success initiatives. Successful applicants must reside in a country where Red Hat is registered to do business. What you will do
    • Build the Red Hat Global Value Center of Excellence (CoE)
    • Collaboratively define the vision of customer value across the entire Red Hat customer lifecycle and the value community
    • Build and fulfill strategies to establish a comprehensive Value CoE partnering with internal teams, like business development (BD), professional services, etc.
    • Product manage and launch the Red Hat Value Platform including a library of reusable value assets, including value maps, benefit models, benchmarking, etc.
    • Directly engage with customer executives and in-region value expert teams, helping articulate the strategic and financial impact of Red Hat s digital transformation message to accelerate sales cycles
    • Develop C-level account strategies, ROI investment justifications, deal structures, commercial proposals, and value realization analysis
    • Serve as a key contact for 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 best practices, whitepapers, workshops, etc.
    • Act as a trusted advisor to regional Sales Management by providing guidance on account strategies and helping prioritize sales pursuits
    • Manage relationships with regional Sales and Customer Success leadership to build effective enterprise Sales best practices
    • Enable Sales teams to elevate their executive discussions by facilitating value-focused discovery and delivering business value impact analysis using the Value Platform
    What you will bring
    • 12+ years of proven record in selling complex solutions or transformation programs in cloud infrastructure or platform space
    • Solid experience in value engineering, value selling, or strategy consulting
    • Detailed business case development, ROI or TCO financial modeling, and commercial proposals or deal structuring experience
    • 5+ years of experience in setting up, leading, and scaling business value motions
    • 5+ years of experience in consulting or procurement function for IT organizations
    • Builder mentality and ability to build new programs or practices from start to finish
    • Experience engaging with C-level executives and internal stakeholders
    • Passionate, motivated, and empathetic; enjoy working in a highly collaborative, fast-paced environment
    • Bachelor s degree in management information systems or finance; MBA is a plus
    • Experience in working with open communities is a plus
    ,

Keyskills :
open source softwarereturn on investmentbusiness case developmentmanagement information systemsopen source

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