Senior Business Value Principal - West Commercial

About the job:

The Red Hat Sales team is looking for a Senior Business Value Principal - West Commercial to join us and support the growth of the leader in the Hybrid Cloud market and other open source technologies as we help customers capitalize on the AI opportunity and broader digital transformation. The position is dedicated to customers in the western US, so only west coast candidates will be considered and preference will be given to candidates based in the San Francisco, Denver, or Chicago areas. 

This role is part of a small, new team supporting Americas Commercial Sales (our relatively fast growing, high potential customer segment), which presents a unique and exciting opportunity to influence our direction and impact as we aim to build a comprehensive business value practice that delivers expanded bookings and incremental pipeline growth. 

In this role, you will lead C-level engagements with customers in close collaboration with account teams 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. Within Red Hat, you will also act as a consultant to Sales leadership and help evolve Red Hat’s Value Practice.

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:

• CXO Customer Advisory on ROI and Business Value Achievement

Directly engage with customer executive teams in collaboration with Red Hat account teams and partners, 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 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

• Sales and Customer Success Counsel

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 leadership to build effective Sales best practices

Enable Sales teams to elevate their executive discussions by facilitating value-focused discovery and delivering business value impact analysis

• Build the Red Hat Value Practice

Collaboratively define the vision of customer value across the entire Red Hat customer lifecycle and the value community

Build and execute strategies to establish a comprehensive value community partnering with internal teams (BD, professional services etc.)

Establish and evolve a Red Hat value framework and deliverables to help sell the value across the portfolio and scale across customer segments

Create a knowledge base including a library of reusable value assets, including value maps, benefit models, benchmarking, templates, tools etc.

What you will bring:

• 8+ years of detailed business case development, ROI / TCO financial modeling and executive storytelling experience

• Strong experience in Management Consulting or Investment Banking is a must have

• Strong skills in developing executive narrative slideware with inputs from multiple internal stakeholders at times

• Experience engaging with C-level executives and complex internal stakeholder groups

• Preference for familiarity with selling complex solutions or transformation programs in the cloud infrastructure or platform space

• Strong program management and communication skills

• Presentation skills including public speaking, meeting facilitation, and whiteboarding

• Bachelor’s degree; Master’s degree in business administration is a plus

• Ability to accommodate limited business travel

Pay Transparency

Red Hat determines compensation based on several factors including but not limited to job location, experience, applicable skills and training, external market value, and internal pay equity. Annual salary is one component of Red Hat’s compensation package. This position may also be eligible for bonus, commission, and/or equity. For positions with Remote-US locations, the actual salary range for the position may differ based on location but will be commensurate with job duties and relevant work experience. 

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 work flexibly across work environments, from in-office, to office-flex, to fully remote, depending on the requirements of their role. 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.

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. 

Inclusion at Red Hat
Red 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 different 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 that compose our global village.

Equal Opportunity Policy (EEO)
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.