Red hat Dealmaker Public Accounts 

United States, Maryland, Annapolis 

926441057

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

• Collaborate with senior leadership in Corporate Strategy, Finance and Sales to create and prioritize, so the organization can scale out to general sales and the deal desk, new commercial solutions offers that drive cloud and subscription adoption, collaboratively establishing GTM strategy that accelerate Red Hat’s organic business strateg

• 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

• Set and direct the overall strategic direction of new, innovative commercial offerings through iterative direct customer collaboration on must win contracts that bring to market new strategic offerings, capabilities that enable Red Hat to serve our customers in new and innovative ways in parallel with providing feedback on new subscription and service strategies for regional and worldwide application

• Coordinate with the FLT, Partners and Sales teams on $100M+ Commercial value joint partnerships that span across Direct, Indirect, OEM, CSSP and Embedded Sales channels that provide new revenue and growth opportunities

• Assume an informal leadership role, providing Sales teams guidance as to how to drive the business forward while ensuring customer satisfaction remains a top priority

• Collaborate with the Product Groups, Legal and Operations to highlight licensing trends and challenges and ensure that solutions developed meet the short and long term needs of both the customer and Red Hat

• Enable customer success and software adoptions through advisory and sharing of key artifacts, proper processes, key metrics and tools to enhance future revenue growth, product adoption and future revenue expansion

What you will bring:

• 10+ years direct sales experience with commercial enterprise customers in a combination of management/ strategy consulting and/or technology roles

• Masters’ degree or experience in Economics, Accounting, Finance, Legal or similar related fields, or Engineering and/ or Science discipline degree with hands’ on experience and demonstrated success in the software industry both in technical and financial capability for customers with $25M+ annual spend

• Extensive experience with contracts and negotiations of committed spend and/ or other ELA style contracts within the federal space

• Advanced knowledge/ experience in Accounting, Finance, Legal and/ or Economic disciplines

• Experience with RFP and or Software negotiation on opportunities > $100M+ contract value

• Strong analytical, mathematical, scenario analysis and software tool skills (ie: Excel, PowerPoint, pivot tables, data manipulation, transformation and expected value) and how to use these to present compelling financial business cases to customers

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

• Experience in pricing and cloud economics along with strong understanding of GAAP and Non-GAAP accounting; Strong understanding of financing and SaaS/ subscription revenue recognition

• Knowledge of the federal 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

The salary range for this position is $258,240.00 - $426,240.00 (inclusive of base pay + target incentive compensation). Actual offer will be based on your qualifications.

Pay Transparency

● 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