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Primary Job Responsibilities
Deliver Incremental Revenue Through CXO Customer Advisory for Top Deals In-Region
Directly engage with customer executive teams, helping articulate the strategic and financial impact of Red Hat’s transformation message to deliver incremental bookings over account quota
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
Accelerate Achievement of Enterprise Sales Targets with Value Management
Collaboratively define the vision of customer value across the entire Red Hat customer lifecycle and the value community (Sales, Marketing, Tech Sales, Customer Success etc.)
Contribute to a knowledge base including a library of reusable value assets, including value maps, benefit models, benchmarking, templates, tools etc.
Expand Sales Pipeline Through Cross-Functional Initiatives
Lead customer executive sessions at key events such as Red Hat Summit, Executive Briefing Center etc. to elevate our positioning with customer economic buyers
Act as a trusted advisor to regional Sales management by providing guidance on account strategies and review MEDDIC deal quality to prevent pipeline leak
Enable Sales teams to elevate their executive discussions by facilitating value-focused discovery and delivering business value oriented sales play campaigns
Required Skills
15+ years of detailed business case development, financial analysis, ROI / TCO financial modeling and executive storytelling experience
Strong experience in Value Advisory, Management Consulting or Value Engineering
10+ years of proven track record in selling of complex solutions in the cloud infrastructure or platform space
Experience engaging with C-level executives and complex internal stakeholder groups
Strong skills in developing executive narrative slideware with inputs from internal stakeholders
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 business travel for delivering customer engagements
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