Red hat Business Value Senior Manager East Commercial Sales 

United States, Virginia, Richmond 

427336604

1. 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.

2. CXO Customer Advisory on ROI and Business Value Achievement

• Directly engage with customer executive 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 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

3. 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 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

What You'll Bring:

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

• Strong experience in Management Consulting or Investment Banking

• 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

• Strong program management and communication skills

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

• Ability to accomodate limited business travel

Would be a Plus:

• Familiarity with selling complex solutions or transformation programs in the cloud infrastructure or platform space

• Prior experience with people leadership

• Bachelor’s degree; Master’s degree in business administration

The salary range for this position is $260,330.00 - $429,590.00 (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