Job Summary
The Red Hat Sales team is looking for a Business Value Director to join us in Indonesia and support the stupendous growth of the leader in the Hybrid Cloud market and other open source technologies. As one of the early hires of its kind in the company, this is a unique opportunity to join the Red Hat Sales team for building a comprehensive business value practice to deliver expanded bookings and incremental pipeline growth. 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. In this role, you will focus directly on our Enterprise customers to drive incremental booking achievement. You will lead C-level engagements 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. You will collaborate with Red Hat teams and customer senior executives to uncover, define, and communicate the financial impact for the adoption of Red Hats solutions. Your success will result in the strategic elevation of Red Hat with customers, leading to an expansion in our revenue and pipeline.
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 Hats 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
Bachelors degree; Masters degree in business administration is a plus
Ability to accommodate business travel for delivering customer engagements
About Red Hat
Red Hat is the worlds 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 have the flexibility to choose the work environment that suits their needs from in-office to fully remote to office-flex. 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. Opportunities are open. Join us.
Diversity, Equity & Inclusion at Red Hat
Red Hats 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 diverse 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 of diversity 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.
Red Hat does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract between Red Hat and the recruitment agency or party requesting payment of a fee.
Red Hat supports individuals with disabilities and provides reasonable accommodations to job applicants. If you need assistance completing our online job application, email [Confidential Information]. General inquiries, such as those regarding the status of a job application, will not receive a reply.
