Business Value Director – Global Telco
Red Hat
full-time
Posted on:
Location Type: Remote
Location: United Kingdom
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Job Level
About the role
- Accelerate Incremental Revenue Growth Through CXO Customer Advisory for Top Deals In-Region
- Engage with customer executive teams through Red Hat accounts teams, helping articulate the strategic and financial impact of Red Hat’s transformation message to deliver incremental revenue growth
- Develop (with guidance from and in coordination with the account teams) appropriate account strategies, ROI investment justifications, executive proposals, and value realization analysis with a special emphasis on Horizontal Telco solutions (including NFVI, VNF, CNF, OSS/BSS, V/O-RAN, Edge etc)
- Serve as a key source of market insights into how our customers view the economic benefit of using Red Hat relative to competition, including positioning Automation, Virtualization and AI based use cases for Telcos to increase Red Hat's business in these domains
- Identify, lead and contribute to the creation of thought leadership (best practices, white papers, workshops, etc.) for pipeline building
- Assist the account teams to Expand Sales Pipeline Through Customer / Partner Cross-Functional Initiatives
- Participate in customer & partner executive sessions at key events along with account teams such as Red Hat Summit, Executive Briefing Centers etc. to elevate our positioning with economic buyers
- Act as a trusted advisor to customer executives using deep industry expertise at external forums like Mobile World Congress, TM Forum, and other industry events
- Enable Sales teams to elevate their executive discussions by facilitating value-focused discovery and delivering business value oriented sales play campaigns
- Accelerate Achievement of Global Telco Sales Targets with Scalable Customer Engagements
- Identify trends from whiteglove customer engagements to deliver scalable lighter touch customer value engagements aimed at accelerating Sales cycles to achieve Global Telco targets
- 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.)
- Create a knowledge base including a library of reusable value assets, including value maps, benefit models, benchmarking, templates, tools etc.
Requirements
- 15+ years of detailed business case development, financial analysis, ROI / TCO financial modeling and executive storytelling experience
- 10+ years experience with demonstrable, practical solution deployment and a proven history of business expansion as a result
- Strong experience in Value Advisory, Management Consulting or Value Engineering
- Deep industry expertise in the Telco vertical, especially selling Horizontal solutions (including NFVI, VNFs, CNFs, OSS-BSS, V/O-RAN, Edge etc.)
- 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
- Ability to accommodate business travel for delivering customer engagements
Benefits
- Flexibly across work environments
- Health insurance
- Professional development opportunities
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
business case developmentfinancial analysisROI modelingTCO modelingsolution deploymentValue AdvisoryManagement ConsultingValue Engineeringexecutive narrative developmentprogram management
Soft skills
executive storytellingcommunication skillspresentation skillspublic speakingmeeting facilitationwhiteboardingcollaborationcustomer engagementstrategic thinkingleadership