Business Value Director
Red Hat
full-time
Posted on:
Location Type: Remote
Location: Canada
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Job Level
Tech Stack
About the role
- Deliver Incremental Sales Bookings Through CXO Customer Advisory for Top Deals with Canadian Accounts
- 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 Americas Enterprise 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 Americas Enterprise 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.
- Expand Sales Pipeline Through Customers / Partner Cross-Functional Initiatives
- Lead customer & partner 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 MEDDPICC 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
Requirements
- 12+ 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
- Experience engaging with C-level executives and complex internal stakeholder groups
- Candidate must be French speaking
- 10+ years of proven track record in enterprise selling of complex solutions in the cloud infrastructure or platform space
- 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
- Past experience in public sector is a plus
- Bachelor’s degree; Master’s degree in business administration is a plus
- Ability to accommodate business travel for delivering customer engagements
Benefits
- Health insurance
- Flexible working hours
- 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 modelingexecutive storytellingvalue advisorymanagement consultingvalue engineeringenterprise sellingcloud infrastructure
Soft skills
communication skillspresentation skillspublic speakingmeeting facilitationwhiteboardingprogram managementcollaborationstrategic thinkingcustomer engagementleadership
Certifications
Bachelor’s degreeMaster’s degree in business administration