Deliver Incremental Sales Bookings Through CXO Customer Advisory for Top Deals with North America Public Sector 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
Prior experience with public sector including Federal, State and Local, or Higher Education
Experience engaging with C-level executives and complex internal stakeholder groups
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
Bachelor’s degree; Master’s degree in business administration is a plus
Ability to accommodate business travel for delivering customer engagements

Benefits

● 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
● Additional benefits including employee stock purchase plan, family planning reimbursement, tuition reimbursement, transportation expense account, employee assistance program, and more!

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

business case developmentfinancial analysisROI modelingTCO modelingexecutive storytellingvalue advisorymanagement consultingvalue engineeringenterprise sellingcloud infrastructure

Soft Skills

program managementcommunication skillspresentation skillspublic speakingmeeting facilitationwhiteboardingcollaborationstrategic thinkingcustomer engagementleadership

Certifications

Bachelor's degreeMaster's degree in business administration