Global Enterprise Deal Director
Red Hat
full-time
Posted on:
Location Type: Remote
Location: Arizona • California • United States
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Salary
💰 $291,510 - $481,100 per year
Job Level
About the role
- Partner with customers to create new, innovative fiscal and commercial contractual solutions that deliver revenue and margin growth leveraging existing and new customer budgets and expanding the total Red Hat share of wallet
- Support, develop and deliver on ACV and ARR goals through one off engagements and coordination with local Sales, Finance, deal desk, BU and Sales Operations on a case-by-case basis
- Design, evaluate and advise FLT on IBM/Red Hat cross brand commercial revenue opportunities that leverage joint capabilities and maximize customer and commercial outcomes
- Negotiate intercompany IBM/Red Hat on commercial revenue share and executing strategy of high-profile joint pursuits
- Develop recommendations that accelerate sales, including analysis of build, partner and buy opportunities and other strategic investment proposals that inspire senior leaders to grow Red Hat in new ways
- Work directly/indirectly with the largest Red Hat customers to assist in determining and approving optimal commercial solutions that meet the customers’ needs while optimizing the IBM / Red Hat offer while maximizing the revenue opportunity
- Empowerment and decision making, broad legal and financial authority, with extensive understanding of concession risks and cost of sales implications
- Accountable for making decisions regarding concessions to drive deals to closure while minimizing risk to Red Hat and closing good, profitable business
Requirements
- 10+ years Direct Sales experience with commercial enterprise customers
- Extensive experience with contracts and negotiations of committed spend and/or other ELA style contracts with hands-on experience and demonstrated success with customers with $25M+ annual spend
- Experience with RFP and/ or Software negotiation on opportunities > $100M+ contract value at senior customer level (CxO)
- Knowledge of the marketplace, competition and specific challenges of major industry sectors driving negotiation behaviors that present risk for the customer and Red Hat with the ability to quantify and model to customer and stakeholders
- Must be able to navigate a frequently changing environment, incomplete information and complex stakeholder structures
- Strong analytical, mathematical, scenario analysis and software tool skills (ex. Excel, Powerpoint, Pivot tables, data manipulation, transformation, expected value) and how to use these to present compelling financial business cases to customers
- Excellent communication and negotiation skills with knowledge of ZOPA, BATNA, etc. and how to use these in conjunction with excellent presentation skills (internally and customer-facing)
- Proven capabilities of exemplary impact through cross-group collaboration and partnerships
- Experience in pricing and economics along with strong understanding of GAAP and Non-GAAP accounting
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
Direct Salescontract negotiationRFP negotiationfinancial analysisscenario analysisdata manipulationExcelPowerPointPivot tablesGAAP
Soft Skills
communication skillsnegotiation skillsanalytical skillscollaborationdecision makingproblem solvingpresentation skillsadaptabilityleadershipstrategic thinking