Global Business Value Practice Director

About the job

The Red Hat Sales team is looking for a Global Business Value Director to join us anywhere in the United States (location flexible) and support the stupendous growth of the leader in the Hybrid Cloud market and other open source technologies. This is a unique opportunity to join the Red Hat Sales team in building a comprehensive Business Value Practice to spread the customer value methodology across functions. We are looking for someone who is passionate about business outcomes and can combine the competencies of value selling, strategy consulting, and in-depth knowledge on sales in the cloud infrastructure/platform space.

 

In this role, you will focus directly on leading engagements with our most strategic global customers to identify the value of Red Hat's partnership and the impetus to change through leading partner or customer-facing economic impact consulting discussions around measuring business outcome achievement, return on investment (ROI), total cost of ownership (TCO), business cases, 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 Hat's solutions and services. You will be reporting to the Global Head for the Business Value Practice (BVP), and your success will result in the strategic elevation of Red Hat with our customers, and shape the Sales team's go-to-market strategies. 

 

Additionally, you will lead strategy for the BVP globally and lead the GTM transformation at a global scale for Red Hat across Red Hat by using a value approach. This will include designing a comprehensive strategy and executing cross-functional collaboration with other functions, enablement across the Sales / Customer Success lifecycle, organizing events focused on communicating the value of Red Hat in and outside the organization, participating in development of new offerings and roadmaps, and BVP operations around hiring and performance.

What you will do

• Lead CXO customer engagement for Red Hat's largest global accounts
• Directly engage with global accounts and create business cases, financial justifications, deal structures, commercial proposals, and other Business Value analyses to help grow and close deals, and generation pipeline
• Develop C-level account strategies, ROI investment justifications, deal structures, commercial proposals, and value realization analysis for global accounts
• Identify, lead and contribute to the creation of Business Value thought leadership (best practices, white papers, workshops, etc.) for pipeline building
• Design and lead GTM transformation by using a value approach consistently and at scale
• Design a robust strategy to continue the transformation of Red Hat's GTM with a business approach to selling and realizing customer value at scale
• Collaborate with field learning to design and deliver enablement of internal Sales teams and partner account teams on the value of Red Hat products, services, and solutions
• Extend support to groups outside of enterprise sales to grow the value selling muscle for Red Hat, such as collaboration with Product Portfolio Marketing, Partners, Engineering, and other Sales or non-sales functions
• Establish and inform the strategic direction of the practice and implement global standardization
• Lead the development, deployment, and governance of global strategy for the BVP, providing advisory to global leader of BVP 
• Promote consistency across global teams and incorporate lessons learned to elevate BVP's portfolio of tools and assets accessible to all team members, as well as the suite of self-service assets accessible to the entire field organization
• Help expand the core Business Value Practice as well as any other new Business Value sub-teams, as well as onboard new team members into the different global geographies

What you will bring

• 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
• 5+ years of experience in leading Business Value functions at scale
• 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
• Bachelor's degree; Master's degree in business administration is a plus
• Ability to accommodate business travel for delivering customer engagements

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Employment Type: OTHER