Job details

North America Deal Director

About the job:

Red Hat is looking for a Deal Director to support strategic pursuits within North America. In this role you will act as a deal maker, defining key commercial strategies and working in a cross-functional fashion to achieve market scale and optimize economic value for both customer(s) and Red Hat, Inc. Key aspects of this role will include researching and identifying priority solutions that best unlock customer and Red Hat capabilities while also leveraging IBM cross contract vehicles and synergies. You will work closely with Customers, Red Hat, and legacy IBM teams, as needed. This role delivers growth to Red Hat through developing and enabling solutions that solve the customers business challenges as they digitally transform their businesses, and therefore, is one that is critical to our long-term success. This role will report to the Sr. Director of the Strategic Pursuits Program within the Enterprise segment.

What you will do:

Work directly and indirectly with the largest Enterprise customers to assist in determining and approving optimal commercial solutions that meets the customers’ needs while optimizing the IBM and Red Hat offer and maximizing the revenue opportunity to Red Hat.
Accountable for making decisions regarding concessions to drive deals to closure but minimizing risk to Red Hat and closing good profitable business.
Take a leadership role in working directly with sales teams to help determine how to drive the business forward while ensuring that customer satisfaction remains a top priority.
Support, develop, and deliver on the commercial revenue goals of the NA VP, Enterprise Sales through one-off engagements and coordination with local Sales, Finance, Deal Desk, BU and Operations teams on a case-by-case basis.
Lead cross-functional teams through the development and testing of solutions to financially significant deal-related problems.
Negotiate inter-company IBM/Red Hat commercial revenue share and execute the financial strategy of high-profile joint pursuits.
This role will be dotted-line into the Sr. Director of Global Enterprise Sales (responsible for Global Deal Directors) to ensure collaboration and application of standardize deal methods and practices, while also provide feedback and keen insights on how to improve deal designs and/or how to improve on any operational and execution elements of our GTM.

What you will bring:

10 years direct Sales experience with commercial enterprise customers
Combination of management/strategy consulting, and or technology roles.
Contracts and Negotiations of Committed Spend and or other ELA style contracts.
Knowledge of the marketplace, competition, and specific challenges of major industry sectors driving negotiation behavior.
Must be able to support negotiation of large deals at senior customer level (CxO).
Must be able to thrive in the face of frequently changing environments, incomplete information, and complex stakeholder structures.
Strong analytics, mathematical, and tool skills (Excel, Pivot tables, data manipulation and transformation).
Superlative communication and negotiation skills required, as well as excellent presentation skills, both internally and customer-facing.
Knowledge of Enterprise Platform and successful implementation of transformation utilizing enterprise platforms, with ability to map relevant technologies to customers’ IT and business needs and priorities.
Understanding of the partner ecosystems business models (including Tier 1s, ISVs, SIs) and the ability to identify asymmetries that provide unique joint value creation opportunities for relevant repeatable solutions or domain practices.
Deep understanding of the industry competitive landscape and be able to translate Red Hat value proposition to drive global compete strategies.
Proven capabilities of exemplary impact through cross-group collaboration and partnerships.
Bachelor's degree in Economics, or similar related field, or engineering and/or science discipline degree with hands on experience and demonstrated success in a technical and financial capacity.

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