The posting
The role delivers growth to Red Hat through developing, proposing, negotiating and closing complex financial contracts in excess of $80M+ in Total Contract Value. These solutions solve our customers' commercial and fiscal challenges and transform our businesses' business relationships through mitigation of risk and quantifying and visualizing the application of creative solutions and their impact to the total customer buying relationship. The Dealmaker represents Red Hat in must win customer negotiations and owns deal results, leveraging Fiscal/Risk Scenario Analysis, modeling and proposals to gain customer trust and deliver outcomes (Revenue Growth, Margin, and Cash Flow). We will consider candidates located in any EU country where Red Hat is registered to employ Associates. What You Will Do:
· 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.
What You Will Bring:
· 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.
Nice To Have:
· Knowledge of Enterprise Platform and successful implementation of transformation utilizing enterprise platforms, with the ability to map relevant technologies to customers’ IT and business needs and priorities/adoption over time and transform into visional collaborative scenario models using customer collaboration and assumption that build alignment and trust.
· Understanding of Partner Ecosystem 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 and apply these to create commercial value.
· Strong understanding of financing and SaaS/subscription revenue recognition.
· Deep understanding of the industry competitive landscape with the ability to translate Red Hat’s value proposition to drive globally compete strategies that present Red Hat’s unique competitive advantage.
The salary range for this position is $247,780.00 - $409,000.00 (inclusive of base pay + target incentive compensation). Actual offer will be based on your qualifications.
Pay Transparency
Red Hat determines compensation based on several factors including but not limited to job location, experience, applicable skills and training, external market value, and internal pay equity. Annual salary is one component of Red Hat’s compensation package. This position may also be eligible for bonus, commission, and/or equity. For positions with Remote-US locations, the actual salary range for the position may differ based on location but will be commensurate with job duties and relevant work experience.
About Red Hat
Red Hat is the world’s leading provider of enterprise open source software solutions, using a community-powered approach to deliver high-performing Linux, cloud, container, and Kubernetes technologies. Spread across 40+ countries, our associates work flexibly across work environments, from in-office, to office-flex, to fully remote, depending on the requirements of their role. Red Hatters are encouraged to bring their best ideas, no matter their title or tenure. We're a leader in open source because of our open and inclusive environment. We hire creative, passionate people ready to contribute their ideas, help solve complex problems, and make an impact.
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!
Note: These benefits are only applicable to full time, permanent associates at Red Hat located in the United States.
Inclusion at Red Hat Red Hat’s culture is built on the open source principles of transparency, collaboration, and inclusion, where the best ideas can come from anywhere and anyone. When this is realized, it empowers people from different backgrounds, perspectives, and experiences to come together to share ideas, challenge the status quo, and drive innovation. Our aspiration is that everyone experiences this culture with equal opportunity and access, and that all voices are not only heard but also celebrated. We hope you will join our celebration, and we welcome and encourage applicants from all the beautiful dimensions that compose our global village.
Equal Opportunity Policy (EEO) Red Hat is proud to be an equal opportunity workplace and an affirmative action employer. We review applications for employment without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, citizenship, age, veteran status, genetic information, physical or mental disability, medical condition, marital status, or any other basis prohibited by law.
