EMEA Dealmaker

Deal Maker - EMEA

In this role you will own and deliver Large (multi-million) Strategic Global Software specific strategic opportunity pursuits by defining key Red Hat commercial strategies establishing customer financial relationships and creating and delivering innovative commercial contractual solutions.

You will collaborate with Red Hat/IBM teams and customers to identify financial solutions that best unlock customer and Red Hat capabilities while also leveraging IBM cross contract vehicles and synergies in order to maximize customer financial commitment to Red Hat.

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 Financial/Risk Scenario Analysis modeling and proposals to gain customer trust and deliver outcomes (Revenue Growth Margin and Cash Flow).

What You Will Do:

• Partner with customers and RH teams to create new innovative financial 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 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 $10M 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.

Nice To Have:

• Knowledgeof 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.

• Deepunderstanding ofthe industrycompetitive landscape with the ability to translate Red Hats value proposition to drive globally compete strategies that present Red Hats unique competitive advantage.

• Multi-lingual is useful.

About Red Hat

Red Hat is the worlds 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. Were 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.

Inclusion at Red Hat
Red Hats 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)
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