Global Dealmaker Telco

Job Summary

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

The role delivers growth to Red Hat through developing proposing negotiating and closing complex financial contracts in excess of $50M in Total Contract Value. These solutions solve our customers commercial and fiscal challenges that impact the total customer buying relationship and drive customer strategy and value.

This role offers a unique opportunity to shape Red Hats growth in a dynamic and expanding TELCO industry by leveraging strategic financial solutions and the power of our channel ecosystem. Are you ready to make a significant impact

In this critical role you will be instrumental in driving and closing large (multi-million dollar) deals.

As a Dealmaker you will represent Red Hat in must-win customer negotiations owning deal results. Youll leverage financial and risk scenario analysis modeling and proposals to build customer trust and deliver key outcomes: revenue growth margin and cash flow.

What You Will Do:

• Create innovative financial and commercial solutions with customers Red Hat teams and channel partners to drive revenue margin growth and expand Red Hats share of wallet.

• Support ACV and ARR goals through targeted engagements and close coordination with Sales Pre-Sales Finance Deal Desk BUs and Sales Operations.

• Identify design and advise FLT on cross-brand (IBM/Red Hat) and Red Hat commercial revenue opportunities that maximize customer and business outcomes.

• Negotiate intercompany IBM/Red Hat commercial revenue-share agreements and lead high-profile joint pursuits.

• Develop strategic recommendationsbuild partner buy and other investment proposalsthat accelerate sales and unlock new growth avenues.

• Work with major customers and strategic channel partners to determine and approve optimal commercial structures balancing concession decisions with risk profitability and cost-of-sales considerations.

• Make informed concession decisions to drive deal closure while protecting Red Hats commercial legal and financial position.

What you will bring:

• 10 years of enterprise sales experience ideally with strong exposure to channel partners across the EMEA region.

• Proven track record negotiating complex high-value contracts (committed spend ELAs) including deals exceeding $50M TCV at senior (CxO) levels and via channel-led motions.

• Deep understanding of the EMEA market landscape competitive dynamics and industry-specific challenges with the ability to model and quantify risk for both customers and Red Hat.

• Strong ability to operate in dynamic ambiguous environments with complex stakeholder structures including multi-partner channel ecosystems.

• Advanced analytical and financial modelling skills (Excel scenario analysis expected value data manipulation) with the ability to build and present compelling business cases.

• Excellent communication and negotiation capabilities applying frameworks such as ZOPA and BATNA and delivering high-impact internal and customer-facing presentations.

• Demonstrated success influencing outcomes through cross-functional and cross-organizational collaboration particularly with channel organizations.

• Fluent in English.

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 visual collaborative scenario models using customer collaboration and assumption that build alignment and trust.

• Deep 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 within the TELCO context.

• Strong understanding of financing and SaaS/subscription revenue recognition.

• Deep understanding of the industry competitive landscape with the ability to translate Red Hats value proposition to execute strategies that present Red Hats unique competitive advantage.

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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.

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